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Sales Etiquette / Best practices

Discussion in 'General Issues and Discussion Forum' started by Ed_Norris, Feb 2, 2015.

  1. Ed_Norris

    Ed_Norris Member

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    A salesman walks into your clinic. You have only the things to your within your arm's reach; How do you defend yourself?

    ... And also

    I'm going to be doing some market research, and am looking for a non-intrusive way of introducing myself to potential clientele.

    If you had your choice, which way would you prefer to be contacted? What times are generally best for contact?

    ....And also

    When was the last time that a sales person sold your clinic something that you were genuinely satisfied with, and how did they contact you?


    I guess these are three threads rolled up into one, but the main purpose is to determine podiatrists opinions regarding salespeople, and best sales practices.

    Thanks and kind regards,

  2. W J Liggins

    W J Liggins Well-Known Member

    i) Not sure I fully understand the question as it is written. However, the answer is always. 'Kindly make an appointment to see my business manager/receptionist/secretary'
    ii) 'Please leave your card and a written note of your interest and I will have my staff contact you if it is of interest to me'
    iii) 'My business dealings are of a confidential nature'

    In other words, the best sales tactic when dealing with professionals is to offer high quality goods which are cost effective and to do this at arms length. Allow the customer to come to you, which they will if the product is as above.

    Bill Liggins
  3. Catfoot

    Catfoot Well-Known Member

    I have a sign up in my clinic that says, " We always shoot every third sales rep, oh, BTW the second one has just left...":D
  4. Lab Guy

    Lab Guy Well-Known Member

    In the USA, we have a lot of Podiatry conferences and we exhibit at them to expose our company and gain potential leads. For us, exhibiting has paid great dividends.

    If you can lecture at your conferences that is a huge plus as that will enhance the credibility of you as well as your company.

    If you visit offices, make an appointment first as time is money. Make an appointment at noon and bring in lunch for the doctor and staff. Offices rarely refuse a free lunch. Never visit an office without bringing free food for the staff.

    Do not give away a free pair of orthotics so they may try it. Instead, offer a 20% discount on their first six pairs. This way they are evaluating you on six pairs versus just one pair and it will eliminate people that just want a free pair.

    After you acquire a customer, reach out and call them every quarter. Leaving a message is fine, its all about showing your customers you care as building strong relationships is important for retention. Emailing a monthly newsletter is also good.

    Those are some of my suggestions. Good luck.

  5. Ed_Norris

    Ed_Norris Member

    Thanks everyone for taking the time to write out your helpful responses,

    Bill, You answered my question spot on.

    I particularly like lab guy's tactical suggestion re the 6 pairs of orthotics vs 1 pair. That seems like a better way to build trust.


    Catfoot, your feedback valuable as well; now I know to avoid selling my orthotics to English clinics by the sea.. :)

    Thanks agian

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