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  • 1. Dental Workshop Denver 2008
  • 2. Your feedback has led to the following improvements…
    • Improved, easier pull-tabs on mouthrinse seals
    • Thicker toothpaste tubes – increased strength & durability
    • Reinforced toothpaste caps to eliminate breaking & more defined lip for easy flip-top opening
    • Personal size (1oz) toothpaste available on Original formula
    • Personal size toothpastes have wider, easier-to-grasp caps
  • 3.
    • Double-strength mouthrinse bottles to eliminate denting of corners & provide a sturdier feel
    • Shorter & wider mouthrinse base to prevent tipping
    • Larger Breath Spray gasket to prevent leaking
    • Label improvements for easier readability
  • 4. Dental Workshop Denver 2008
  • 5. Jan Wares, RDH
    • Graduate of Del Mar College
    • Attended the Oklahoma University College of Dentistry
    • Dental office consultant
    • Oxyfresh partner since 2006
  • 6. Clearly Confident The Oxy fresh Difference !
  • 7. Extraordinary Dental Care Products
    • Combination of unique ingredients
    • Professional-grade, patented and proprietary formulas
    • Support cosmetic services
    • Clinically proven breath management system
    • Support long-term periodontal maintenance
    • Non-drug, alcohol-free alternative
    • Over 20-year track record
  • 8. Oxygene… The secret weapon in fighting bad breath!
    • Registered name for the proprietary ingredient (sodium chlorite)
    • Safe, non-toxic
    • Used in water purification for over 50 years (eliminate microorganisms)
    • Neutralizes sulfur bonds (oxidation-reduction process)
    • Completely eliminates odors caused by volatile sulfur compounds
  • 9. Volatile Sulfur Compounds
    • Produced from bacterial by-products
    • Dead cells, saliva, food, blood
    • Source and cause of halitosis (bad breath)
    • Increase permeability of epithelial lining
    • Oxidizing agents – most powerful way to eliminate the harmful effects
  • 10. Alcohol in Mouthrinses
    • Commercial rinses contain up to 27%
    • Does not neutralize VSCs
    • Alters pH balance
    • Causes dryness
    • Encourages more odor-causing bacteria
    • Makes bad breath problem even worse
  • 11. Alcohol in Mouthrinses Responsible for…
    • Irritation
    • Epithelial sloughing
    • Ulceration
    • Inflammation
    • Painful oral sensations
    • Burning
    • Dryness/dehydration
    • Fatal poisoning in small children
    • Increased risk of oral & pharyngeal cancer in tobacco users
    • Degradation of composite resin and bonding agents
  • 12. Alcohol Contraindicated for…
    • Children
    • Pregnant women
    • Diabetics
    • Dry mouth sufferers
    • Those who want fresh breath
    • Those with cosmetic dentistry
    • Those undergoing chemo or radiation treatment
    • Ortho patients/braces
    • Smokers and tobacco users
    • Recovering substance abusers
  • 13. Academy of Dental Therapeutics and Stomatology Report outlines the following suggestions following cosmetic restoration:
    • AVOID alcohol-containing mouthwashes – may soften composite (tooth-colored fillings) and porcelain bonds
    • AVOID using highly abrasive toothpastes – may produce unnecessary wear to enamel, root surfaces and dental work
    • Use only a neutral sodium fluoride – stannous and acidulated phosphate are NOT recommended as they may stain and/or weaken bonding
  • 14. Zinc Acetate
    • Patented formula of Oxygene and Zinc Acetate
    • Highly biocompatible
    • Provides synergistic deodorizing effect
    • Deodorizes against VSCs, VOCs, VAs
  • 15. Excerpt from…
    • Oral Hygiene Products and Practice
    • Author, Morton Pader
    • “ There is… a substantial body of evidence indicating that appropriate zinc compounds, properly formulated into oral hygiene products, can be valuable adjuncts to the maintenance of a sound periodontal condition.”
