How To Cold Call To Set Meetings With Implant Dentist - Watch how I do it!

Alright, so in this video I'm going to show you how I cold call. As I go through this, I'm going to show you kind of what's going on, how I think about things, my perspective, my approach, how I kind of flow through the conversation, my call to action, all of these beautiful things. I'm going to show you how I do it. This shouldn't be something that should make you feel super stressed. If you do this right, you should feel like you're having a regular conversation with somebody, and then, you know, you're just basically asking them if you can help. And if you can, let's— let me send you some information, or let's book a demo, right? So I'm gonna go ahead and I'm gonna go ahead and attack. This is my second time recording this, so mind you, the first one I did was really, really good. I'm gonna do this again. Hopefully, you know, the turnout is just as good. I mean, usually it is. I don't do many, many calls to get a great result, so I'm going to just run through, I'm going to start today in Miami this time. As you can see, I'm on Google, I just typed in implant dentist Miami, and what I usually do is I go to view all. And I just basically just come in here and look at these, just kind of scope these out. And what I like to do usually when I'm cold calling is, you see like this one right here, the Gallardo at 498, like they've got way too many reviews usually. The amount of reviews is equivalent to their ego, right? So if they have 498 reviews, they have 498 ego problems, right? Because they think that they're the hotshot, they're the hot shit, right? Which usually they're not. But because of that, you know how the world revolves around today, it's just usually what they think. So I'll start, I'm trying to figure out who I called the other day. I don't have my notepad, but hopefully— I already called this guy. Actually, you know what, let me switch over to somewhere else because I already called Miami when I did the other recording. I'm gonna go to Doral. I'm going to these locations because I know these locations is where I moved from. I live in Colorado now. I've called a lot of Colorado and I have appointments with Colorado, so I'm just switching it up. All right, so we have Doral Sedation and Family Dentistry. Let me see, these don't really say they have— let me see if these have implants. Usually it would say it. Let me just see. Surgical Invisalign, dental implants. Okay, all right, so I'm gonna go ahead and give these guys a call. Oops.

All right.

So ladies and gentlemen, all you have to do is use a cell phone to do this. You don't have to have any fancy tools. Click on the listing like this, and then you click the dial pad, and you start dialing. It's just that easy. Okay, so here's the first one. This is Doral Sedation and Family Dentistry. Here we go.

This call may be recorded.

See how many calls I have to do before I can get a demo or an appointment or someone interested.

Cable Station Dentistry, this is Ashley. How may I help you?

Hello, Ashley. Can I speak with your new patient coordinator, please?

May I ask who's calling?

Yeah, my name is Angel Pichardo. Sorry about that.

And this is in regards to?

Uh, yes, so I'm actually, um, are you the new patient coordinator?

If you're calling to schedule an appointment as a new patient, I can go ahead and help you.

For sure, but usually— so I'm not a patient. I usually like talking to the new patient coordinator because she's the one who can usually help me with this request. But basically what it is, I'll let you know and then you can guide me whichever direction you think is best. But I'm calling because we specialize in working with practices similar to yours and we specialize in dental implant patients, and we were wondering if you guys were accepting new patients. If you are, who would be the best person to speak to about bringing you guys more new implant patients.

Give me one second to transfer your call.

No problem. So, I mean, you saw how I rerouted that. Their phone system sucks though.

Okay, so she's currently in a meeting, but I can give you the email for the office and you can email any information over to them and then they'll get back to you.

Yeah, for sure, no problem. What's the person that I'd be directing the email to?

Jenny.

Jenny, okay, and she's the— what is her role at the practice?

She's the treatment coordinator and patient coordinator.

Alrighty. And yeah, whenever you're ready, can you just give me that email, the best email for you guys?

Yeah, it's going to be Gables with an S at the end. Okay. Sedation@gmail.com.

@gmail.com. So Gables, G-A-B-L-E-S, Sedation, S-E-D-A-T-I-O-N, @gmail.

Perfect.

Beautiful, and your name?

Ashley.

Awesome, Ashley. Well, what I'm going to do, Ashley, is I'm going to send over an email. And then when do you think, when is she like less busy so I can just kind of follow up to see if she got the email and all that stuff?

I mean, she's pretty busy all day, but—

Do you find that she's less busier like after lunch, like around 1:30, or like before she leaves, like around 4:30? What do you think?

It really depends on the day, like how our schedule is. She'll get back to you soon.

Okay.

She leaves early today, so maybe on Monday.

Okay, no problem. I'll go ahead, just leave a note there that I'm going to leave an email for her, Ashley, and then I'll actually put you in the email as well, just so that you know who I am and that we spoke and all that cool stuff, and then we'll go from there. How about that?

Okay, sounds good.

Thank you.

Awesome. Appreciate your time. Bye-bye.

You're welcome.

