5 Tips for In-Person Sales Calls

With relationship building playing a more important role than ever in laboratory marketing, it’s no surprise that respondents to LMT’s 2015 Marketing Survey rated in-person office visits as the most widely used strategy. “Face-to-face meetings are always the most effective for us because they’re more personal; rather than promote our products, we’re able to show dentists how sincere we are about wanting to partner with them,” says Jayme Hong, CEO, IDOC Dental Lab, Inc., Orange, CA.

Here are five things to keep in mind when you’re hitting the road:

1. Proper preparation makes all of the difference. Gather information from the office staff or from other clients who may know the dentist you’re visiting. The more you know about him and his practice, the more comfortable the conversation will be. And although you don’t want to prepare a formal script, think about the message you want to deliver about...