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I Just Can't Get By The Receptionist.

Discussion in 'Offline Marketing' started by dog-tag, May 9, 2011.

  1. dog-tag

    dog-tag Senior Member

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    Hi guys,

    At minute I'm practising some cold calling for doctors in an area far far away. Long story short I'm just practising ringing them, so there's no pressure.

    The problem I have is I can't get by the receptionist/gate keeper.

    Now I'm ringing on a monday morning so there all going to be busy, so should I still ring now or leave it till tomorrow?

    I keep trying to get by the receptionist with -

    "Hi can I speak with (insert first name)" to make it sound as if I know him.
    Each time I get the same reply - "what's it in relation to?"

    If I say advertising BANG THERE GONE, I just get "well leave a message and I'll pass it on" so I don't even try that.

    When I say "(insert other doctors name) recommended him to me, I've a website with 2 other doctors in town, and they said (insert doctors name) would be interested... I think they already talked to him about it"

    This gets much more interest but I still can't get by the bastards, they'll all take my number and even give me the odd email address but nobody puts me through.

    Anyone any bullet proof tips for getting by them? It's my first time doing this so I'm new to it all.

    Gilesy
     
  2. dog-tag

    dog-tag Senior Member

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    ok here's a small update on this -

    STILL CAN'T GET THROUGH TO A DOCTOR, BUT i rang
    my first dentist and I changed things abit -

    When I rang I spoke SLOWLY with his firstname and said thank you instead
    of please to the receptionist. She said "ohh he's actually ith somebody at the moment"
    to which I replied "ohh I thought this was a good time to ring him back"

    She then asked was it dental related and I said no... just a no. If ye give them a spiel about something then your giving them something to refuse you on. Just a simple NO.

    In the end I chatted with the dentist, he was dead interested and to tbh I didn't even care what I said to him,I droppped my sales script went on a short rant and told him I'd email him. When I told him I had 10-15 unique visitors a day looking for a dentist in his area, and he was very happy. I grabbed his gmail and said goodbye.

    I'm gonna practice on him using email and then a follow up call if he's interested.
    I know I haven't made a sale but I'm making good progress. I like this side of marketing alot more, but it is a pain when your rejected. For anybody reading this, understand it's all a numbers game and were not gonna win em all but we can sure as hell try.
     
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  3. Toples

    Toples Regular Member

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    i do that stuff - personally
    you go to doc or whatever on working hours
    ask to speak just for a minute
    and do you monolog for 1,5-2 minutes, leave your card, and you will get called 8/10 times...
    if you are not able to do so, try finding out their home phone and ring there...
     
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  4. cronini

    cronini Junior Member

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    its simple, its none of the receptionists business what you are calling for. tell them its only for the practice owner to know. if she says he is with somebody or cannot come to the phone ask when is the best time to call back? or say, i will call back at *what ever time*.

    also personally visiting can be very good. also imagine if you wrote a hand written personal letter they will surely open the thing and read what its about
     
    Last edited: May 9, 2011
  5. Virus1

    Virus1 Supreme Member

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    Occupation:
    destroyer of worlds...
    Location:
    Welcome to Black Hat World........................
    Home Page:
    hahaha.... you are little fish... if that stops you..

    here it goes...

    Receptionist: Hi, Dr smiths office... this is kimberly how may i help you.

    You: Good Morning Kimberly, is doctor SMITH in the office today.

    Receptionist: yes he is but he is very busy... maybe i can help you.

    you: My name is Steve. I am part of Wonder Golf corporation. A colleague of Dr Smith entered him into our free golf club give away. And I was wondering if I could talk to him about his preferred golf equipment. Seems that Dr Smith is inline to win the new Swingline Series 3 Golf clubs. and I need some info or maybe you can help me... does he golf left or right handed... and what is his preferred directional swing( or whatever BS golfers do, i just made that up).
    receptionist: well he is left handed
    you: chuckle .... yeah but is he a left handed golfer or right handed golfer. If i can talk to him... it will only take a minute....and I would hate to get him the wrong equipment... it will only take a minute...(repeat this)
    Receptionist: if it will only take a minute .... let me transfer you.
    you: thank you kimberly

