When it comes to telemarketing for dental laboratories, the gatekeeper (i.e., the person who answers the phone) can be a key obstacle to reaching the decision maker (e.g., the dentist, dental office manager, etc.) and ultimately generating leads. Therefore, it is important to have a strategy in place for asking qualifying questions to the gatekeeper to determine whether or not they are the appropriate person to speak with or if they can provide valuable information to help you in your lead generation efforts.
Here are some tips for asking qualifying questions to the gatekeeper:
Be polite and professional: The gatekeeper is a person too, and treating them with respect can go a long way in establishing a positive relationship. Identify yourself and your purpose: Let the gatekeeper know who you are and why you are calling. Be clear and concise in your explanation.
Ask open-ended questions: Avoid yes or no questions that can be answered quickly and instead ask open-ended questions that require more detailed responses. For example, instead of asking "Is the dentist available?" you could ask "When would be a good time to speak with the dentist?"
Ask qualifying questions: Ask questions that can help you determine whether or not the gatekeeper is the appropriate person to speak with, such as "Can you tell me who is in charge of the dental laboratory's purchasing decisions?" or "Can you provide me with the name and contact information for the office manager?"
Listen carefully: Pay attention to the gatekeeper's responses and take notes if necessary. This can help you to better understand the dental laboratory's structure and decision-making process.
Overall, asking qualifying questions to the gatekeeper is an important part of telemarketing for dental laboratories. By establishing a positive relationship and gathering valuable information, you can increase your chances of reaching the decision maker and generating leads for your business.