  • 16. Xylitol
    • Natural sweetener found in fruits and vegetables
    • Safe for diabetics
    • Popular sugar substitute in Europe since 1970s
    • Reduces cavities up to 80%
    • Facilitates remineralization of tooth enamel
    • Inhibits formation of plaque
  • 17. Essential Oils
    • Blended to add natural flavor
    • Therapeutic benefits – cooling/soothing properties
    • Comfort in the healing process
    • Fresh and clean with no aftertaste (as with chemicals and artificial flavorings)
  • 18. Simplifying Key Benefits
    • Super-concentrated = value
    • Low-abrasion formula toothpastes = gentle
    • Neutral pH mouthrinses = protect
    • Alcohol-free = safe
    • No artificial flavors = tastes great
    • No dyes/colorings = non-staining
    • Professional-grade = quality
    • Patented & Proprietary formulas = exclusive
  • 19.  
  • 20. Oxyfresh Toothpaste Confidence starts here!
    • Low abrasion rate (RDA under 100)
    • Saccharin-free
    • Super concentrated (lasts 3-4 times longer)
    • No artificial flavors or colors
  • 21. Toothpaste
    • Original Formula
    • Ultimate cosmetic formula
    • Most gentle, low-abrasion paste available
    • Relative Dentin Abrasivity (RDA) = 45
    • Protects enamel, root surfaces and cosmetic dentistry from unnecessary wear
    • Great fluoride-free option
  • 22.
    • Fluoride Formula
    • Only paste in the industry that combines fluoride with odor-fighting ability
    • Cavity-fighting protection
    • Neutral Sodium Fluoride (0.235%)
    • Low-abrasion (RDA 91)
    • Zinc acetate
    Toothpaste
  • 23.
    • Power Paste
    • One-of-a-kind, smooth gel formula
    • Low-abrasion (RDA 97)
    • Sodium Lauryl Sulfate (SLS) free
    • Unique blend of essential oils (lemon, orange, grapefruit, bergamot, lime, spearmint)
    • Zinc acetate
    • Xylitol
    • Perfect for dry mouth sufferers and electric toothbrush users
    Toothpaste
  • 24.  
  • 25. Tongue Cleaner Complete oral hygiene!
    • 80% oral malodor originates from the tongue surface
    • Brushing removes 45% of bacteria
    • Tongue cleaner removes 75% of bacteria
    • Oolitt and Oolitt Elite – patented designs
  • 26. Tongue Cleaner
    • Oolitt
    • #1 brand in the dental market
    • Maximum comfort and function
    • Oolitt Elite
    • Clinical Research Associates (CRA) rated most favorable in dental industry
    • Dual-action band
    • Single-handed use
  • 27.  
  • 28. Oxyfresh Mouthrinse The one-minute solution!
    • Alcohol-free
    • Professional-strength
    • No dyes/colorings
    • Formulated within neutral pH range
    • Xylitol (except Unflavored)
    • Essential oils
    • Available in gallon (except Unflavored)
    • Available in travel size (Power & Zinc)
  • 29. Mouthrinse
    • Power Rinse
    • Patented Oxygene and Zinc combination (twice the amount as Zinc rinse)
    • Unique blend of essential oils – stimulates salivary flow
    • Aloe – ultimate soothing benefits
    • Ideal for dry mouth sufferers
  • 30.
    • Patented Zinc
    • Patented Oxygene and Zinc combination
    • Contains the most Xylitol of all the rinses
    • Can produce a metallic taste for some
    • Ideal for periodontal maintenance
    • Essential peppermint oil
    Mouthrinse
  • 31.
    • Fluoride
    • Cavity-fighting protection
    • Neutral sodium fluoride (0.05%)
    • Essential peppermint oil
    • Ideal for cavity-prone individuals
    Mouthrinse
  • 32. Mouthrinse
    • Fresh Mint
    • Excellent breath control
    • Essential peppermint oil
    • Unflavored
    • Great breath control
    • Uniquely unflavored
    • Ideal for those who are allergic to or do not like mint
  • 33.  
  • 34. OxyCare 3000 Complete confidence!