    Dr Smith: Hello
    You: Dr Smith, my name is Steve. I know you are a busy man but a colleague of yours just signed up to our lead generating program and he was sure that you could benefit from it too. and right now we are giving out a free chance to win a set of sweingline series 3 golf clubs...... pause.. do you golf??
    Dr smith: No I do not play golf.
    You: Well we have an alternative prize the T1000 Stethescope(or whatever).
    I will tell you what... let me have your email address and i will send you some info
    on our lead generating program blah blah blah... so you can try it free of charge blah blah blah because our leads are 100% blah blah blah....



    you get the point.... go sell...
     
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  6. ephame

    ephame Newbie

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    I love This

    Very sneaky
     
  7. hardybents

    hardybents Regular Member

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    99% of the time you will never get a Doc on the phone. Unless you call at lunch hour or very early in the am or in the evening. They will always be with a patient. THis is the only time I instruct my telemarketers to talk to an office manager. If you are calling a Chiropractors office is different, its easier to get them on the phone direct, but a dentist hardly ever. Unless they are new in business or going out of business.
    Talk to the office manager. Sell her and she will sell the Doc. I hate doing it this way, but in 15 years selling to Dentists, this is really the only effective way.
     
  8. Deez The Webguru

    Deez The Webguru Junior Member

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    Okay dude.....this should help. I have more than 10 years offline face to face sales experience...most of this time was spent at very senior sales level positions. When i first started of cold calling was something that I needed to do... it was just to get a meeting set up with whoever but still needed to get past the receptionist or personal assistant or secretary. There is NO 100% bullet proof method however I what I will show you now give you a VERY high strike rate.

    Receptionist often go through 100's of calls in a day and it's almost like the same thing over and over again for them. Almost nobody ever takes the time to ask them how there are... a simple "Good morning/afternoon, how are you?" You would be surprised how often they almost immediately change their attitude and start even talking to you and telling you how they are, now pay attention and actually take the time to give them the impression that u actually give a crap about what they are saying...when she is done either try and engage in more conversation....Now here's the cracker.. eventually she will ask you, "so how can I help you?" .... u simply say I need to speak to DR X... she will no doubtingly ask you what this is in connection with.... you simply say "It's confidential"
    They almost always assume it has to do with finances, legal issues, tax, etc.... or anything of that nature. If the doc is available then they will put u through... when u do get through make sure that u also mention somewhere in ur sales pitch that the Internet marketing industry is highly competitive so you would prefer if you kept your discussion confidential.....this is so if his receptionist gets asked why she put the call through ..she will respond, he said it was confidential...and the doctor will understand why u told her this...
     
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  9. dog-tag

    dog-tag Senior Member

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    Well turns out 3/10 rang me back so far! So fair play to them.. I couldn't answer
    the phone to them cause of where I am at the moment but that wasn't the exercise
    I was trying to achieve.

    I could call into alot of them I suppose, I could bring fancy print outs and all that jazz and make it look super-special I suppose. I can wrangle emails all day long Virus but I was hoping to dodge the receptionist and make contact with the doc on the phone.

    My last resort is driving round, I'd love to be able to get the chat in on the phone and then meet the clients you know who's already game, but then again that's life and we can't all
    have what we want.

    Anybody know any ratios like how many calls: ring backs :sales
     
  10. dog-tag

    dog-tag Senior Member

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    just spotted your reply deez...

    Nice thinking, it's so obvious, I tried my hardest to catch their names but they spoke so quick I could never catch what they said, it helps to know their names and I'm as nice as pie when I'm saying goodbye just so they WANT TO HELP ME.

    Gonna try that approach tomorrow.

    Nice tip man :)
     
  11. littleg2008

    littleg2008 Senior Member

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    just say you have some information that [the persons name] was after.