All right, so you know, the outcomes here can be One of three things. So the first outcome is, no, I'm not interested, hang up, don't call me again. Obviously that's the one outcome that we all hate, but that's the one that's bound to happen when you're cold calling. The second outcome is the one you just heard. She's busy, send me some information via email, she'll follow up if she's interested. Believe it or not, this has been the one, like, I mean, so this method right here, like the send me information method, has been 100% conversion rate so far. So the email I send, uh, you know, encompasses everything that we do and how we do it and what makes us different and all that cool stuff. And then at the end it says, if you like what you see and you like what you hear, you know, let me know and we'll coordinate a time to talk. So you guys have that email, I sent that over to you guys. And then basically you send that email, they will reply back with a good time. As she saw and she said, you know, potentially Monday. So I'll send the email today here in a bit. And then potentially might have a demo scheduled for Monday where we'll go through that whole presentation. So I think that was a pretty good call. As you saw how I started, she was a little like, who the heck are you? I forgot to mention my name. I mean, it was my first call. But as you saw, it really doesn't matter. As long as you know how to like maneuver the conversation, doesn't really matter what you don't do as long as you know what you need to do to fix it, right? So that's, I would say that's a good call. I would say, you know, there's a potential there. I mean, she wouldn't have gone through that process if she knew that they didn't need any new implant patients, right? So I'm gonna continue here. I'm gonna make a few more calls just so you can get some examples of different scenarios. And then if you have any questions, just let me know. So here we go. I'm gonna call Dr. Teresa. So 305-444-7777. 5, 2, 9, 9. I'm gonna soften it up a bit this time. Watch. And this is something you could do too. You just add your own flavor to it. Doesn't have to be perfect. I give you a framework.

Hello and thank you for calling the Rockport Dental Center of Dr. Teresa Bello Burgos. Our staff is currently attending to other patients or the office is currently closed. As a reminder, our office hours are Monday through Friday, 9 AM to 6 PM, and Saturdays from 8 AM to 12 PM. At the tone, please leave a detailed message with your name and number and we will contact you as soon as possible. Have a blessed day.

Please leave a message after the tone.

I'm gonna leave a message. Hello, good morning. My name is Angel. I'm actually calling to speak to your new patient coordinator as I am looking to work with an implant dental practice like yours to generate specifically implant patients. We work with practices very similar to yours and getting fantastic results, and we would love to know if you guys are accepting new implant patients. And if you are, we'd love to have a conversation with the right person in your practice to talk about our system and show you a demo. That way you can see if it's a good fit or not, and then we can go from there. So my name is Angel Pichardo. My phone number is 954-990-3516. Once again, the number is 954-990-3516. I would love to hear back from you, and hope you guys have a great rest of your day. Bye-bye. So that's a message, a great message that you can leave. I don't have that template, I just made that up, but you get the idea. Obviously, I'm Once again, repeating who I am, why I'm calling, why they should respond to me, how they get back in contact with me, and that's basically it. So just gonna keep moving on to this one here, iSmile. Let's do this one more. Let's do this here. 305-620-8272, here we go. I really hope this is recording, honestly. I really do. Hello, my name is Angel Pichardo. Who do I have the pleasure of speaking with this morning?

Okay, my name is Cindy.

Oh, nice to meet you, Cindy. So I was just giving you a call, Cindy, because I was wondering if you could transfer me over to your new patient coordinator.

For what? I'm sorry.

So yeah, I was just calling because Cindy, I was wondering if you can transfer me over to your new patient coordinator, basically the the person in your practice that handles new patients? Is that your— is that yourself, or is that someone else?

No, who's calling?

Where?

From where?

My name is Angel, and we specialize in working with practices like yours by helping them generate specifically implant patients. So we're calling to see if you guys are accepting implant patients, and if you are, I would love to talk to the right person to see if we can schedule a demo to show you what we do and how we do it.

Okay, the person in charge is not here today.

Oh, is it that? Is that the doctor or is that a marketing manager? Who is that?

No, just the manager.

The manager, okay. What was his name?

Andy.

Andy?

Awesome, man. And Cindy, when do you think I should just give him a call back? You think that would be better or should I send him an email? What do you think is best?

Send an email, please. I can take your number.

How about we do both? Would that be cool? That'd be cool enough. Well, I'll send an email and I'll give you my contact information just so you have both. Beautiful. So what's the— what's Andy's email?

No, the email is for the company, ismilemiami@gmail.com.

Oh, gotcha, makes sense. And then I'll just, in response to Andy, I'll put them in there referring to Andy, correct?

That's a good— just a general information for the office.

Okay, and the email you said was ismiledoral?

Yes, correct.

@gmail. Beautiful. And your name, Cindy, I'm going to put you in the email as well just so that you know I spoke to you. And then can you just write down my contact information to give it to Andy?

Yes, it's 954-990- —3516.

Correct, and my name is Angel Pichardo. Yeah.

Perfect, I got it.

Thank you very much. Beautiful. I appreciate you, Cindy. Thank you so much.

