What are the most creative things that you have done to get a prospects attention?

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Permalink Reply by Ian Pryor on November 11, 2009 at 7:19pm

Scott, Good idea and an interesting topic. I actually tend to steer clear of using "schmootz" to get into a meeting, but that doesn't mean it doesn't work. What I usually do is the personal thank you note, the follow up call, or buying them a little gift if something came up in conversation. Like an iTunes gift card for an album they mentioned they like. Or some chocolate for the receptionist that keeps scheduling my follow ups with the doctor. However, all my schmootz comes after I've already made the sale. Then I rely on good word of mouth to get new clients...
Ian
www.ianpryor.com

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Permalink Reply by Scott Hartley on November 11, 2009 at 8:11pm

Ian, just curious.. did you mean "schmootz" or "schmooze", because they mean two totally different things. And it sounds like you may be talking about "following up" with a personal thank you note, a small gift or chocolates. What I'm really asking is how do you get "face time" with a "no see" prospect? I have to make it past the gatekeeper to see dentists who do not have a relationship with me and who probably have their hands in someones mouth. Typically, they have used their current lab for years and have no interest in speaking with me. I have to stand out and grab their attention.

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Permalink Reply by Ian Pryor on November 13, 2009 at 2:04pm

I meant "schmootz" as "schmooze." Schmooze being the verb, Schmootz being the noun you give away when you are Schmoozing!

I typically don't do things like flowers, or chocolates, or giveaways just to try to see the doctor. It's all been done before and I think the receptionist or manager expects it. I'm often turned off by giving stuff away because it doesn't give them a real reason to step away from the operatory and meet me. If a car salesman is going to give me cookies when I walk in the dealership, I might eat his cookie, but that definitely doesn't mean I'm going to buy the car, or even give him anymore time than someone that doesn't give me a cookie!

My efforts have gone more with trying to put a product in the doctor's hands that he will instantly recognize as useful and innovative. For a lab, your product is a crown, bridge, denture, implant crown, or whatever restoration you're trying to sell. I may recommend walking in with some amazing examples of the work that you do, a small list of letters recommending you, and a nice pamphlet (or your resume idea - love it!). I'd first show the receptionist the restoration and say, "I know the doctor is very busy, but can you please show him my card and this example of my work, I'd like to introduce myself." See what happens, if you can't meet him that day, never leave without getting a follow up appointment set. If she says the doctor is very busy and just to call back next week, I usually say, "I completely understand, I'm booked next week as well. Since both our schedules are so tied up why don't we put something in the books now, and then he can call me later if we need to reschedule." 9 out of 10 times that will work.

Oddly enough, today I'm sending an offices flowers to thank them for getting me an appointment. Perfect timing!

Ian
www.ianpryor.com

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Permalink Reply by Scott Hartley on November 13, 2009 at 11:12pm

Ian, I like your idea of sending a sample of my work back with the receptionist. I haven't tried that approach but I will definately give it a try.

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Permalink Reply by Mark Haas on November 12, 2009 at 7:48am

When a doctor stated "he wanted to try a product clinically" I said " I have a candidate". I had just had my windows tinted and this guy had flourosis on the centrals, pretty bad.

Doctor had just bought a new truck and I asked "Are you going to have the windows tinted? (Everyone did it was AZ )

So the next week , Kid tinted doctors truck, Doctor did Microabrasion on kid and bought Prema from me. Win/WIn/WIN !

Mark

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Permalink Reply by Scott Hartley on November 12, 2009 at 10:14am

I like the way you think... you saw an opportunity and ran with it. It pays to be observant.

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Permalink Reply by Robert Hays on November 12, 2009 at 1:00pm

Great topic Scott!

We talk a lot about demonstrating added value to avoid the commoditization (did I just make up a new word?) of our business. For the past five years I’ve created a quarterly newsletter featuring hot topics in the industry, from CAD/CAM to how to maximize Section 179 benefits. It has yielded a few opportunities over the years to get in front of doctors that I may not have had direct access to otherwise.

One approach that I have taken in offices where I seem to be stonewalled by the gatekeeper is to ask for an employment application. It usually gets an interesting response and sparks a conversation with the office manager. If that alone doesn’t get me time with the doctor, I fill out the application, highlighting the benefits they would receive by working with me, and under salary I put $0. Nine times out of ten this gains the appointment and an opportunity to discuss my function as an extension of the practice. I think it comes across as non-threatening and demonstrates that I’m out to do more than sell them a box of cotton rolls.

Bribery by way of bagels and cookies seems to work well too. :)

Good selling!

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Permalink Reply by Scott Hartley on November 12, 2009 at 1:17pm

Hey Robert, I have to say that is a very unique approach! I love it!

I have something similar that I am currently working on. I am putting together a resume that I plan on using in basically the same way. As a lab owner, I work for the dentist.... and everytime that I call on a new office I am really asking for a "job".... so I figured that a resume would be a good way to differentiate myself from the competition.

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Permalink Reply by Melvin Rouse on November 12, 2009 at 1:59pm

A good bottle of California wine usually does the trick.

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Permalink Reply by Palmer Blair on December 15, 2009 at 3:54pm

Another tactic I've tried for those prospects who just won't schedule you in...If your state has a lottery with $1 or $2 scratcher tickets, walk in with a ticket in your hand and offer the receptionist a chance to play the lotto if she (or he) will schedule an appointment. You could even offer to bring a 2nd ticket if the doctor agrees to keep the appointment. A little cheesy, but it cost's about the same (or less) than cookies and donuts, and it's something not everyone can offer.

I'm also a big fan of the handwritten thank-you note, espcially after the appointment has been scheduled.

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Permalink Reply by Marc Daichman on March 7, 2010 at 10:32pm

EVERYTHING, from lunch n learns'(we cater in lunch,bring a manufacturer rep or practice managment coach for a free one hour coaching session,etc) to offering your USP ,some sort of unique service (24 hours turnaround,doing a crown under a partial in 2 visits without taking thepatients partial, an implant technique such as Encode,or anything innovative) that needs to be explained over a few minutes or more.

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