Pick ONE and FOCUS is right on the money...
Second, you should introduce a lumpy mailer campaign to the Top 20 orthodonists in your area..
I say ortho BECAUSE you want the niche who has the most money. Then when you sit down with these people, you can close them on this idea..
YOU: So if my service XYZ was able to bring you 10 more calls every month.. you said 2 of those calls would turn into patients.. right?
THEM: YES [just keep making them say YES]
--
YOU: And 1 patient has an average value of $500 for you, is that right?
THEM: YES
--
YOU: So right off the bat, my services are worth $1,000 a month to your bottom line [they should be worth more].. if I had a pile of money, $1,000, sitting right here on the table in front of you.. what would you give me to put that money in your pocket?
THEM:I'd give you [usually 10-25% of what's on the table]..
--
YOU: Well what I have for you today is not XYZ - it's $500 a month, but you agree that having MORE money is better than having <say it quick> "more or less" the same money every month, right?
THEM: Right
--
YOU: At this point I usually act like I fumble my clipboard [which has the contract to sign].. and let the pen slip from the board onto their lap.. they pick up the pen [great way to get them to pick it up, right?] and I simply guide their hand [not touching, but getting close to it, while moving my hand on the first signature area].. all while nodding my head YES..
THEM: Ok.. sign here?
