03.09.12

The Key To Effective Sales: Let People Sell Themselves

Posted in Blogroll, Dental Marketing Coach, Dental Marketing Tips, Internet Dental Marketing, Marketing in a Down Economy at 2:58 pm by admin

It's been said that people hate to be sold, but love to buy. Allow me to help navigate this shallow sea of semantics for a moment. We are all salesmen (even women*). The only question is whether we are good or bad at it. I consider selling to be the art of allowing someone to make an informed choice as soon as they ...

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02.29.12

Not in OUR Area!

Posted in Collaborative Care, Dental Marketing Coach, Dental Practice Branding, Oral Systemic Health, Social Media and Dental Practice Marketing at 8:43 am by admin

Deanna Alexander wrote in the Spring, 2011 Issue of the American Association of Dental Officer Manager’s (AADOM) Observer: I recall sitting in a seminar in the mid 90’s, and hearing that the new century was going to be all about cosmetic dentistry. I thought “I don’t think so. Not in our area. ” I am eating my words today! The next wave upon us is ...

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01.31.12

The Three Cs Also Mean Clever, Cool, and Creative

Posted in Collaborative Care, Dental Marketing Coach, Dental Marketing Plan, Dental Marketing Tips, Direct Mail Dental Marketing, Internet Dental Marketing, Marketing in a Down Economy, Oral Systemic Health, Social Media and Dental Practice Marketing, Uncategorized at 7:15 am by admin

  [caption id="attachment_347" align="aligncenter" width="300" caption="The Three Cs also mean Clever, Cool, and Creative"][/caption] In The Age of Persuasion (I borrowed that title from one of my favorite radio programs: search in www.NPR.org for show times), host and creator Terry O'Reilly takes on a stroll down marketing memory lane, sharing some very powerful insights in the process.  The main point is that ...

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01.19.12

People Love To Buy, But Hate To Be Sold.

Posted in Uncategorized at 3:13 pm by admin

I consider selling to be the art of allowing someone to make an informed choice as soon as they can be shown the benefit(s) from that choice. Let's analyze that statement's elements to gain a deeper understanding of the definition. Read The Rest Of Dental Sales Technique Here

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01.05.12

They May Not Remember What You Say, But They’ll Remember How You Made Them Feel

Posted in Dental Marketing Coach, Dental Marketing Tips, Oral Systemic Health at 9:17 am by admin

This sage sentiment is emblazoned on the wall of Trojan Professional Services' headquarters.  It's purpose is to remind personnel of this very important fact. Think about the last 'extreme' experience you had with another person or business.  Whether good or bad, it's more likely that you  will remember a general sense of satisfaction, appreciation, fair treatment (or not), than you will ...

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01.01.12

Resolve To Champion The Cause!

Posted in Blogroll, Dental Marketing Coach, Dental Marketing Plan, Internet Dental Marketing at 5:50 am by admin

Dentists, being in an exacting profession, often fall victim to what is termed paralysis by analysis, that is, the tendency to let their perfectionist side get the better of them, leading to a deferred decision to take action. While good when placing crowns, the consequence with respect to dental marketing and other decisions can be that, while waiting to ...

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12.26.11

What Old Friends Teach Us

Posted in Blogroll, Dental Marketing Coach, Dental Marketing Tips at 4:22 pm by admin

I just returned from a business trip to California. While there, I had the opportunity to see two friends.  One I've known since graduate school (a long time ago).  The other friend I've known since first grade (an even longer time). What struck me was how, in terms of our relationship, time seems to have stood still, as well as how ...

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12.18.11

Hate Being Sold But Love To Buy? You’re Not Alone

Posted in Collaborative Care, Dental Marketing Coach, Dental Marketing Tips, Marketing in a Down Economy at 9:36 pm by admin

The key to Sales - Let People Sell Themselves It's been said that people hate to be sold, but love to buy. Allow me to help navigate this shallow sea of semantics for a moment. We are all salesmen (both men and women*). The only question is whether we are good or bad at it. I consider selling ...

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12.08.11

Under Promise and Over Deliver

Posted in Dental Marketing Tips, Dental Practice Branding at 10:08 am by admin

I just returned from my local auto service facility. I asked what would be the price to replace a headlight. Fifty dollars was the answer. Thirty minutes later, while heading back to get my car I found myself wondering "Was that including tax?" When I arrived, the service rep. advised that the total cost, including tax, ...

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11.28.11

Get The Name!

Posted in Blogroll, Dental Marketing Coach, Dental Marketing Tips, Marketing in a Down Economy at 7:09 pm by admin

In our coaching team members on how to effectively connect with first-time telephone callers (in other words, the ones who are considering joining your practice but need first to be sold a bit), we've found the simplest trick in the bag is to get and use the caller's name. This may seem obvious, but listen to your ...

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