Have a great rest of your day. You're welcome.

Alrighty, bye-bye. So, you know, we're calling doctors. Obviously they are busy, and that's why we asked for the new patient coordinator, not the doctor, right? So always, always, always, you got to think about it like this. The new patient coordinator, whoever's in the front desk, is the doctor's biggest influence. So When we're calling them, we want to pretend as if they're their best friend. So we don't want to bash them, we don't want to disregard them, we don't want to avoid them. We want to basically explain why we're calling and why we're asking for the new patient coordinator if they're giving us some resistance, so that way they understand. So, you know, usually they'll either tell you right there and then, you know, oh, we're not interested, we're at capacity, or we're booked out until this month, or whatever it is. Those are good problems to have. Obviously we can't help. So the idea here though that we're calling those at We know serve implant patients and then we're literally just calling to see if we can help and if we can't then we'll just move on to the next one, to their competitor. So that's 2 calls. If you were to ask anyone else listening to these calls, they would tell you that those are pretty good calls. Because they both didn't hang up on me, they both actually gave me the person in charge's, at least right now the person in charge's information and their email. So, you know, this is really the approach. This is what I do, and I do this, you know, for really— for this is what I've been doing, and it's been working really, really well. So I've scheduled multiple demos already. I've gotten multiple conversations going with doctors, and it's going really, really great. So I wanted to share the strategy that's been working with me. The reason I love this so much is because it's much more effective than like cold call, cold emails, and like messaging and things like that, because it's straight away. If you sit here and do this for 2-3 hours, you're gonna get a ton of appointments, a ton of scheduled calls, and you're gonna have to send a ton of emails, which is a good problem to have. So, um, you know, even if you allocate an hour a day to do this, you should be able to generate at least 2-3 appointments, um, in any given time. So I've already shared the script with you guys. As you saw, here's— this is my flow. Um, yeah, I didn't get hung up on, uh, but I wanted to put this out there because I had already recorded this already, but I just wanted to put this so you could see my flow, how I do it, and just how relaxed I do things so that it's really not that difficult. People get stressed out and get all tense because they don't have that skill set to talk to humans and to talk to people, unfortunately. So we live in an era where people are just stuck behind their phones and they forgot to talk to humans because that's how as cavemen we used to communicate, right? Not cell phones. So people forgot how to do that nowadays. Now they sound really awkward on the phone, they stutter, they don't sound confident, and they just sound like a bunch of ding-dongs, honestly. So hopefully this helps. I'm gonna send this your way right now. And let me know if you need any other help. I can record another video, whatever needs to happen. But yeah, if you share this with any of your guys doing calls, or if you're doing this yourself, this is the exact strategy I've been doing. You just keep doing this over and over again, and you will get appointments. You obviously follow up with the email, So like I said, that third outcome might be, yeah, let's schedule a demo, right? That might happen. That happened the last time I did this recording. Yeah, that sounds great, let's schedule for Monday. Bam, scheduled her right there on my calendar, confirmed her information and said, hey, I'm gonna be screen sharing, you know, this is gonna be at this time. I'm gonna go ahead and show you everything, our 12-point implant on-demand system, and at that point you'll be able to answer any questions. And if it makes sense and you like everything you see, you can decide whether you wanna move forward with it or not at that point. That's basically it. So that's outcome number 3. So outcome number 2, send me more info. No problem, go ahead and send your info. What's the owner's name? What's the email? Who do I refer to? What is your name, right? So as much gathering as much data as possible very fast, right? These conversations, as you saw, didn't last more than 3 minutes each. So gathering as much information so then you can put that all in the email, right? Including who you spoke to at the front desk, who you're referring to and you need to speak to, and then the information, and then the call to action. And then they usually reply via email. You set an appointment and you go through the demo that way. Outcome number 3, they're interested, they don't need more information, they get the idea over the phone call, they understand what's going on. They're like, yeah, that sounds great, let's look into it, let's— I would love to check it out so I can share with, you know, the doctors or whoever it is. And then you just schedule the appointment right there and then. And then you say, okay, great, I'm gonna send you a reminder, uh, you know, because usually you schedule it in Calendly. And then with reminders, you know, you have your email and phone number. You're going to have that information, you're going to confirm that information, and then you're going to book the appointment so that they get notifications. So, um, you can have your calendar pulled up to the side screen if you want where it's readily available. And then, you know, obviously, uh, you know, you're gonna just gather the information that you need to input that in there and then schedule the appointment. And you can even confirm the appointment and see that she received the notification of the appointment over that phone call. So you can say, hey, just scheduled the appointment, can you check your email to make sure you got it? Make sure you got the confirmation. Yeah, perfect, great, awesome. Well, uh, it's been a pleasure speaking to you. Thank you for taking the time to call, uh, to take, uh, thank you for taking the time to take my call today, and we look forward to speaking to you on Monday at X time. So that's basically it. Hopefully that helps, and let me know if you have any questions.