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Selling to Dentists

Anyone have any advice for getting Dentists on the phone? Seems they're always with patients. Was wondering if anyone had any advice. Been selling into dental offices for about a month. (not field sales)

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24
drendo
Politicker
+8
Enterprise Account Executive
Have you tried calling at 2:30?

(tooth-hurty)

I'll see myself out.
kd
kdow
Opinionated
+3
Account Executive
This should get upvoted to the moon.Β 
paddy
WR Officer
+10
Account Executive
Niceeeee
Smithy
Politicker
+4
Director of Sales
Came in literally to post this and I’m glad to see someone else has! πŸ˜‚
Broncosfan
Politicker
+5
Account Manager
Such a dad joke.Β 
thegrinch
Politicker
+7
SDR
this is hilarious
HarryCaray
Notable Contributor
+14
Regional VP
9 out of 10 dentists recommend calling at lunch.
paddy
WR Officer
+10
Account Executive
lmao
thegrinch
Politicker
+7
SDR
lol
saygrace
Valued Contributor
+5
Sales Executive
They don’t pick up at lunch lol
Beefany28
Politicker
+6
Business Development Representative
Call around lunch time when most receptionist are at lunch.Β 
paddy
WR Officer
+10
Account Executive
Now THATS solid advice
Beefany28
Politicker
+6
Business Development Representative
haha it works!
JuicyKlay
Politicker
+9
AM
get great dental insurance, hit your deductible, and go onsite to a few new offices a day. Go for the close while they are checking out your teeth.
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
My buddy sells to dentists. His main goal is to get their cell phone number somehow. Dentists usually have a shorter work week because a lot of them choose their hours and days they work. I remember him doing demos in the evening all the time.Β 
kd
kdow
Opinionated
+3
Account Executive
That's something I've been doing as well. I like to avoid the front desk as much as possible. Doing demos at night has been a big success as well.Β 
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
That's great. I'll ask my friend if he has any other tips that work with him. Best of luck to you!
Show 1 more replies
Brandong
Valued Contributor
+4
Sales Executive
Tough one - I used to sell to orthos and podiatrists they were never at a computer and I can get them on the phone for about 15 sec. We texted mostly to communicate. Texting might be one way to go. Worth a try.
paddy
WR Officer
+10
Account Executive
Find something that makes their life easier. Idk what a dentist's biggest pain point is but if you can figure that out then there's a start
kd
kdow
Opinionated
+3
Account Executive
For sure. Once I get them on the phone, the value is generally seen right away. They are just allergic to answering the phone. They also have some of the toughest gatekeepers I've come across.
paddy
WR Officer
+10
Account Executive
Yes I can see how the problem isn't necessarily the pitch itself but more of a getting your foot in the door (or in their mouth) issue
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Find them on the golf course or on their bikes on Wednesdays. Helps if you can spot the most expensive clubs or bike with the least amount of wear and tear. Probably close to a Porsche Boxster/718.
SADNES5
Politicker
+6
Hittin' Dingers
Lol, I said Harley cosplay and BMW 5series Xdrive. Tomato/Tomatoe
KPIMaster
Politicker
+4
Enterprise Account Executive
Prospect on the weekends, bet your email open rate will sky rocket.
Chep
WR Officer
+10
Business Development Team Lead
No advice except treat them like every other prospect and maybe send emails so when you can get them to pick up there is a greater chance they've heard of your product. Out of curiosity, what type of product do you sell that has you reaching out to dentists?
kd
kdow
Opinionated
+3
Account Executive
Dental lab services. Basically anything that a dentist puts into a patients mouth (crowns, veneers, etc)
SADNES5
Politicker
+6
Hittin' Dingers
BROOOO why didn't you state this.Β 

STOP going for the dentist. Start calling offices and ask where they refer for Lab services.Β 

Denturists/Lab Techs/Ortho these are your money printers. Why are you wasting time at a general dentist. Go for the high volume stuff.Β 
neversettle
Politicker
+6
SDR
LinkedIn Sales Navigator - I sell to physicians (so something similar) and have had some luck with that tool!
SADNES5
Politicker
+6
Hittin' Dingers
Get a hold of their office manager. The dentist wants to cosplay on his Harley afterwork/drive his 5 series Xdrive BMW back to their dead end marriage.

The office manager/head hygienist/most senior assistant. Any of these folks hold the keys to power, and have influence over the dentists sched.Β 

Open that door, they will make time/find time for you to chat with the dentist if your value prop is good enough.Β 

I don't do dental sales, but I have some pretty close friends in the field... and dated an office manager for years.Β 
SADNES5
Politicker
+6
Hittin' Dingers
I see you do Lab stuff.
IMO - stop chasing the dentist. Call every office in your region and ask where they refer for lab services @kdowΒ 

I understand the mom/pop small potatoes guys do their work inhouse, but ANYTHING with volume is outsourced. Get em.
Denturists/Ortho would be the gold mines I would start with, then move into the labs that make crowns etc.Β 
genequeen
Good Citizen
Account Executive
I sell to physicians but generally I’m getting my foot in the door by schmoozing up the front desk or medical assistant who will then pass on my information or tell me a good time to call the doctor.Β 
wahmsales
WR Officer
+10
SDR
Schmooze how?
sugardaddy
Politicker
+7
Sales Manager
Early birds get the worm!Β 
Bankable
Opinionated
+1
VP Relationship Manager
Get in good with the office/practice manager. Depending on what you're selling, they are the ones that generally run the business side of things.Β 

Also, offer after hours meetings/calls so you aren't taking away from their production time.
wahmsales
WR Officer
+10
SDR
How do you get in good with the office manager?
ju
justatopproducer
Opinionated
+3
National Consultant
Call in the morning before 8am. Or anytime outside hours. Many times they are the first ones in or last ones out.Β 
sketchysales
Politicker
+7
Sales Manager
Offer them something expensive.Β  Dentists love expensive things
wahmsales
WR Officer
+10
SDR
I've had trouble with this too. I always ask for the office manager, they're usually more available and hold some sway.
SalesSage
Valued Contributor
+5
National Account Manager
what about early am, as they are setting up for their day and haven't started the patient chaos that probably keeps them moving all day.Β  When they say this isn't a good time as I need to start my day nail them down.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I would try around lunch. Good luck!
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