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:
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.
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.
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.
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.