    • State-of-the-art oral irrigator
    • Uses patented hydromagnetic technology
    • 3,000 pulses per minute providing gentle stimulating massage
    • Conditions and tones tissues
    • Excellent for non-flossers
    • Ideal for cleaning around crowns, bridgework, implants and braces
  • 35.  
  • 36. Oxyfresh Dental Gels Soothing relief!
    • Concentrated deodorizing
    • Versatile tissue conditioning
    • Blend of Aloe Vera, Chamomile, Xylitol and Essential oils
    • Alleviates and soothes oral wounds, abrasions, burns, inflammation
    • Ideal for dry mouth sufferers
    • Excellent choice when enhanced healing is required
  • 37. Dental Gels
    • Super Relief Formula
    • Zinc acetate
    • Folic acid (cell regeneration and provides beneficial nutrient to tissues)
    • Spearmint oil
    • Fluoride Formula
    • Cavity-fighting protection
    • Neutral sodium fluoride (0.22%)
    • Spearmint oil
  • 38.  
  • 39. Oral Hygiene Kits Convenience!
    • Custom designed
    • Pre-packaged as a home-care system
    • Power Kit
    • Patented Zinc Kit
    • Fluoride Kit
    • Contains: Toothpaste (5 oz), Mouthrinse (16 oz), Super Relief Gel (1 oz), Oolitt Elite, Breath Mints, dental brochure, instruction card, drawstring bag
  • 40.  
  • 41. Travel Kit Convenience on the go!
    • Meets TSA guidelines for airplane carry-on
    • Contains: Fluoride/Original Toothpaste (1 oz), Power/Zinc Mouthrinse (3 oz), Oolitt Elite, Health Brush, Breath Spray, BrushPicks, instruction card, clear zippered bag
  • 42.  
  • 43. Coenzyme Q10
    • USP grade (pharmaceutical)
    • Grape seed extract (potent antioxidant)
    • Vitamins B6, B12, C
    • Oral health relationship
    • Bioflavonoids
    • Support heart health
  • 44. Oxyfresh Extras
    • Fresh Breath Mints
    • Xylitol, saccharin-free
    • Breath Spray
    • non-aerosol, alcohol-free, refillable stick,
    • Power Rinse formula
    • Benefit Brush
    • triple-head, ADA accepted
  • 45. Oxyfresh Extras
    • Health Brush
    • soft, small, compact head with protective cap
    • Whitening Gel
    • 19% carbamide peroxide, hydrated, neutral pH
    • BrushPicks
    • plastic interproximal pick, brush-design on one end
  • 46. “ There’s always a silent, powerful force at work when salespeople believe the value they create outweighs the prices they charge. This attitude is communicated unconsciously – giving power to salespeople and confidence to customers.” - Ron Willingham
  • 47. Dental Workshop Denver 2008
  • 48. Tracy Butler, RDH
    • Honors graduate of Palm Beach Community College Dental Hygiene Program
    • Success coach, speaker, author and CEO of CSI, LLC
    • Partner with Oxyfresh since 2000
  • 49. Dental Market
  • 50. Understanding How and why Dental is a viable market
  • 51. Dentist Retirement Survey Published by Jim Du Molin of the Wealthy Dentist
    • Only 13% of dentists replied they are on track financially and will retire completely once their monetary goals are fully met.
    • 1 in 5 dentists would like to retire but aren’t sure they will be financially able to afford it.
  • 52.
    • Female dentists were nearly twice as likely as their male colleagues to worry that they will not be able to afford to retire.
    • Rural dentists are almost twice as likely as their urban or suburban counterparts to say that they doubt they will be financially able to retire.
    Dentist Retirement Survey Published by Jim Du Molin of the Wealthy Dentist
  • 53. It’s a Boomer Market According to the Demographic Profile of American Baby Boomers (MetLife Mature Market Institute)
    • Baby Boomers make up merely 30% of the population
    • Annual spending power of over $2 trillion
    • 49% male / 51% female
  • 54. Baby Boomer Spending...
