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Follow up calls regarding businesses with desk clerks.

Discussion in 'Offline Marketing' started by FlightSchool, Mar 15, 2014.

  1. FlightSchool

    FlightSchool Registered Member

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    Problem here is getting the message to doctors or lawyers for me. I send them ORM package mail, wait a few days and follow up. The desk clerk usually picks up and there is absolutely no way I can be transferred to talk to whoever I need to. I tell them to ask the doctor or lawyer to call me back since I want his opinion on what he read in the "confidential mail" (i stamp the mail with confidential stamps like OriginalPoster does). I've gotten 2 calls back. 1 of them saying she threw the mail in the trash, and the other one didn't even claim to know what I was talking about. So then I opened up about bad reviews and he basically told me that he doesn't believe in reviews and that patients should tell him about it in his face or something. Basically he was lost on what I was talking about and hung up.

    What am I doing wrong?
     
  2. gtownfunk

    gtownfunk Registered Member

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    Well, you should realize that these people feel hurt and embarrassed about what people have said about their business. Many business owners, and humans want to lash out a little bit and react. There are some that don't, but when someone says that people need to tell them 'in their face' or whatever it's got some tinges of imaginary confrontation.

    You didn't mention how many you sent out to get 2 calls back. At either of these places, the appropriate person might be the office manager and not the doctor or lawyer. They are usually the owners, but often times the office manager/practice manager does everything and just gets approval for things.

    gtownfunk
     
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  3. 4ContactUK

    4ContactUK Regular Member

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    I agree with gtownfunk, your going in with a kind of negative, there must be another way to demonstrate what you do. What are you selling exactly?
     
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  4. SentraThis96

    SentraThis96 Newbie

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    Ya some more information is definitely needed. Granted I haven't implemented ORM myself but I would definitely love to give some feedback/share ideas with you!
     
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  5. jimmylegs

    jimmylegs Senior Member

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    Open with asking about what's their main source of patients. Is it advertising, social media ect. Just ask what is Woking for them right now, engage in a real conversation but keep it short and happy.

    Then book a later phone meeting where you can have more undivided attention time with the potential client.

    Add me in skype if you need some phone training I have helped many in the past do the same thing and rip passed the gatekeeper and land the owners meeting.

    Skype: ericsebastion
     
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  6. hateandbreak

    hateandbreak Supreme Member

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    Fuck the bitches who don't want to 'chat' with you. They aren't worth the time.

    Try this:

    Pay a little bit extra to send out some 2 day FedEx packages (who the fuck throws away an actual packaged rushed to them?) and close the main business owners who do call you back. A package such as this will get the person you want to talk to to call you back, not some clerk as it doesn't get opened by them. I haven't tried this personally, however I am planning very soon to invest a big chunk to give this a real go. Will let you know who this goes, won't hurt to try in the name of progress.

    Move on to sending out more mail to potential clients as you don't want to dwell on a couple bad calls/run ins.

    Also if you don't have the sales skills, I recommend checking out a course on the subject to improve your tonality & a whole range of other factors needed to prevent people from hanging up on you. Your goal is to keep them HOOKED like a damn fish and get them to fight less so you can reel em in, and you also don't want to bore them. Look into Jordan Belforts "straight line persuasion system". It's really good stuff.

    Good luck, keep us updated :)
     
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  7. gtownfunk

    gtownfunk Registered Member

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    hateandbreak,

    I've been going over this in my head and I was thinking about the FedEx package.. then I also thought, what if you had your friend go in there like a courier and hand-deliver it in a big yellow envelope.

    gtownfunk
     
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  8. hateandbreak

    hateandbreak Supreme Member

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    That's also a good idea, if you can find someone to do it for ya. Remember the FedEx package will go to the owner, even if it's sent to their business. You only want to send these when you have the owners name so they know who it goes too, and it induces priority considering it was shipped via FedEx 2 day or, overnight if you really want to go all out.
     
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  9. BassTrackerBoats

    BassTrackerBoats Moderator Staff Member Moderator Jr. VIP

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    Not plain yellow though. I used to mail out hand addressed greeting card envelopes in pastel colors. Guaranteed to be opened. If using a courier use a large envelope marked CONFIDENTIAL. You can pick them up in most offuce supply stores.

     
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  10. InnovativeSEO

    InnovativeSEO Senior Member

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    PM me your contact info. We can discuss collaborating, as I actually work with law firms, and moving away from my prior line of work to the web related services. We can maybe work something out, but if anything I will help you with getting a better method. They're tough sometimes....drive me nuts too =)
     
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  11. SentraThis96

    SentraThis96 Newbie

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    I am hoping that the larger envelopes hand addressed is the way to get in front of these people so they'll open the letter and potentially call. I myself don't have any results to base my opinion off of yet as I won't be trying this for another couple of days but I have faith in it. I'm hoping this method will end my dry spell of not being able to get clients as well!
     
