Ever at a loss for words when trying to partner with local businesses?

In this episode of the Ground Marketing Series, I'm uncovering the secrets behind a compelling pitch that transforms your dental practice into a patient magnet. Start by rethinking how you present your offer to potential partners, focusing on partnerships that bring continuous value to both sides. Amidst discussions on common missteps made in ground marketing, we're diving into the psychology that dictates an irresistible pitch. We'll walk through the six psychological triggers—reciprocity, authority, social proof, scarcity, commitment, and liking—that can turn your pitch into an offer they can't refuse. You'll come away understanding how each trigger can be woven into your marketing narrative to capture the interest of potential partners from every angle.

But the insights don't stop there; You'll be armed with a four-step blueprint for crafting a high-converting pitch that includes the hook, value proposition, social proof, and the decisive close. Curious about the application? I'll be giving some real-life examples, showcasing how these strategies have found success in diverse settings like gyms and coffee shops. As the episode wraps, discover advanced techniques for scaling your strategy: automation, social media dynamics, and powerful referral networks become part of your armory.

What You'll Learn in This Episode:

The role of effective communication in strategic partnerships.
Common pitfalls dentists encounter in ground marketing.
Psychological triggers that elevate your pitch.
A four-step structure to craft a compelling pitch.
Advanced strategies for reading reactions and handling objections.
Innovative incentives to make your offers irresistible.
Successful real-life examples of pitches in non-traditional settings.
Techniques to automate and scale your ground marketing efforts.

Hit play and discover how to skyrocket your dental practice with winning marketing pitches!

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Learn More About the Ground Marketing Course Here:

Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/

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Other Mentions and Links:

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Businesses/Brands:

CrossFit

LA Fitness

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Software/Tools:

Excel

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If you want your questions answered on Monday Morning Episodes, ask me on these platforms:

My Newsletter: https://thedentalmarketer.lpages.co/newsletter/

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

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Episode Transcript (Auto-Generated - Please Excuse Errors)

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Michael: mastering Your Ground Marketing Pitch. We're gonna be discussing how to competently communicate your offer to potential partners. Now ground marketing is one of the most powerful cost-effective strategies to create a continuous stream of new patients for your dental practice. Not only is it a continuous stream, but this stream has depth volume, however, success hinges on your ability to pitch effectively, turning cold introductions into long-term mutually. Beneficial partnerships. This is just good to do in general, even when you're just talking out and about. This is gonna really, really help you out with your ground marketing, but also people skills and so much more.

Now, most dentists fail at ground marketing because number one, they talk too much about themselves instead of what's in it for the other person. Two, their offer is unclear, generic, or lacks an irresistible incentive. Three. They don't overcome objections with confidence. And four, they fail to follow up strategically.

Now this episode's gonna break down every detail of crafting, delivering, and closing a high converting ground marketing pitch so you can walk into multiple businesses and secure referral partnerships Specifically, we're gonna be discussing three things, three events, three businesses in this episode, schools, gyms, and community events.

Now, understanding the psychology behind an irresistible pitch. People buy into partnerships emotionally, then justify them logically. So if a business owner doesn't feel emotionally engaged by your offer, they won't care about the details. So here's how to structure your pitch so it triggers a yes response in their brain.

There's six psychological triggers that make people say yes, and we've discussed them in previous episodes. And number one, reciprocity. People feel obligated to return favors, so offer something valuable first before asking for anything in return. Two authority. Position yourself as a trusted expert, not just a dentist looking for new patients, but you can possibly use phrases like most people don't realize how much their oral health affects.

And then you mention a specific concern like how much their oral health affects their diabetes, their confidence, their fitness, et cetera. And continue with that. You're positioning yourself as a trusted expert.

Three social proof business owners want to know that others already trust you. So mention existing partnerships. Four. Scarcity. If your offer feels exclusive or limited, they'll value it more. Five. Commitment and consistency. When they agree to something small, they're more likely to commit to something bigger later.

And six, liking people do business with those they like and trust. So make your pitch conversational, not salesy. Okay, so those are the six psychological triggers that make people say yes, and that's what's gonna be behind your pitch. So the proven formula, we're gonna share it right now for a winning ground marketing pitch.

There's a four step structure of a high converting pitch, and we discussed this in the ground marketing course with further details, but every effective pitch follows this proven structure. Number one, the hook. So instantly grab their attention. Start by focusing on them, not yourself. Here's a couple examples, right?

Hey, I love how your gym promotes holistic wellness. I love to support that in, a way that makes your members even happier. Or, Hey, your daycare does an amazing job helping kids developing their confidence. You know, I love to offer something that makes parents feel, supported. Make sure it's a hook, grabs their attention.

Not long, 10 seconds or less, Hey, it's free. Grab whatever you want, right? That's at an event. Make sure. It's a hook. Then the second part is the value proposition. Now this one's 30 seconds, or less, right? What's in it for them? So first we instantly grab their attention, Hey, it's free. And then what's in it for them?

So explain how your partnership will help their business members, customers, or students. So here's an example. We found that parents at daycare centers love getting expert guidance on their children's oral development. I love to provide a free Healthy Smiles for Kids Workshop that adds value to your families.

Or, our goal is to help your customers feel more confident about their health. We can provide a free small performance assessment for your members the next time you have an event. Boom. That is the value proposition. 30 seconds, that's what's in it for them. The next thing number three is social proof.

That's another 30 seconds or less. Show that others trust you. So you can share a real world example of success to make them feel comfortable. You can say, you know, we've partnered with, this specific business and they loved it because it gave their customers an added benefit at no cost to them. Or you can say, Hey, when we ran this with another business, they saw a 27% increase in engagement from their members.

So that's why it's important to track these things because data like this helps when you are doing your pitch, when you're providing the social proof. I personally like the first one, we've partnered with this local businesses and they loved it because it gave their customers an added benefit at no cost to them.

Sometimes I say, Hey, you know what, for this month we're specifically doing this, blah, blah, blah. For the community, we wanted to promote you. A lot of people saw more of our patients become their clients, we just wanted to have your information. Boom. Social proof, right? And then finally the close 10 seconds or less.

This is a soft, no pressure ask. Don't say, would you like to do this right? Say, Hey, let's test it out. Let's make this happen. If it works we can expand it. Sound good? Boom, that's it. That's all you have to do. So that was the hook. 10 seconds. The value proposition, 30 seconds. What's in it for them?

The social proof show that others trust you. That's 30 seconds and the close, that's 10 s...

Mastering The Perfect Pitch: How to Pitch Your Practice for Referrals | GMS

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