CLOSER Script

<aside> 🔍 Clarify why they are there

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• What Made You Call Today?
• What Made You Reach out?
• What’s Your Oral Health Goal Right Now?
• What made you fill out the Survey?

<aside> ⚠️ For NEW INBOUND Call Leads, Always start by collecting name, number, and email address before getting into conversation

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<aside> 🏷️ Label them with a problem

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• Recap What they said with lines like:
  • So it sounds like you're missing this many teeth? Sounds like you're having a hard time eating? Sounds like you want to be able to smile confidently again? Sounds like you haven't been able to find a trustworthy doctor to start this treatment with? Sounds Like you just don't know what's next? Etc.
  • Does that sound about right?
• Get them to confirm their specific problem and get their buy in on the problem you labeled them with!

<aside> ⚠️ DO NOT MOVE ON if the patient isn't actually CLINICALLY qualified for the treatment. Example: we are scheduling for a full arch only clinic and the patient is only missing 1 tooth

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<aside> 🚨 Overview their past pain

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• Ask Questions like
  • What have you tried so far to fix your “current oral condition”? (can get specific on condition)
  • Have You Had Any Other Consultations with Other practices/Doctors?
  • How far did you get in this process? How long ago was this?
  • How did that work out for you? Why Didn't You Move Forward With treatment?
  • Anything else we haven't covered that you've tried before?
• After this, EXPLAIN THAT IT’S NOT THEIR FAULT, They just hadn't found our practice/doctor yet.
• Get Empathetic and really relate that you understand what they are going through, but that WE HAVE THE SOLUTION FOR THEM

<aside> 🏖️ Sell the vacation

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• Transition into this with Questions that sound like:
  • You've come to the right place because We've Treated Hundreds/Thousands of Patients with “XXX” (mention their specific oral needs) and have given them a PERMANENT brand new, perfect smile! Would you like to hear what we can do for you?
  • AFTER GETTING BUY IN, Move on⬇️
• “The Patients WE Have Had immense success and life changing stories with have these 3 things in common:
  • Understand It’s Investment Into PERMANENT Solution
    • STORY: ”Imagine you're building a house you and your family will live in for the rest of your lives. You wouldn't want to cut corners and use cheap materials that will only last for a few years, right? You'd want to invest in high-quality, durable materials that will last for decades. The same principle applies to dental implants. Yes, the cost may be higher upfront, but it's an investment in your long-term dental health and overall well-being. Think of it as building a strong foundation for your teeth that will last a lifetime. In the long run, the cost is more than worth it, because you won't have to constantly replace or repair temporary solutions. So don't just think of dental implants as an expense, but as a smart investment in your future.”
  • Understand Waiting could cause other health issues and make things worse
    • STORY: Think of missing teeth like a pothole on a road. If you don't fix it, the damage can get worse over time and cause other issues like damage to your car or even accidents. The same applies to your dental health. When you have missing teeth, it can cause a ripple effect of problems, such as misalignment of surrounding teeth, bone loss, gum disease, and even affect your overall health. If left untreated, it can become more expensive and complicated down the line. By investing in dental implants now, you're not only restoring your smile but also protecting your long-term oral and overall health, which can save you time, money, and the hassle of dealing with more severe dental issues in the future.
  • Found the Right “Partner for this Process” & Started With FREE Consultation*
    • **STORY: ”**This is the most important step because Think of a free consultation like taking your car to the mechanic for a check-up. You wouldn't never want to start replacing parts or doing repairs without first having a professional diagnose the problem and provide recommendations, right? The same principle applies to dental implants. Before we can give you your dream smile, we need to first assess your unique situation and understand what's needed to achieve the best possible outcome. That's why we offer a free consultation, so we can take the time to listen to your concerns, examine your teeth, and provide you with a customized treatment plan that fits your needs and budget, and go over all of the different financing and payment options! So think of it as a no-risk opportunity to get a professional opinion and take the first step towards your permanent dream smile.”

NOTES

This entire process needs to happen UNDER 3 MINUTES

• Stories need to be 30 seconds or less
• Stories Need to be MEMORIZED.
• We are selling the END RESULT! Not the PROCESS

<aside> ⚠️ Remember: PEOPLE ONLY BUY BECAUSE THEY FEEL UNDERSTOOD

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<aside> ♻️ EXPLAIN AWAY CONCERNS (Price, Stall, Decision Maker)

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• Price? What is the monthly range you could pay that would make it more affordable for you?
• Stall? What do you need to think about? If Everything was 100% perfect would you schedule today? what not making you feel like its 100% perfect
• Decision Maker? Your Spouse/SO knows you are struggling with this right? They would want you to be happy and get this taken care of right? Would they be opposed to you scheduling just your free consultation?

<aside> 🤑 REVIEW FINANCES (THIS HAPPENS AFTER THEY AGREE TO SCHEDULE CONSULT AND AS YOU ARE COLLECTING INFORMATION)

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• Do you know your credit score? if so what is it approximately?
• Roughly what $$ amount are you able to put down immediately and what is your ideal monthly payment amount?
• Aware of Fee Ranges**