    • Vanity and convenience are prime motivators
    • Biggest indulgers in anti-aging assistance
    • Eating up cosmetic enhancements
    • Spend 1.5 times more annually on personal care products and services than younger adults
  • 55. Statistics in Dentistry
    • By 2010, the majority of dental school graduates will be women
    • The average dental office in the US grosses $500,000 a year, and each dentist’s net is only $130,000
    • It is estimated that consumer spending on dental care basics (toothpaste, mouthrinse, floss) is roughly $2.7 billion annually
  • 56. Statistics in Dentistry
    • According to the American Academy of Cosmetic Dentistry (AACD), tooth whitening has increased by 300 percent in the past 5 years
    • 85% of dental offices now offer cosmetic procedures as part of their practice, with half reporting a steady increase in the amount of cosmetic procedures performed over the past 3 years
  • 57. Trends in Dentistry
    • Emphasis on cosmetics
    • Minimal invasive dentistry (preserving the enamel)
    • Retailing is common
    • Digital and laser technology
    • Moving away from drugs and chemicals and into safer more natural products and ingredients
  • 58. Trends in Dentistry
    • Patients on multiple medication regimens
    • Treating immuno-compromised patients (chemo and radiation, auto-immune disorders)
    • Increase hygiene profitability
  • 59. What Dental Professionals Are Interested In...
    • DENTISTS
    • Enhance quality patient care
    • Set practice apart
    • Be competitive by offering state-of-the-art products and services
    • Team to be motivated
    • Be profitable
    • Looking for alternative retirement strategies
    • HYGIENISTS
    • Enhance quality patient care
    • Recommend products they love and their patients love
    • Recommend products that support their therapy
    • Interested in their own dental-related business
    Dentists Hygienists
  • 60. Oxyfresh... A Natural Fit For Dental Professionals
    • Enjoy teaching and educating others about health and wellness
    • Enjoy leadership opportunity
    • Natural networkers / large networks (pro chat forums, conferences, study clubs, member of their pro organization)
    • Enjoy contribution and service-oriented involvement
  • 61. Oxyfresh... A Natural Fit For Dental Professionals
    • Leading RDHs are interested in owning a dental- related business
    • Most DDSs today are realizing they are unable to rely on the sale of their practice for retirement
  • 62. What Makes Us Unique?
    • Complete home-care program/system (we’re not random individual products)
    • One program to fully support all cosmetic, whitening, breath control and long-term hygiene care patients all with the option of fluoride or without
    • Pioneers of alcohol-free
    • Combination of ingredients found nowhere else
  • 63. What Makes Us Unique?
    • Product development and support by dental professionals
    • Exclusivity – products are not found in grocery stores or markets
    • Track record – product and program of choice of leading DDSs/RDHs for nearly 25 years... You can’t beat that!
    • Colleague Referral Program
  • 64. Now That We’re Clear About Opportunity... How do we get a piece of it???
  • 65. Identify Your Target Market
    • Cosmetic dentists
    • Dental spas (aromatherapy, massages, relaxation chairs)
    • High-tech (offering Zoom whitening, Invisalign, laser dentistry)
    • Established hygiene department (multiple hygiene practice)
  • 66. Identify Your Target Market
    • Practices retailing product
    • Female dentists
    • Ortho/Pedo – untapped!
  • 67. Ways to Target
    • TRADE SHOWS
    • Large dental conventions
    • Costly
    • Time consuming
    • Not duplicable
    • Often attendees are there to purchase equipment, attend CD coursework and not to “shop”
    • CE SEMINARS
    • Smaller intimate groups
    • Study groups/dinner meetings
    • Less expensive
    • Recommended to do with an experienced upline partner
    • Local is ideal
    • Can often provide a slide to the presenter if the material is a fit or even speak briefly
  • 68. Advertising
    • DENTAL AD CO-OP
    • Corporately sponsored
    • Consistent message and look
    • Professional
    • More advertising for your $
    • OPPORTUNITY
    • Classified ads
    • Inexpensive
    • Heading is key
    • Keep it short and simple
    • Grab their attention
    • Offer FREE packet/report
  • 69. Email/Fax/Mailing Lists
    • Keep it simple
    • One piece at a time/single-page
    • Subject line/heading is key
    • Attention grabbing
    • Lead with a solution and benefits
    www.drLists.com www.mmslists.com
  • 70. Don’t Forget About Your Retail Customers!
