Initial Decision-Maker Call Objections

Question 1

What do you do?

Answer 1

I help dental practices get more patients every month with digital marketing

Question 2

• If they try to jump to cost (How much is it?)

Answer 2

It depends on what your practice needs.

So why don’t we figure that out first before we talk about fees? Does that sound fair? (sure)

(Gatekeeper:)

1. So who would be involved in making that decision?
2. When is a good time to schedule a 5-minute phone call with whoever would be involved in making that decision? Later today or tomorrow?

• Doctor Analogy: I need to diagnose you before I can prescribe the right treatment.

Question 3

Not interested

Answer 3

[Acknowledge, ignore, quickly ask a question]:

Ok, no problem NAME.

So just to clarify, you’re not interested in getting more patients every month?

(ugh…well…) [if not interested then just hang up]

Ok, and if I can get your practice 15-30 new patient leads every month, is that something that you would be interested in? (I guess)

Ok, well are you open to getting on a call with me to learn how it works and see if it makes sense to partner together?

When do you have time? Later today or tomorrow?

Question 4

*They’re busy/don’t have time right now

Answer 4

I understand. I didn’t expect you to have the time right now. When can I get 3 minutes of your time? Later today or tomorrow?

The last thing I want to do is waste his/her time or yours. I just need 5 minutes of their time so I can get them more patients in the future.

Question 5

Send me some information/Email me something

Answer 5

Sure, I’d be happy to. What would you like me to send you?

(Answer)

And if I send that over, when’s a good time to schedule a call to go over it with you?

Question 6

Just tell me about it now (decision-maker)

Answer 6

I’d love to but unfortunately, I don’t have the time right now and I was only calling to schedule a better time for both of us.

How about tomorrow at X or the day after at Y? Do any of those times work for you?

When is a good time for you this week?

Question 7

Try me again on (X)day

Answer 7

Sure NAME, but just like you, I keep a tight schedule so let’s just nail down a time to make it easier on both of us.

How about tomorrow at X or the day after at Y? Do any of those times work for you?

Question 8

We don’t need digital/social media marketing

Answer 8

Ok, I hear you NAME. Can you tell me a little bit about why you think that?

(Their answer)

Do you think you might be leaving any money on the table or missing opportunities by not marketing on FB and IG?

(no/I dunno)

Ok, well if I could get you 15-30 new patient leads every month from FB and IG and I could show you for free, are you open to getting on a call with me to learn how it works and see if it makes sense to partner together?

(maybe…)

When do you have time to get on a 30-minute call with me this week to see if it makes sense for us to work together?

Would [Xday] at [Xtime] or [Yday] at [Ytime] work for you?

When is a good time for you this week?

Question 9

We tried social media marketing/FB ads and it didn’t work

Answer 9

Ok, I’m glad to hear that you at least tried, but did you have a strategy in place?

What was your strategy?
Who was in charge of your marketing?
We’re they experienced marketers who knew what they were doing?

Well, do you think it’s possible that social media marketing/FB ads might work with the right person and the right strategy?

Do you have time for a 30-minute call with me this week to see if it makes sense for us to work together?

Would [Xday] at [Xtime] or [Yday] at [Ytime] work for you?

When is a good time for you this week?

Question 10

We’ll get back to you/We’ll call you

Answer 10

Usually, when someone tells me that, I never hear from them again. Isn’t this the case here? (no)

Ok, when specifically will you call me?

Well, just to make sure I’m not busy when you call, can we nail down a specific time?

Question 11

We’re Already Working With XYZ Company

Answer 11

&laquo_space;Option 1&raquo_space;

That’s great! I’m glad you see the value in having a professional manage your marketing/etc.

But if I told you that I could get your practice more patients with FB/IG, would you be open to getting on a call with me to learn how that’s possible?

&laquo_space;Option 2&raquo_space;

What I’d like to offer is a free strategy call to determine if you’re leaving any money on the table and see if it’s possible to get your practice more patients each month, which I think is definitely possible.

If anything it’s an unbiased second pair of eyes on your business – which you can only benefit from, right?

Do you think you could benefit from a call like that?

Question 12

Call me next week/time/etc.

Answer 12

Absolutely NAME.

Just to make sure we connect at a time that works for both of us, what day and time work best for you?

(Give options and narrow down)

Ok great, I’ve got us down for a call Xday morning/afternoon at Xam/pm. Can I get your phone number, please?

And is there any reason you wouldn’t be able to make our call?

Ok NAME, can you do me a quick favour? Can you grab a pen and paper write down my name and phone number in case something comes up and we have to reschedule?

Ok great! So I’ll speak to you on (DAY/TIME) and I look forward to chatting with you. Talk to you soon. Bye.