THE INTRO CALL - 4 PHASES

1. GET THEM TO COMMIT TO A CONVERSATION (BAIT)

● Open the conversation

● Get them to say “yes” to “is this a good time to chat?”

IF SOMEONE BOOKED ON PAID ADS

“Hey Daniel?”

“Hey Daniel this is Joel with Atlas Digital, how was your weekend?”

“I know we’re set for a chat right now, are we still good for about 10-15 mins here?”

COLD EMAIL REPLY / INSTAGRAM DM REPLY

“Hey Daniel?”

“Hey Daniel this is Joel with Agency Lab, I just saw that you replied to the Instagram DM about
new patients. How are you?”

“For context and clarity, my name is Joel with Agency Lab. What we do is we work with dentists
helping them either with consistency or helping them scale their practice. Is now a good time for
a 10-15 min chat?”

2. GET THEM TO OPEN UP AND ADMIT THEY HAVE A PROBLEM (REEL

THEM IN… SLOWLY)

● 30K foot overview

● What have they tried
● What their numbers are
● Which services / Where do they get the most of sales from
● What’s worked, what hasn’t
● GO DEEPER AND DEEPER AND DEEPER
● AND THROUGHOUT, BY GOING DEEPER, THEY WILL SEE THE PROBLEM

“So these calls are typically short what I find that works best if you’re okay with it is if you can
provide me some clarity and context on your business. Where you're at what you’re looking to
get to what you’re looking for that’d be great and if I believe that I can help you I’ll walk you
through everything we do and answer any questions. Sound fair?”

Dental implants main thing

Doing alot of marketing in general
A lot of promises
Associate dentist
Wasted a couple of thousands of dollars on platforms and agencies
Have gotten the same run around
I get leads but none of them show up
We don’t have a lot of automations
Fb ads don’t work that well
Marketing guys just don’t do a good job with targeting
We get people interested but we don’t push them to the final edge
Radio -> working well
Nephew -> Boosting
Not a strong website
Referrals / Friends / Family / Reputation
Luxury practice -> corporate clients in community -> affluent
60 to 70 leads every single lead and didn’t show up

(If there’s a pause and it’s awkward… say this 👇)

“Just give me the 30K foot overview. Just share with me and get me up to speed and we’ll go
from there.”

“What are you utilizing in your practice to get in front of potential patients? Are you doing ads,
SEO, mainly referrals? Walk me through everything”

“What’s worked really well for you guys? And what hasn’t?”

“What % of your patients are coming through SEO, what % are coming through referrals? And
ads?”

“And where are you getting the most amount of production? Dental implants? Invisalign?
Veneers?”

“Okay and what was your chair time like last month? I’m trying to gauge where you guys are at
patient volume wise”

“If you had to focus on one of the services to take to the moon, which one would it be?”

“Have you ever done TikTok Ads?” (insert your deliverable -> ex: SEO, TikTok Ads)

GO DEEPER
“And you mentioned you worked with an agency before and it totally failed… if you were to put
your finger on 2 things as to why it failed, what would those 2 things be?”

“What was the offer like?” “Did they give you a CRM?”

“Out of all the leads they sent you… how many turned into actual patients?”

“So how do you know if it actually got an ROI?”

“Oh wow, they just sent you a spreadsheet?” “Okay interesting…”

“So walk me through the process… when you were working through the agency and imagine I
came in as a lead… how did that process work?”

“Okay so nobody’s calling?” “Why not?”

“And why do you think the front desk was checked out?”

IF THEY SAY YES…

“How’s it performing?”

GOOD → “Why not do more of it?”

BAD -> “If you were to wave a magic wand to improve upon it, what would it look like?”

Lead quality sucks…

“What offer are you guys running on the ad?”

“Well once the leads come in, are you guys calling them?”

“Oh you’re just sending them to a website… so how do you know who is converting?”

“Oh dang so you don’t know how many patients it actually brought you… you guys don’t have a
CRM to track all this?”

As I’m asking questions and going deeper, I’m trying to get them to see “AH… that’s the
problem!”

PHASE 3 - GET THEM TO BUY INTO YOU AS THE SOLUTION TO THEIR

PROBLEMS

● Summary of everything (high level so they know we are empathizing with them)
 ● Drop our offer/pitch (align it with their pain points)
○ 3 Reasons Why Your Solution Is The Best
○ Throw A Rock At Their Biggest Problem And Why Your Solution Will Fix It
○ 3 Phases Of How It All Works

(REPEAT EVERYTHING BACK TO THEM FROM A HIGH LEVEL)

“Daniel I think I got enough here. Just to summarize… It sounds to me that:

You guys are running ads but we gotta dial some things in
You’ve been running the practice for about 10 years but want to ramp up
You love SEO and want to focus mainly there”

And is there anything else I’m missing or anything else you’d like to share? And I do appreciate
you sharing everything with me.”

“From the sounds of it we def can help you. What I’m going to do is walk you through
everything. Feel free to interrupt me at any time. I want to make sure I can answer every
question.”

