Calling Dentists

I noticed that the dentists in my area are always busy, busy, busy. While I've never tried to call them to sell them services, I've needed extensive dental work done and sometimes I can't get an appointment set until a month down the road. In fact, a couple of weeks ago I was experiencing excruciating tooth pain, I had to call 7 or 8 different places before one was able to see me within the week! And none in the same day like I wanted.

So it would seem as though dentists don't need any more patients. Oddly enough I see ads for them all the time in local magazines though, so go figure!

What are you trying to sell to these dentists, who are understandably hard to reach as they're with patients or running their business during the day?

If it's any kind of offline marketing related service where you stand to profit hundreds or thousands of dollars, can you afford to spend a few dollars to be DIFFERENT and get your message across to these prospects?

Nothing personal, but I'm always amazed at the number of people trying to sell expensive services using some of the least expensive marketing methods going, like email and telemarketing.

I'm all for getting clients as inexpensively as you can, but the first thing you need to do when marketing is to grab your prospects attention, and being one in a string of cold calls they probably get throughout the day is not the best way to stand out from the crowd.

Have you tried direct mail?

I wouldn't say that industry is too hard to tackle, but I think you need to change your approach and do what's necessary to get noticed and get your message to your intended prospects.

Technically I haven't been cold calling because I did mail a letter before I called. I'm just selling a $99/month marketing package so nothing too expensive at least not for a dentist.
What are you suggesting Nick call them and say this is their mother? Lol jk.....Steve I did direct mail them a letter and am following up, any ideas how I can improve call performance with this? Is one letter enough? A lot of them are willing to give me emails but to me that's basically saying I want off the phone or am I wrong here?

Hmmm...if you did send a letter and called to follow up, it could be as Sherry mentioned that they're so busy they're just don't have the time during the day to deal with phone calls or even letters in your case.

I'd say take your direct mail up a notch and test sending a priority letter or something lumpy that gets them curious enough to open it, and maybe you could find out their home address and send something to them there (although I suppose some might be offended at their personal space being invaded there).

I have to admit though I don't fully get dentists either... My sister started going to a guy who must spend thousands on advertising in every paper available, yet her hand delivering a copy of my marketing book with a letter offering a free consult to him at one of her appointments got me nowhere with this guy.

They're definitely not "low hanging fruit" for sure!

I've mailed white 9x12s with a two page sales letter inside to realtors and have gotten as high as a 10% response. They only cost $.90 to mail (two first class stamps) and were hand addressed with no return address and they certainly stand out from a stack of bills or other letters, but hard to say what your response would be with dentists.

I think dentists are a tough bunch because so many of them are caught up working IN their business and you'd probably find the same thing with other professionals that revolve around one or two doctors doing most of the work.

hmmmm, don't know if this could help, but you could tweak this...

http://www.warriorforum.com/offline-...tle-gates.html

1. John's Not with a patient is he?

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PAs, receptionists expect you to present on the phone and SELL - not ask them questions They're so used to asking you - Who are you, which company are you from, who do you want to speak to.

Head them off at the pass.

Hope that gets you thinking.


Try it, and let me know how you get on.



Fraser

Most dentists - a vast majority don't see patients on Friday.

The best day to make sales calls is between Tuesday to Thursday's before lunch time, this is because Monday morning they go to work on their to-do and are super busy getting on schedule for the week ahead.

Friday afternoon is also usually not the best time to make calls. This is because on this day most people are scrambling to wrap up as many as many items on their list so they get home without any delay. I know I dont like getting called on Friday, but may just give a little more time if its during the week.

If the dentists are very busy means they are getting a lot of patients = $$$$
So why bother calling them?
You might try to reach the office manager;-)

When I make cold calls I tend to stay away from businesses that have receptionist (gate keeper)I like to call roofers, painter, contractors, landscapers most of them are owner operators and they answer the phone so you don't have to deal with gate keepers..

Try direct mail to their homes.
Will take some research but there are databases providing their addresses.
Not sure if it still holds true, but years ago, the White Pages would display almost every doctor's home address and number.

Next option is to "casually" cross their path as they are entering or leaving their office.
Watch the comedy "Love and Other Drugs".
And you'll see some interesting and real methods by "pharmaceutical sales reps" to
speak to a doctor even if for a brief moment.

Sure.
I wouldn't make it overly aggressive and personal.
Introduce them to your company and what you have to offer in a professional manner,
expect to repeat the mailing at least 6 times or more to get a response.

target those organizations that are calling/already calling on dentists, offer them a discount in bulk purchase of your services (maybe a free basic mobile site etc...) so they offer them to their dentist clients. You'll then get your foot in the door and expand services to the dentist.