    • Already satisfied customers
    • Great source of referrals
    • Who is their dentist and hygienist?
  • 71. Challenges To Address First...
  • 72. What We Make Up About Dental Leads...
    • I have to be a dental professional
    • I have to know all the ingredients
    • I have to speak dental
  • 73. Dental Professional or Not!
    • PHARMACEUTICAL SALES REPS
    • Are not MDs or RNs
    • They are trained to offer solutions (in the form of drugs) to medical facilities and doctors’ offices
    • DENTAL SUPPLY CO REPS
    • Are not DDSs and in most cases not RDHs
    • They are trained to offer solutions (in the form of products and services) to a dental practice
  • 74. The Truth...
    • Dental leads are really no different than any other prospect lead
    • Cannot be intimidated by the title (DDS, DMD, RDH)
    • You are the expert in the Oxyfresh opportunity (hold yourself that way)
    • Own the value of what you are offering: solutions in their practice and financial opportunity
  • 75. If You’re Stuck in What You’ve “Made Up”...
    • Speaking in warp-speed clinical jargon
    • Focusing on heavy technical terminology
    • Telling them things you can’t back up
    • Telling them about all ingredients
    • Along with the chemical formula for Oxygene
    • And, how hydromagnetics really works
  • 76. If You’re a Non-Dental Professional Doing This...
    • You sound like you’re speaking in tongues
    • You have lost all credibility and respect
    • You have lost them as a valuable prospect and you can forget about asking for referrals
    • Keep in mind... This is not what we teach
  • 77. And, If You Are a Dental Professional Doing This... Is it any different??? (Just imagine someone doing it to you)
  • 78. Big NOs
    • Never bash competing products
    • Never push to get an office to switch everything over to Oxyfresh (unless that is what they say they want to do)
    • We are NOT a drug – don’t make claims (share personal experiences)
  • 79. Big NOs
    • We are NOT “all natural” (Oxygene) – we have natural ingredients
    • Stay out of the scientific debate – easy to do when you’re not making claims!
  • 80. BIG Missing...
    • Focused on features
    • Not focused on the prospect
    • Telling and not asking questions
    • Not in control of the conversation... No matter how much you think you are
  • 81. So, Ask Yourself...
    • Who am I being when I’m in conversation with Dental Professionals?
    • What am I saying ?
    • What am I asking or not asking because I’m too busy telling ?
    • What language/terminology am I focused on in my conversation?
  • 82. Know Your...
    • Market
    • Prospect
    • Product/Opportunity
  • 83. People Buy Based On Two Primary Reasons
    • How it (product or service) makes them feel (i.e., test drive a car)
    • If it offers a solution to a problem
    • In Oxyfresh...
    • What is the customer/prospect ‘buying’???
    • They are buying YOU
    • (being in business or doing business with you)
  • 84. So, the Question is... How do you make your prospects feel?
    • Heard?
    • You have integrity and you follow-up when you say you will?
    • That you’re sincere?
    • Interested in their needs and wants?
    • Enthusiastic and motivated?
    • Offering partnership that you enjoy?
  • 85. When You Are All Those Things...
    • You shift
    • Your conversation shifts
    • You tap into your creativity
    • You and your product/service/opportunity becomes attractive
  • 86. You Move Into...
    • Offering solutions that solve a problem
    • Painting a picture of what they will gain by doing business with you
    • Creating opportunity that is mutually beneficial
    • Adding value to their practice and their patients
    • Adding value to their life with an unlimited financial opportunity
  • 87. Invaluable Tips...
    • Always set up time outside the practice setting (too distracting and you’re on their turf... They’re in control)
    • Always do your homework... Know your prospect (if it’s a dental office or dentist – check out the website)
    • Always offer the colleague referral program in the initial conversation (not just throughout and not as a surprise)
  • 88. How To Start The Conversation “Dr. Bonner / Mary Lou (RDH), there are two aspects to Oxyfresh...
