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25 Hot Tips for Cold Calling Your Dentists

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Does Cold Calling still work?

Many people like to say no and point out examples of cold calls they've received that were a pure waste of everyone's time.

However, a study by RAIN Group found that almost 50% of buyers prefer to be contacted by phone, and 82% said they accept meetings from sellers who contact them.

Tech buyers even said they prefer the phone more than sales managers or buyers in other industries.

So yes, cold calling still works.

Are you ready to improve your cold-calling skills?

Let’s dig into the top 25 tips that will help you prepare, evaluate and improve your cold-calling skills. 

1. Use Mobile Phone Numbers to call your Prospects 📱 

Cold calling has changed post-pandemic as prospects started to work remotely. If it makes reaching prospects more challenging, try calling their cell phone numbers.

They are different from direct dials and allow you to speak to prospects even if they’re not at their desks in an office or have decided to work from home.

Manually-verified

2. Identify Key Decision Makers 🎯 

Before making a call, ensure you are reaching out to the right person in the dental practice who holds decision-making authority.

This might be the lead dentist, office manager, or someone responsible for purchasing decisions

3. Tailor Your Timing ⏲️ 

Consider the best times to call based on the nature of dental practices.

Mornings may be hectic, but afternoons during lunch breaks or quieter periods might provide a more receptive audience.

4. Understand Your Audience 🧑‍🤝‍🧑 

Research the specific dental practices you are targeting.

Know their specialities, patient demographics, and any recent achievements.

This knowledge will help you tailor your pitch to their unique needs and challenges.

5. Create a Script 🧾 

Craft a script that covers the essential points without sounding too rehearsed.

Start with a concise introduction, clearly state the purpose of your call, and highlight the benefits of your products or services.

Use language that resonates with dentists, focusing on how your offerings can enhance their practice.

6. Build Rapport 🔄 

Begin the conversation on a personal note.

Mention any shared experiences or connections within the dental community.

For example, "I recently read about your commitment to advanced dental technology, and I thought our lab's innovations align perfectly with your goals."

7. Utilize Local Knowledge 🗺️ 

Showcase your awareness of local dental trends or community events.

For instance, "I noticed your practice is involved in the upcoming community health fair. Our lab has experience creating promotional materials that can enhance your presence at such events."

8. Offer Exclusive Promotions 🤑 

Create limited-time promotions or exclusive offers for dental practices that commit to using your services.

Highlighting a sense of urgency can prompt quicker decision-making

9. Highlight Unique Selling Points 👆️ 

Clearly articulate what makes your dental lab stand out.

If you offer faster turnaround times, superior quality, or exclusive services, emphasise these points.

For instance, "Our lab utilises cutting-edge technology, ensuring precise and efficient results for every case."

10. Address Pain Points 🤕 

Understand the common challenges dentists face, such as time constraints, patient satisfaction, or cost-effectiveness.

Tailor your pitch to address these pain points directly.

"We recognize the importance of seamless collaboration between labs and practices. Our streamlined processes can save you valuable time without compromising quality."

11. Provide Educational Content 🏫 

Share informative content during the call or follow-up emails.

This could include articles on the latest dental technologies, procedural updates, or tips for optimizing laboratory-practice collaboration.

12. Demonstrate Cost Savings 🪙 

If applicable, emphasize how your lab's services can lead to cost savings for the dental practice.

Whether through bulk discounts, efficient processes, or reduced remakes, showcasing financial benefits can be persuasive.

13. Provide Solutions 🖥️ 

Offer concrete solutions to the challenges dentists encounter.

For example, "Our case management system comes with a Client Portal that allows for easy communication and customization, ensuring that each restoration meets your exact specifications."

14. Use Success Stories 💬 

Share success stories or testimonials from dentists who have benefited from your services.

Consider creating case study materials that highlight specific challenges and how your lab resolved them. "Dr. Smith, a practitioner in a similar speciality, has praised our lab's efficiency and the positive impact on his patient satisfaction."

15. Emphasize Regulatory Compliance 📐 

Assure dentists that your lab adheres to all relevant regulatory standards.

Highlight any certifications, quality control measures, or industry affiliations that demonstrate your commitment to compliance.

16. Introduce New Services 🏗️ 

Inform dentists about any new services, materials, or techniques your lab has recently adopted.

Positioning your lab as an industry innovator can attract interest and curiosity.

17. Follow Up Strategically 👣 

Develop a follow-up plan to stay top-of-mind.

Send personalised emails or follow-up calls referencing the initial conversation.

"I wanted to follow up on our discussion last week. Have you had a chance to consider how our services could benefit your practice?"

18. Provide Post-Service Support 📲 

Assure dentists that your commitment extends beyond the sale.

Offer ongoing support, whether it's troubleshooting, additional training, or a dedicated account manager to address any concerns or questions that may arise after the initial transaction.

19. Leverage Technology 🧑‍💻 

Use Customer Relationship Management (CRM) tools to track interactions and personalise your approach.

A CRM system can help you remember important details about each dentist, allowing for more meaningful and personalised conversations.

20. Offer Value 🤝 

Provide valuable insights or resources during the call.

For instance, share industry trends, tips on optimising lab-dentist collaboration, or updates on new materials and techniques.

This positions your lab as a knowledgeable and supportive partner.

21. Stay Positive and Confident 💪 

Maintain a positive and confident tone throughout the call.

Smile while speaking, as it can be perceived in your voice.

Confidence instils trust and credibility, making dentists more receptive to your message.

22. Adapt to Different Personalities 🤹 

Be adaptable in your communication style.

Some dentists may prefer a straightforward approach, while others appreciate a more conversational tone.

Pay attention to cues during the conversation and adjust accordingly.

23. Seek Feedback ⁉️ 

Encourage dentists to share their thoughts and concerns.

After delivering a product or service, actively seek feedback to demonstrate your commitment to continuous improvement.

"We value your opinion. How can we better meet your specific needs in the future?"

24. Continuous Learning ♾️ 

Regularly assess and update your cold calling strategies based on results and feedback.

Attend industry conferences, webinars, or workshops to stay informed about the latest trends and innovations in dental practices.

25. Collaborative Workshops or Webinars 🚧 

Offer to conduct collaborative workshops or webinars with the dental practice.

This can be an opportunity to showcase your expertise, answer questions, and foster a collaborative relationship.

By incorporating these detailed strategies into your cold calling approach, you can enhance your effectiveness in reaching and engaging with dentists, ultimately fostering stronger relationships and increasing sales opportunities for your dental lab.

Extra Resources Roundup

• Is cold-calling dead ?(Quora)

• Dental Lab Market Trends (DLMT)

• Lab Software to manage and grow ( HERE )

• Write the perfect Cold-Calling script (SmallBussiness)

• Sales Call 5-Step Structuring (CloseCRM)

Thank you for staying connected with Dental Lab Tips.  We look forward to bringing you more exciting updates from the world of dental technology.