    Or say you have been speaking to him for a while.

    i tend to go with the top option as you are not lieing (of sorts)
     
  12. littleg2008

    littleg2008 Senior Member

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    or, if you are wanting to speak to the doctor regardless of how you get there then say you are calling from something unrelated to the profession but relating to the doctor himself. i.e His home alarm system is currently going off and need to speak with him
    maybe not quite like that, but you get the jist, you dont have to make it about the profession to get through to the main man
     
  13. angelas111

    angelas111 Jr. VIP Jr. VIP Premium Member

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    i am about to upload something shortly that will help with this.

    http://www.mediafire.com/?f2bbpphat6epz5z

    virus total:



    Cold Calling: The Reverse Selling Wayâ„¢ will help you:

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    Maybe you're thinking cold calling is...

    A tense experience, forcing you into a sales role that is artificial and obvious to your prospective client
    Strictly a numbers game with a "hit and run" mentality
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    CD 2:

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    The Reverse Selling mindset revisited.
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    Going beyond voicemail to reach your prospect.
    Cold calling: What do you say?
    Responding to requests for information.
    Gatekeeper blocking your way?
    Offering clients a new service.
    "Rules" blocking you from talking to the decision maker?
    How to handle "give me our best price."
    Key phrases to use with your clients.
    Revisiting Price is too high.
    How would Ari Galper do things differently?
     
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    Last edited: May 9, 2011
  14. llewopsnimajneb

    llewopsnimajneb Regular Member

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    1) If you really need to get through to the doctor.. call at lunch remember* every receptionist needs to eat and the office lackey will usually be answering the phone at that time.

    2) hi, this is so and so, I need to speak to the doctor, but I know that they are going to be with a patent now, yes? (get them to say yes)
    So I am hoping you can help me? (they will probably say yes again)
    Do you think that if YOU thought that the practice could benefit from something that the Doc would listen to YOU over some random sales guy (Probably yes they will say)
    Well I run a website that gets X people searching for a dentist in your area... (let it sink in)
    I actually noticed this only when I was looking at the data for my own thing (don't make it seem like this is your only line of work)
    So, do you think that YOUR (Let them feel ownership) practice could benefit from x more patients because it's really simple to put a basic ad on my site to YOUR practice..

    I'm not trying to sell you now, but can I leave some details with you and if YOU think it's a good idea, you can get in touch with me at any time...


    NEVER TRY HARD SELL ON OPEN.
    GIVE THE PERSON WHO CAN INFLUENCE 100000000 TIMES BETTER THAN YOU OWNERSHIP
    MAKE IT SEEM LIKE IT'S THEIR IDEA
    A SALE WILL COME EASIER IF IT'S A REFERRAL (even if that referral comes from the secretary that you flirted with on the phone)

    This has worked for me time and time again.
     
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  15. warriorpoet

    warriorpoet Junior Member

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    Nice share! Gracias ;)
     
  16. RickyZwailer

    RickyZwailer Registered Member

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    This seems like the best way to get through.
    Just wondering if and when the Dr. gets on the phone if you should go with standard stuff like Hi this is (my name and that I own a website biz called xyz) how are you today? fine thanks for asking blah blah blah or another approach getting to the point faster (inside of the first 7 seconds when you should make the best impression?)
    and if the Dr is saying anything related to not interested do you soft sell by offering information through email, or hit him with fear of losing business to competition?

    Excellent thread
    thanks to everybody helping
     
  17. Windmill

    Windmill Supreme Member

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    This thread is great :)

    What is the sales pitch everyone uses?
     
  18. GrizzlyAdams

    GrizzlyAdams Regular Member

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  19. dog-tag

    dog-tag Senior Member

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    Arrrrrrrrrrrrrgggh it's gotten really annoying now, I'm ringing a list of dentists here and after a few calls I get this - "Didn't you just call here a minute ago looking for? So it's not a confidential call then is it?" SPRUNG :(

    Really annoying me now.... its like 1 step forward 2 steps back.
    Their practices are listed by area not exact addresses, and even the practices with different addresses and numbers are somehow sharing the same receptionist... BUGGER
     
  20. crashed

    crashed Jr. VIP Jr. VIP Premium Member

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    Ya its called call-handling... A company just answers calls all day, and if important passes it on to the doc :D