Cold Calling - Physicians and Dentists

[Crabcake Johnny]

I can speak from extensive cold calling experience regarding the medical profession. The short version was I began to scrub my calling list to delete all medical professionals from doctors to dentists.

In-person cold-calling...maybe. On the phone? Zero chance.

 

[GreenSky]

I can speak from extensive cold calling experience regarding the medical profession. The short version was I began to scrub my calling list to delete all medical professionals from doctors to dentists.

In-person cold-calling...maybe. On the phone? Zero chance.

Don't know if this would work, but perhaps "fringe" medical professions would work.

Chiropractors, Physical Therapists, etc?

Rick

 

[Crabcake Johnny]

....deleted every medial profession. Almost 100% gatekeepers and almost 100% would never pass me through.

When cold calling, I have almost unlimited data. In MD about 50,000 records. So why spend my time on an industry with a 1% rate of putting me in touch of the decision maker. Doesn't make sense.

I learned to tweak my calling lists to only call businesses that were not likely to have a gatekeeper.

 

[KJ in Miami]

So true! I too will go after the lower hangin' fruit.

....deleted every medial profession. Almost 100% gatekeeper and almost 100% would never pass me through.

When cold calling, I have almost unlimited data. In MD about 50,000 records. So why spend my time on an industry with a 1% rate of putting me in touch of the decision maker. Doesn't make sense.

I learned to tweak my calling lists to only call businesses that were not likely to have a gatekeeper.

 

[Crabcake Johnny]

It's a key reason for telemarketing failure not only for the agent, but for telemarketers you hire.

When I was done scrubbing my list I killed off about a third of the data. That's significant. It means for ever hour of telemarketing I saved 20 minutes.

 

[Newandconfused]

I know this is an old thread, but I spent many years in medical sales. Can offer a lot of suggestions for breaking into the physician office if anyone is interested.

Now, this commercial P&C stuff is where I need HELP!

 

[sdmillar]

I know this is an old thread, but I spent many years in medical sales. Can offer a lot of suggestions for breaking into the physician office if anyone is interested.

Now, this commercial P&C stuff is where I need HELP!

Would love to hear your ideas...do share

 

[NCAgent]

Yes I am interested as well. We can help with the commercial P&C no problem...

Start a new thread asking for commercial help with your questions but put information here as well about the medical professionals.

 

[Newandconfused]

Well, it really depends on what type of insurance you are selling. If it's life insurance, you might be better off trying to work through the office administrator through another product offering that you would benefit the office (perhaps group health, even if it's a small account.) Your odds of getting a doc on the phone are zero. When they are in the office they are either in clinic or surgery, and if they stop to take a phone call it's usually from another doctor or their stockbroker.

The office administrator is different, their job responsibilities are not tied to patient care. They wear a lot of hats and most of them are related to the profitability of the practice. Make whatever you are selling appeal to the bottom line and promise to keep it short and sweet. They are the front line reviewer of products/service that effect the business side of the practice and they are the key to getting you in front of the doctor so he/she can sign off.

Doctors do care about professional liability insurance, as this is the insurance that responds should they get sued. My recommendation would be to find a good medmal specialist if you want to sell to doctors, make them your best friend, and see if they will send you referrals for whatever it is you sell. Most of the medmal guys in my office are wary of putting their deals in jeopardy so they don't do many referrals. You may have to put some skin in the game first.

I know this was basic stuff. If you have any specific questions, let me know.
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One other thing as a re-reading this thread that stood out - it seems as if many were focusing on getting to the doctor right away. We have a couple guys in our office that sell exclusively to medical practices and while eventually their relationship ends up with the doctor it rarely begins there.

Every relationship with a medical practice began with the office administrator.

Refocus and make them your "target" and maybe you'll start to see more success.

 

[NewLifeCov]

Thanks & yes I would be interested in hearing about your experience. I am interested in selling DI/Life to doctors. Tx