How to Sell Without Ever Offering a Discount — Transcript

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1. 0:00So, we got
2. 0:01Red Lion Dental, David Black.
3. 0:05Hopefully, hopefully he picks up. We'll
4. 0:06find out.
5. 0:10Yeah, I'm calling people who have
6. 0:11donated. Yo, what's up, man?
7. 0:13>> Hey.
8. 0:14>> Let's talk about Red Lion Dental.
9. 0:16We got 5 minutes.
10. 0:18>> Okay.
11. 0:19Um so, top line revenue for last year
12. 0:21was 1.6 million.
13. 0:22>> I love this. So simple. Yes, keep going.
14. 0:25>> we are
15. 0:26um we are uh on track to do 2.1, 2.2
16. 0:30this year. The increase comes from we've
17. 0:32been revving up the Invisalign side of
18. 0:33our practice. 2 years ago, we were doing
19. 0:35eight cases a year. In the last 12
20. 0:37months, we've done 143.
21. 0:38>> Love it.
22. 0:39>> Wow.
23. 0:40Uh I have two
24. 0:42um questions for you. One's a little bit
25. 0:44more just straightforward tactical,
26. 0:46um which is uh I now need to hire a
27. 0:49full-time appointment setter. Do you
28. 0:51have any recommendations on compensation
29. 0:53strategy?
30. 0:54>> Dude, it's going to be such a
31. 0:55short-lived thing, man. Like, you're
32. 0:56going to do this for like 12 months and
33. 0:58then I mean, tops. Cuz SDR like uh AI AI
34. 1:02appointment setting, especially for
35. 1:03medical, for something that like is well
36. 1:05understood, is going to happen like it's
37. 1:06it's it's in swing right now.
38. 1:09>> Yeah, we're already using an AI for our
39. 1:11receptionists. So.
40. 1:12>> Yeah, so you need to get an SDR. Um so,
41. 1:15you're saying that you just want
42. 1:16recommendations for how to find an SDR?
43. 1:18>> Uh no, I I I have Well, I mean, if you
44. 1:21if you have any quick ones, that'd be
45. 1:23great. Um but uh
46. 1:25uh the the um
47. 1:28talking on the phone. Um sorry, my
48. 1:294-year-old.
49. 1:31>> Young, hungry, 20-year-olds tends to
50. 1:33work great.
51. 1:34>> Okay.
52. 1:35Um
53. 1:36the other question I had, so we've been
54. 1:38doing our price for Invisalign is 4,500.
55. 1:40We've been doing as a lead, which I want
56. 1:41to get rid of for as a as a offer, was
57. 1:44$500 off. I hate it. It's just after top
58. 1:46line, like you were saying a few minutes
59. 1:47ago.
60. 1:48So,
61. 1:49uh
62. 1:50I was trying to come up with a magnet.
63. 1:52The one I had come up with was
64. 1:54coming for your free Invisalign
65. 1:56consultation and we will make you custom
66. 1:58whitening trays at no charge. So, you
67. 2:00get that whether or not you move forward
68. 2:01with Invisalign. We just qualify them
69. 2:03>> You like that better than the $500
70. 2:05discount?
71. 2:07>> Yeah, because my cost to produce trays
72. 2:08is about 30 bucks.
73. 2:10>> But does the person who come in for a
74. 2:11free teeth whitening thing
75. 2:14do they want Invisalign?
76. 2:16>> So, that's the pre-qualifier.
77. 2:18>> Okay. Okay.
78. 2:20>> Right.
79. 2:21Um
80. 2:21>> And you're running that offer now?
81. 2:23>> Uh no. I was I was about to start that
82. 2:26and then I got access to your AI and
83. 2:29what it recommended was uh do a um
84. 2:34uh basically a uh $49 like get get pay
85. 2:38for a a discounted $49 for
86. 2:41whitening that would normally cost $400
87. 2:42>> Yeah.
88. 2:43>> when you come in for your Invisalign.
89. 2:44>> Yeah.
90. 2:45>> Okay. So, you have people who have skin
91. 2:46in the game.
92. 2:46>> Yeah.
93. 2:47>> Uh help cover up cover cover up front
94. 2:49costs and then we have a subscription
95. 2:50model to um keep people in maintenance
96. 2:53for whitening on the back end.
97. 2:55>> That's yeah.
98. 2:56>> Nice. Nice job, AI. Good job.
99. 2:58Um
100. 2:59Yeah, I'm I'm going to get I'm going to
101. 3:01get retired soon.
102. 3:03>> Do that.
103. 3:03>> No, that's it's that's it's um that's a
104. 3:05good that's a good suggestion. Um
105. 3:08So, I'll give you a little a little
106. 3:09detail. Maybe the AI didn't say this.
107. 3:12So, I still have value.
108. 3:13>> [laughter]
109. 3:14>> Um
110. 3:16Uh when you when you get the
111. 3:19you want to get the card over the phone
112. 3:20if you can um obviously to bill and then
113. 3:22that way you can also charge a no show
114. 3:24if if uh if they if they don't show up.
115. 3:25But if you're billing them up front over
116. 3:27the phone for the discount thing, um
117. 3:29that'll that'll
118. 3:30you know, dramatically decrease the show
119. 3:31rate. And then when they come in, I
120. 3:34would probably
121. 3:35position this I would use probably half
122. 3:37of a menu upsell in terms of the
123. 3:38mechanics.
124. 3:40So, obviously I like we own a teeth
125. 3:42whitening chain, so I'm super familiar
126. 3:43with like the whitening process and
127. 3:45sales process around this.
128. 3:46Um and like I the sales process that we
129. 3:48we designed uh more than doubled LTV.
130. 3:50Um and so, basically what we would want
131. 3:53to do Do you have any computer imaging
132. 3:54software?
133. 3:55>> Yes.
134. 3:56>> Okay. So, you do I'm guessing you show
135. 3:57them like this is what your smile could
136. 3:59look like.
137. 4:00>> Yeah, so we have an alternative so we
138. 4:01can do both here's here's what Justin
139. 4:03does on here's what Justin does on
140. 4:04veneers.
141. 4:05>> Okay, yeah. So, oh, do you do veneers,
142. 4:07too?
143. 4:08>> Yes.
144. 4:09>> You'll do I'm going to do this.
145. 4:10Print, dude. Yeah, yeah. Yeah, so yeah,
146. 4:13you know where the where I'm going to go
147. 4:14here. Take a picture of them, say what
148. 4:16you know, here's you when you're pretty,
149. 4:17here's where you now.
150. 4:19Uh you know, which of these three looks
151. 4:20would you prefer? All of them are buying
152. 4:23and you say great.
153. 4:25I recommend this.
154. 4:28Do you want to use the card you have on
155. 4:29file, which they gave you because you
156. 4:30already have it? So, it makes the whole
157. 4:32sales process super buttery.
158. 4:35>> Yeah.
159. 4:36>> I'm in.
160. 4:37>> Yeah.
161. 4:37>> Yeah.
162. 4:39Oh, well. I mean, AI AI kind of nailed
163. 4:41it.
164. 4:41Um
165. 4:42>> [laughter]
166. 4:43>> But yeah, that that that'll work real
167. 4:45good.
168. 4:46>> Perfect. Awesome. Okay.
169. 4:47>> Good job.
170. 4:48>> All right.
171. 4:49>> Good job. Now you're back.
172. 4:50Congratulations, man. And thank you so
173. 4:52much for donating books, dude. I
174. 4:53appreciate it.
175. 4:54>> Absolutely. Have a good one.
176. 4:55>> All right, you too.
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