My 5 Tips To Make 50 Cold Calls in 2 hours

I'm currently training a new sales rep to call clinics and book meetings for me to attend, and the one thing I have dialed in is SPEED.   I can call 20+ clinics in 40 minutes, and each one also gets an email.  With this type of volume, I can reach out to a large pool of clinics to go get some new clients. You can book a call if you're a clinic and are ready to grow your revenue here

Tip 1)  Get OFF of Google Sheets and use a Proper CRM

Here's a whole blog post I wrote about Pipedrive  I was at a clinic in Jumeirah Beach Residence with a stunning view, great furniture and an excellent interior.  However, when we went on their computer to see how they tracked leads, I was surprised to see that they were just using a massive google sheet.   They were using colors (green, red and yellow) to make notes on each lead. Each lead got a few points of contact, and then they stopped.   I remember the days with LIFT Enrichment when I used a google sheet.  It worked but required a lot of scrolling.   My life got so, so much better when I switched to a proper CRM. I now use Pipedrive.com, which costs about $40 per user, per month and I like it because it allows me to EASILY track each lead.  (check out that blog post for details) I can pull reports that show how many calls were made, per week and per month (for each sales rep). I can see the value of clients I've signed, or have yet to close.   I can see EVERY point of contact that was made (phone calls, emails and more) with clear notes on what happened. It just makes everything smoother and faster.   Now, when I make a sales call I can log the call, set the next activity and move on to the next lead quickly.  

Tip 2)  Send An Automated Email With Each Call

Typing emails is silly these days. With Pipedrive, I can send an email with a few clicks. In fact, here's the current one I've been testing out to clinics in Dubai.   The program auto populates the (person) and (clinic name) Subject:  (Clinic Name), How we help Dubai clinics with sales and marketing Hi (person), This is Eric Horwitz from Clinic Assist, which provides sales and marketing solutions for clinics.  I called you earlier today to set up a quick 15-minute meeting where I can show you techniques on how to grow your clinic's revenue. One of my clients had an increase of AED 40,000 in scheduled treatments in the first 30 days of working together.   Click here to schedule a 15-minute zoom call where we can show you how to increase your salesIn the meantime, feel free to read 50 blog posts with sales and marketing techniques at www.clinicassist.ae Best, Eric Horwitz —- When I have my team call a clinic's patient to help them book treatments the email looked like this: Subject: (Patient Name), Following-up on your treatment from (Clinic Name) Hi (Patient name), This is (my name) from (name of clinic) follow-up on behalf of (their doctor).   I was reaching out to see if you'd like to move forward with the treatment. Please call me back at (phone number) or reply here if there's a better time to follow-up Best, (your name) (Clinic details) This email is clean, simple and to the point.   The majority of patients loved the customer support and appreciated the followup.

Tip 3)  Have a simple and efficient opening line

When I call a clinic, I don't have to think about what I'll say. I also don't waste time with "how are you?"  (because they don't care!) Usually it's "Hi, this is Eric from Clinic Assist and we provide sales and marketing solutions for clinics.  Could I send an email to your clinic manager to introduce myself please?" 80% of the time I get a yes, with the email, the full name and sometimes a mobile number.  Occasionally they'll pass me to the clinic manager. My "Patient Specialists" have a different opener which is customized to each client, but will go something like this: "Hi, this is Eric from Dr Greg Aesthetic Clinic and I'm calling because Dr. Greg asked me to follow-up with you regarding your treatment.  Did you want to move forward?" The key is not so much WHAT you say but HOW you say it.

Tip 4)  Remember to smile

After 1 hour of calling, I sometimes forget to smile. But people hear the smile on the phone! No matter what my opening line is, the key is to be professional, confident, clear and upbeat.   So I force myself to smile, and then I come across more friendly on the phone. It also helps develop more comfort and rapport as you get past the gatekeeper.

Tip 5)  Use A Timer

I have a timer on my desk that I will set for 30 minutes, or 1 hour and I'll play a game to see how many calls I can make in that period of time. For some reason, it gamifies the task AND keeps me focused.   I don't go on my phone, except to make calls, and I avoid all distracting apps. We recommend your sales people also use timers.   If you have an 8-hour shift to do cold calls, it's better to sprint and do 1 hour of sales, then take a break for 10 minutes, then do another hour.  No one can call for 3 hours straight and still maintain a high level of energy and enthusiasm on each call. Sales is about momentum, and you gotta keep yourself upbeat. Also, I reward myself when the timer is done, and congratulate myself for doing one of the hardest and most important tasks in a business:  making sales! If you'd like help to grow your clinic, increase sales and get more treatments scheduled.  Click this link to book a quick 15-minute zoom consultation