As we approach the fourth quarter
for many companies, you might be thinking about your next sales meeting.
This week’s DIISales Snippet is part of a recent coaching session with a sales manager wanting to make the most of his upcoming sales meeting. This episode zeroes in on one simple, yet critical and often missed piece of a successful sales meeting.
What if I told you that your “dead leads”, where actually your biggest and you’re your shortest path of new customers? You’d Say: “But, they’re DEAD!” They didn’t buy then…why in the world would they buy now?!”
If you’ve been frustrated by the limited sales results your leads have created…stay tuned, this podcast is for you!
It’s important to realize, your leads are not the problem. The problem is never the problem, it’s how you are thinking about the problem.
Exhibiting at dental meetings are a BIG investment with a lot at stake. While I am sure you’ll agree they are not the buying frenzy they used to be, trade shows are still an excellent way to generate sales, win new customers and practice selling skills.
Most job postings are tired, ineffective and passé. Instead, write enticing ads that woo, attract and excite. To do this, dust off those old-fashioned job descriptions that describe your company and position in a ‘professional’ and boring manner. Bring a little creative, fun and lighthearted twist, with these ideas:
Turn your postings upside down and inside out. Write from the prospective employee’s POV. Lead with job and company details that appeal to candidates instead of company demands. Get rid of postings that describe job ‘requirements’, ‘essential duties’, ‘skills expected’ and replace them with key attributes about what makes being a team member so special. This demonstrates you understand employment is a mutual value exchange and you’ll provide a great environment for it to happen.
Each week, we get on a treadmill grinding it out Monday through Friday and rarely step back to reflect, “What got done?” or consider “Will what got done get me where I want to go?” Now is a great time to take stock, evaluate what’s working, what’s not and adopt a few new edits to our routine that will lead us closer to results that matter.
In this episode of The Dental Industry Insider Podcast, I’ll introduce you to a simple process that will make the most of your time and talent to boost your personal productivity.
You’ll gain greater clarity on results received, lessons learned and ensure nothing falls through the cracks on follow up. This simple ritual could quite literally 10x your results every single week!
Grab a copy of the FREE Results Review Recap to lead you closer to reaching your goals and the rewards they deliver.
Sometimes it takes a little extra something to get up and out of a sluggish slump after a long vacation, slower summer months or the holidays. In this episode, you’ll learn a simple but powerful process for getting reengaged and back on track.
Since every sales rep has some form of barrier to access prospective buyers, you would think they’d be good at it. But they are not; most reps stink at getting past gatekeepers. Seasoned sales reps do a little better than new reps, but on average 79% of salespeople don’t get through! And, if an average field call costs around $518 and $250 for a typical telephone attempt, do the math.
Your company is spending a lot of money on failed attempts at reaching decision makers! There are a lot of ways reps to approach a dental office. According to most receptionists and office managers, they are not getting it right. Knowing what I now know about reaching decision makers inside a dental office, these are the key areas field and phone reps need to consider:
It takes only three to seven seconds for someone to form a first impression of you. Consciously or unconsciously, we make judgments about the professionalism, character and competence of others based on our impressions.
You might wish people’s opinion of you is based on your intelligence, experience or the value of your product or service, but most studies show that impressions are shaped by what is seen or heard in the first few seconds of contact.
Harvard Business School social psychologist, Amy Cuddy, best known for her work on body language found that when meeting someone for the first time, we form not one impression, but two. We judge how warm and trustworthy a person is, to answer these questions:
‘What are this person’s intentions toward me?’
“How strong and competent is this person?”
Cuddy’s research shows that trustworthiness and confidence account for 80 to 90 percent of first impressions. And, for those of us who are paid to persuade, critical to how well we influence others. So, managers, leaders, sales and customer service reps are well served by making the most of the impressions they create.
Winning and keeping the attention of dentists to consider a new product is tougher and more expensive than it’s ever been. Marketers and sales professionals have had to get very creative to get their foot in the door and most efforts crash and burn.
We’ve made it our business for the past 25 years to get inside of the mind of the dentist. Our intent was to understand their needs, wants and expectations for products they buy, what theycontinue to use and the people and companies they choose to do business with. The data allows us to bring fresh timely insights and customer intelligence to our clients—dental manufacturers and distributors who want to do better, serve better and forge stronger relationships with the practitioners they serve.
Until recently, our research results about dentists have been reserved for our private clients. Now, we are going public with the good stuff—and you have as much to gain as our clients who have created impressive results using it. Apparently, it really is true—when you know better—you do better. It is my privilege to share this information with you this platform, The Dental Industry Insider.
Dentists, like other consumers, use very specific criteria for making buying decisions. By aligning your marketing and sales efforts with why consumers buy, you automatically elevate your impact, influence and results. We know why dentists buy. And, in this episode, Understanding the Buyer Desire of a Dentist we share the exact factors they consider importance when buying anything.
The information inside this program will pay on going returns over and over to boost your effectiveness marketing to the Dental community. We’ve included practical action steps both marketing and sales teams can take to ensure your entire sales process is covered on both ends.
One last thing, I ran a little experiment to check out how a few promotional pieces compared to the important motivators we’ve uncovered and the results, to be honest, kind of blew me away! I didn’t expect to find what I found. [I think it will raise your eyebrows, as well!]. Check out the results for FREE by downloadingThe Dental Advertisement Analysis, it features 21 recent ads in two popular dental journals.