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  12. Techxan

    Techxan Elite Member

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    Every office I ever worked around or my wife ever worked in, the gatekeeper opens all the mail, even fedex.
     
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  13. FlightSchool

    FlightSchool Registered Member

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    Thank you man. I've sent out roughly 51 envelopes.

    Okay, so when it comes to doctors and lawyers, I should find out who the office manager is right? Any ideas on how to do this? I feel like that website called manta might help, but then again it might not?

    The ORM method that 7878 started. I am using his sales pitch. I kind of reworded a little bit of it and added some of my own, but it wasn't much negativity. It was just 2 or 3 sentences of the significance of online reviews regarding the position of the business on a google search. so i basically added a bit of insight to the prospect.

     
  14. FlightSchool

    FlightSchool Registered Member

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    That sounds like a pretty good idea actually, especially for me. I also switched the type of paper I use for the sales pitch as well and now use a thicker yellow type paper.

    thanks for that course recommendation, I see it's by the Wolf of Wallstreet haha
     
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    Last edited: Mar 19, 2014
  15. FlightSchool

    FlightSchool Registered Member

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    Every time I get discouraged, I always try to remember those cliche words we always hear. "patience" "persistence" "commitment"

    Every single package I try to improve or tweak something. I even tried to bother the shit out of 7878 by sending stupid messages that I probably should've thought about before sending.

    Point is, try to do a good analysis of what you are sending, and what happened after you cross out a whole mailing list.

    For example, this past mailing list I sent out about 15 envelopes. I am going to start making calls tomorrow. I am now reviewing my pitch in the letter to see how I may be having fault in it. So I will try to get someone here that is willing to help to review it. Then I might try to add something else in. For example, this last mailing list I put "confidential" stamps to try to get it past the desk clerks and to the main person, as well as stapling my business card to the bottom of the letter. I was skeptical about that, but an experienced person told me it was common. So for now I am doing that until I feel like it's bad.


    That's how I see it. Patience, keep improving, etc. In the end, if it wasn't meant to be then it wasn't meant to be, but I'm not trying to fail by half-assing anything.

    good luck

    EDIT: oh and btw I definitely realized that my phone pitch is probably the worst of anyone's. I've never been exposed to this area before. So now Im gonna take some advice from people that have experience.
     
    Last edited: Mar 19, 2014
  16. FlightSchool

    FlightSchool Registered Member

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    even with a confidential stamp and the specific name of the intended target?
     
  17. Techxan

    Techxan Elite Member

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    Yes, the office manager or the gatekeeper will open all of it, unless you send it to their home. Honestly all the doctors my wife worked for over 25 years couldn't tell you where the friggin stapler was. They have no clue about how to run an office, and they look at what they are given.

    They deal with patients, and that's it.

    I will give you insights to dealing with doctors. They deal in uncertain information, and arrive at uncertain conclusions. Their world is always guess at this and see if you are right. They have to make decisions based on incomplete and often contradicting information.

    Because they have to deal with these ambiguities daily, they hate in in their non medical lives.

    Tell them what you want them to know and back it up with facts. Facts make them feel better, it reduces the guessing. If you leave unanswered questions on their mind, they start to evaluate the possibilities of the significance of the missing information. They do this naturally, because medicine is inexact. Things mask themselves, and Physicians have to consider all aspects of their information before they act. To rush this type of analysis will cause someone to get more ill (iller?), or die.

    When you deal with them, hit them with solid facts and cover all the bases, so they have nothing to mull over.

    Lawyers are different. To lawyers, the truth is something that can be adjusted to what you want it to be. They will project what they want to happen to your sales pitch, Doctors won't do that.

    Lawyers will bring up their questions and confront them because that is the way their world works.

    Doctors will think about them and try to draw a conclusion, because that is the way their world works.

    Don't leave them with anything but the facts to consider.
     
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    Last edited: Mar 19, 2014
  18. FlightSchool

    FlightSchool Registered Member

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    great insight. thank you very much for that.

    you mentioned they don't open anything unless i send it to their home.

    well this seems like a long shot, especially with doctors with common names, but do you think finding their address in the white pages and sending a package at home would be a good idea?
     
  19. Techxan

    Techxan Elite Member

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    NO,

    Doctors sledom get down time, intruding on it will tick them off.

    That is a real good way to get something thrown in the trash.

    Conduct business at the business. You just have to get past the gatekeeper.
     
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  20. FlightSchool

    FlightSchool Registered Member

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    Okay, sounds good then.