How do I break through to a prospect (a physician) who has not responded to mail, has gatekeepers to block me, and works in a clinic environment (so I can’t plow into his office)? - C.J.
Actually, I heard about a salesperson who specializes in helping highly paid professionals invest in tax shelters and other financial instruments. His high-value, high priced opportunities are perfect for people with high net worth and personal income. He tried marketing to doctors but found his calls, letters, and invitations to seminars weren’t just rejected, they were flat-out ignored.
So, he scheduled himself for a physical at the largest medical center in his market. During the course of his very thorough examination, which required him to see several different specialists, he was able to book sales calls with every doctor he met that day.
Every time they asked, “so what do you do?”, he would explain briefly how he specialized in increasing the personal wealth of his physician clients. By sharing a compelling story, he got the doctors so interested that they were the ones asking for the appointment!
This strategy worked so well that he now schedules physicals in every hospital in his market. He also happily pays for them out of his own pocket without relying on health insurance because he is making so much in commissions every time he gets poked and prodded.
Well, how long has it been since you’ve had a complete physical? Or do you have a condition that you would like a second opinion on? Or a third, fourth, fifth, and sixth opinion as well?
If you can’t get in to see the doctor, maybe you just need to get the doctor to see you instead.
© 2009 YOU ROCK!™ Communications
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