(GIVE THEM 3 REASONS WHY YOUR OFFER IS AMAZING AND CUSTOMIZE IT TO THEIR
ANSWERS)

“So everything we do is exclusive to you and customized. It starts with a social media platform.
We mainly focus on TikTok ads. I just want to be clear, you don’t even need the app. Now let
me walk you through the main 3 reasons why TikTok:

#1 It was the most visited domain in 2021. There’s more traffic on TikTok than Google… so if
you are saying your client isn’t on TikTok then you’re also saying your client isn’t on Google

#2 What makes a social media platform viable is access to the platform. Meaning, we can target
income on TikTok on Facebook you cannot. We can literally target recently married and go
deeper on demographics. No one under the age of 26 will see your ad.

#3 There was a report that just came out recently that 1 out of 4 millennials are using TikTok as
a search engine (not even Google). Does that make sense?

Remember how you mentioned on FB that the leads were shit? FB is the VHS of lead
generation. TikTok is Amazon Prime streaming with some Chat GPT. So all the great things that
made FB a great lead gen platform they’ve pulled away from.

(HOW IT WORKS - 3 PHASES)

The way that it looks is we create your campaigns and video ads, our media buyer and our team
takes care of all that stuff. Now I want to be clear, this isn’t stuff that worked well and we’re
putting in a new box. It isn’t something that worked two years ago and we’re just putting a fresh
face to it.

What we’re trying to accomplish with our system is build trust and get intent. There’s no
branding in the video or mentioning anything else. We’re speaking directly to that person. IT’s
more of a compassionate and empathetic message.

Does that make sense?

So we’re trying to build some trust and get some interest. Once we have that we’re gathering
data. What credit score they have, how serious they are about dental implants, what other
solutions they’ve considered, how much money they are looking to invest, what time frame, etc.
We’ll also get their personal data like the phone number and email.

Any questions about that part?

This covers the first 1/3, marketing and gathering data. The second third is we have to leverage
that data into conversations and this is how it looks. Remember how you said you didn’t have a
CRM? All of that data will be perfectly placed into an CRM that we set up for you. You’ll also
have a mobile application that you can take with you that you can take outside the practice.

Any questions about that?”

Which leaves us with the final part… The booking of the appointment and the sale. This is
where you and your practice are the stars of the show. The customization is more so if you want
us to T it off for you or if you want my team to get it on the green so you can just put it in.

I know it’s a lot but I need questions…”

PHASE 4 - THUS THE DEMO IS BORN

“Daniel out of curiosity does this check off some of the boxes? Do you see how working with
someone like us would bring dental implant patients that actually show up and pay into your
practice?”

“So Daniel, I’m a visual person. The next step would be just to have a demo scheduled we will
visually walk you through the system and everything included because you’re probably thinking
what do some of the ads look like. No problem we’ll walk you through all that…

… but you let me know where you’d like to go from here.”

“Are you in front of a computer and have an additional 20 minutes we can cover that right now?”

NO -> “Well how does this afternoon look?”

YES -> Take them RIGHT THEN AND THERE.

“Okay so I’ve got you in for this afternoon at 3pm EST. You’ll get a confirmation email and text.
The zoom link will be included. If you could just make sure you’re in front of a computer to not
cause you any eye strain because we’re going to share our screen.

I did have a question though…is there anybody else that you look to for a second opinion? Any
partners? Anybody else that you run this past?”

NO -> “Who did you think of when I mentioned that?”

“What is her name and is she available at that time?”

YES -> “What is their name and is it possible they can attend?”

“Great sometimes it ends up in your spam folder so just be sure to check that. And last thing,
your practice before the call… meaning if you have a patient that needs to be attended to or
something comes up… all that we ask is that you text us back at this number and let us know.
We can always reschedule. Look forward to chatting with you at 3pm EST.”

OBJECTIONS

(can we talk later?)

“Just really quick I have 2-3 questions. You guys are mainly focused on dental implants right?”

(then continue into discovery and hopefully they open up)

(if they still say they are busy)

“I can def call you back in 10-15 mins. But I just want to make sure you guys actually want to
scale and add new patients. You’re not just telling me 10-15 mins to get off the phone. It’s worth
a conversation right?”

(if they are resistant)

“Look my intent is not to bash you or come off too strong. I’m just trying to get a better
understanding of your business to see where youre at and what youre looking for. Maybe ab
better place to start is you walk me through it. You share what you want to share. Maybe that’s
a better start. That sound fair?”
(Wait what? Who are you? What is this from?)

You are a dentist right? You guys do dental implants correct?

Okay perfect, so you’re in the right place. Are you in a position right now where you’re looking
for new patients?

NO —> “No worries. I totally understand and respect your time. Do you happen to know of any
other dentists personally that are looking to add an additional 10-15K to their bottom line every
month? Is there anyone that you know off hand that you could refer me to?”

(Well how do you do that?)

It first starts with kind of an understanding of your business. I just have a few questions. I’d be
more than happy to walk you through everything if we’re aligned. Why don’t we start with a 30K
foot overview business and where you guys are at right now.