    • “ One is the in-office clinical program, which offers passive income by dispensing customized home care for your patients, which requires no additional chair time or dentistry.”
  • 89. Conversation
    • “ The other is the optional colleague referral program, which offers royalty income outside the office through referring colleagues and others to
    • the program.
    • “ Is that something that may be of interest to you?
    • “ Which program would you like to focus on during our meeting?”
  • 90. Let Them Decide
    • CLINICAL PROGRAM
    • “ Great! Lets focus on getting the clinical program successful.”
    • COLLEAGUE REFERRAL
    • “ Great! Lets focus on what that could look like for you.”
    • The conversation is no different than any other prospect
    • Find the missing... Offer a solution to a problem
    • LEAPFROG! They know hundreds of dentists (who each employ at least 1 RDH)
  • 91. What is Passive Income?
    • Increased profits to the bottom line without…
      • Seeing additional patients
      • Adding more chair time
      • Doing one more procedure
  • 92. Passive Income In perspective...
    • Considering the overhead most practices are faced with (70%), it would take nearly $100,000 in additional dentistry (chair time, procedures, patients) to generate a $25,000 profit!
  • 93. Questions to Ask... Clinical Program
    • How much of your time is spent doing cosmetic and whitening services?
    • What are you recommending to those patients for home care?
    • How is it working?
    • What do you think your patients buy in the stores?
    • Would you be interested in a program that will preserve your dentistry, keep it looking great longer and generate profit in your practice?
  • 94. Focus On...
    • The trends
    • Cosmetic support
    • What makes Oxyfresh unique
    • Where there is a fit – solution
    • Asking questions that stimulate their why (discovery)
  • 95. Focus On...
    • Building rapport, trust and your desire to provide value to them and their practice
    • Showing the profit potential
  • 96. No Matter What The Answers Are...
    • They may decide to use other products as well as Oxyfresh... And that’s okay
    • There’s always a fit for Oxyfresh – understand what makes us unique
    • It can be a lead program or a complementary program to one they already have
    • Give them that freedom... Opens the door... You become a different experience for them
  • 97. No Matter What The Answers Are...
    • Don’t be desperate, needy or greedy...
    • It’s unattractive!
  • 98. Dental Leads
  • 99. Making the Initial Contact...
    • Understand when you have a lead their
    • response indicates...
    • YES, I have a need or a want
    • YES, I’m interested in this
    • YES, I’ll talk to you about this
    • Your responsibility is to then determine whether or not your opportunity/product can help satisfy them
  • 100. Requires Doing Some Homework First!
    • Know your prospect, if possible (if DDS, visit website)
    • Identify your lead (RDA, RDH, DDS, DMD – get it right)
    • Gather any and all info provided (phone numbers, email address, best time to call) and honor all preferences listed
  • 101. Requires Doing Some Homework First!
    • Identify the publication/issue – know the pub (go online and check it out)
    • Know what they are interested in or requesting (ideal to see the actual ad/feature, if possible)
  • 102. Resource Material
    • Dental Training Manual (stock #9149 / single $5)
    • Oral Health Brochure (stock #919 / 20-pack $5)
    • Your Next Appointment is Waiting (stock #682 / 10-pack / $10)
    • Dental e-newsletters (downloadable from OxyDental.com under Articles & Research)
  • 103. Resource Material
    • OxyDental.com Articles & Research section
    • Dental Product Training Calls: (1 st Wednesday of every month)
  • 104. Resource Materials
    • Oxyfresh.com – Resource Center
    • Great Articles . . .
      • A Natural Fit
      • Inspired Hygienist
    • Flyer
      • Oral Health Care Products
  • 105. And now... Dental Prospecting Folder stock #9825 / 10-pack, $50
  • 106. Know Who’s On Your Team
    • Who can you call on for 3-ways and when are they available? (upline, crossline)
    • Who can you call on for third party credibility? (upline Dental Professionals)
    • Who is mentoring or coaching you?
    • Know who these people are and use their experience to support you!
  • 107. The Call ALWAYS...
