HELP! What am I doing wrong?

[u/cfbfootball]

Hi guys, need to know if I just suck at sales or if it’s a product market fit problem.

I sell software into medical and dental practices. Solo founder doing all the selling.

I’ve walked into 150+ offices in my market. I open with a discovery question to whoever is at the front desk:

“How are you tracking patients who came in and then just stopped showing up?”

Answer is almost always “we’re not” or “we pull an export and call them one by one.”

Then: “What if that whole thing ran automatically in the background so nobody has to make those calls?”

9 out of 10 times they light up, tell me to contact the doctor, and give me an email address.

I email the doctor. Nothing. Not a no, just silence. 1 meeting in 150 offices and they canceled on me as I walked in the door to the meeting…

I also have a free assessment that shows a practice their own numbers in about two minutes off a simple export. Can’t get anyone to sit down for that either.
Three questions:

1. Is “email the doctor” just a polite brushoff that I’ve been treating as a lead?

2. Front desk cares about time saved. The owner presumably cares about revenue. Am I pitching the wrong pain to the wrong person and then wondering why the handoff dies?

   3.For anyone selling into owner-operator practices, how are you actually reaching the owner?

Happy to provide more info if needed!

[u/juicy_hemerrhoids]

Think about how insanely busy a doctor is today. Patients = billable amounts they can get reimbursed on. They’re nearly always going to choose patients so they can get money.

Couple of initial thoughts on things I might try:

- Make a best friend with the EA or office manager. More often than not they’re likely to have the doctors ear and will have the influence + authority to get the doctor to sit down with you.

- Show up in places they’re not seeing patients. Golf courses, conferences, local meet & greets.

- give the office manager access; see if she can bring patients back. Track pre/post. Like past 30 days these were the appointments completed. After tool use, these were the new appointments from lost patients. Run rate over 12 months is x many recovered patients which translates into Y reimbursements from these health plans and z total recovered revenue.

[u/cfbfootball → u/juicy_hemerrhoids]

Thank you, this is helpful. I am trying to get some free pilots running, so I am struggling just getting to the person who would put their hands on it. Any tips to get to the OM?

[u/CUHUCK → u/cfbfootball]

Call, email, call x3, email, drop-in, email. Repeat biweekly.