How to Re-Engage Past Prospects

Unfortunately, not all prospects buy at the time of a sales presentation.

You’ve heard all the excuses:

  • They want to think about it
  • They’ll order after they run out of their current product
  • Want to give the order to their retail rep
  • Talk to colleagues and ‘study club buddies’
  • They want to wait for a promotion or better deal

60% of customers say ‘no’ four times before saying ‘yes’

It’s likely have some doctors that were interested or qualified enough to earn/receive a presentation but for whatever reason, they didn’t buy.

These accounts are in ‘prospect purgatory’. They are using a product or service that does not deliver the same advantages and benefits your product does. As a result, they are not delivering the highest level of care, they are working harder maybe not smarter than they have to, basically something about their current condition is compromised down than if they were buying what you are selling.

3 Steps to Evaluate Anything Better

You likely dedicate a lot of time, attention and energy completing projects. Yet, if you are like most busy executives, your results may suffer due by failure to review and evaluate. 

An effective evaluation offers valuable insights to increase impact and improve results. This week’s Sales Success Snippet offers a 3-step process to evaluate anything quickly and easily.

Why Evaluate?

Improves Design & Implementation

Periodic assessment of any project ensures they are as effective as they can be. Evaluation can help you identify areas for improvement and assists in realizing your goals faster with less effort. Additionally, when results are reviewed about what was more and less effective, you improve processes and programs for the future.

Clarifies Impact

Evaluation enables you to understand and therefore better demonstrate your program’s success or progress. The insights offer greater clarity for understanding program impact and value, all critical for improved public relations, staff morale and customer service.

Evaluate your next project, program, sales call or initiative using this proven process and watch your results soar! 

Tackle Your ToDo List Faster & Easier

You are not alone if you start each week  or day with a really long to do list. Many business professionals struggle with productivity and have way too many tasks to complete in one day. Luckily, there is a way to get more done in less time. 

To tackle your TODO list quickly and rather easily, check out this week’s Sales Success Snippet for a great productivity hack that has been a game-changer for me.

Cold Calling is an Expensive Waste of Time & Talent

As a Sales Coach working with dental companies for over two decades and more importantly as dental professional on the receiving end of many unexpected visits by sales reps, I am convinced, cold calling is a clear misdirection of resources.

You or your reps will be of far greater value to your company and your customers by being more strategic and discerning when making sales calls.

Let me give you three big reasons not to do Cold Calls:

  1. High Cost-: A typical field sales call in dental costs around $675. That is, your cost for a rep to turn the doorknob on any practice in their territory.
  2. Low Sales Potential: Our dental insider data suggests cold calling is a low ROI sales tactic. It takes between 8-10 attempts to meet someone with buying authority or buying influence in a dental office. And, at $675 per attempt, you can see why cold calling delivers high cost and low sales potential.
  3. Lowers Your Company Image: Dental team members negatively view reps/companies that make unscheduled visits or calls . I recently asked a dentist with a $2M practice in Phoenix, how he views cold calls from sales reps. He called them a “disrespectful intrusion”.

Check out this six-minute episode of The Sales Success Snippet to learn where to find high quality leads who are wanting, waiting and willing to hear more about your products and services.

One Critical Component of an Effective Sales Meeting

As we approach the fourth quarter for many companies, you might be thinking about your next sales meeting.

This week’s DII Sales 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.

For more information on sales meetings, download my FREE article How to Leverage Sales Meetings for Better Performance[.

#006 The 7 Biggest Mistakes Dental Sales Reps Make Getting Past Receptionists

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:

005: What Your Impression Says About You

Creating Positive Impressions for Greater Influence & Impact

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.

Check out the latest podcast What Your Impression Says About You to check in on new ways you can up level your impact.

Understanding the Buyer Desire of a Dentist

 

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 they continue 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 downloading The Dental Advertisement Analysis, it features 21 recent ads in two popular dental journals.

 

Leader: Are You the Real Deal?

 

Given the dynamic changes occurring in the dental industry and business today, managers face the complex challenge to adapt and succeed in an ever-evolving workplace.

Businesses of all sizes are facing a leadership gap. Baby Boomers are off to retirement and Millennials already fill more than 34 percent of the workforce. This dramatic shift in experience brings an important change in culture and employee expectations.

Organizations are struggling to develop their leaders at a fast-enough pace. According to The American Society of Training and Development, businesses spend more than $170 billion dollars on leadership training to build a strong front line for today and stabilize themselves for the tomorrow.

Biggest Takeaways You Don’t Want to Miss:

  • What are the differences between a leader and a manager? 
  • Critical competencies that exemplify a leader
  • How to really know if you have what it takes

FREE Leadership Assessment Offer:

Discover Your Leadership Talents Today

Click on the image below to continue to the Podcast