    • Make personal contact
    • Identify WHO you are and HOW you got their number
    • Ask if this is a good time – if not, honor it!
    • Set a follow-up before hanging up (give 2 options)
  • 108. Call Considerations
    • May take several attempts
    • Be very clear about other people’s busy lives, schedules and overwhelm
    • “ Gestation time” to building rapport
    • Make positive interpretations around any challenges in attempting to reach someone (supports you – honors them)
  • 109. Email
    • Great for dripping
    • A thank you for their time
    • As a follow-up to a VM message
    • If personal contact is not an option
    • It is how the prospect prefers communication
  • 110. Goal is to Identify... What benefits they gain from your product/opportunity
    • Comes out of identifying their WHY!
    • Becomes an “interviewing process” not an interrogation!
    • Don’t come to the call with a list of questions... know what you’re attempting to identify and allow a natural flow to the call... Build rapport!
  • 111. Questions to Ask
    • “ What was it about the ad/feature that prompted you to call/respond?”
    • Listen carefully and follow based on their response (not your desire to tell them all about Oxyfresh)
    • “ Great, tell me more about that!”
  • 112. Questions to Ask
    • If it’s product related, “What have you been using?” (personally and with their patients)
    • “ How is it working for you?”
    • Ask questions that allow them to determine how Oxyfresh can be a fit/solve a problem a need or want
  • 113. Don’t Forget... Colleague Referral Program
    • “ Mary (RDH), I know your initial interest is primarily around the breath spray so I want to make sure I cover all your questions around that and I don’t want to miss sharing another aspect of Oxyfresh that you may see as a tremendous opportunity.
    • “ Oxyfresh offers something unique that you can’t find with other companies...”
  • 114. “ A chance to do what you already love to do – teach patients and other colleagues about safe and effective home care without being an employee. “Oxyfresh offers the ability to create a secondary income stream to support you in designing more flexibility and freedom in your work and life. There are thousands of other dental professional that have already discovered this program and have been very successful. “Is this something you may have an interest in learning more about?”
  • 115. What Do I Send?
    • PRODUCT INTEREST (initial)
    • OxyDental.com
    • Dental Care Products flyer – great cover and quick intro to product line
    • OH Brochure – great for product overview
    • PRODUCT INTEREST (supportive)
    • Dental Prospecting Folder
  • 116. What Do I Send? Opportunity Interest
    • Your Next Appointment is Waiting brochure
    • Inspired Hygienist article
    • If local, set up one-on-one presentation (3-way call)
    • Invite on calls and to events
  • 117. Drip
    • Ask to include them on a monthly or quarterly update
    • Send one piece ( dental e-newsletter, a Visions article, product special )
    • Always return to their WHY
    • Send links from the website
    • Invitation to events or calls
  • 118. The “Sample” Debate...
    • NOT cost-effective
    • Seen as another sales rep
    • Take “sample” out of your vocabulary... Everyone thinks of a sample as FREE and a Dental Professional will think you are now going to give them FREE samples for all their patients
    • No value in that
    • What are you getting in return? Why do you want them to experience it?
  • 119. It IS Key For a Dental Professional to Personally Use
    • Willing to send a personal size of the product
    • You have a request...
    • “ Mary, please use the toothpaste in place of what you’re currently using for 6 days and then try to go back to what you were using before. I will call you on the 7 th day and I’m interested in finding out how that experience is for you.”
    • “ Would you be willing to do that?”
    • “ GREAT!”
  • 120. Here’s Something to Keep in Mind...
    • The overwhelming majority of Oxyfresh’s retail customer base orders the dental products (toothpaste and mouthrinse) and they have for 25 years
    • They pay TOP DOLLAR – Oxyfresh’s suggested retail price + freight + sales tax
    • THAT is an extraordinary product that does that!
  • 121. Realize... Boundless opportunity exists!
    • They are always a source of referrals (especially if you’ve come from a place of honoring them)
    • They can become a loyal customer or a business partner (both are GREAT!)
    • They may or may not get product in their practice ( and, it doesn’t limit their opportunity – leapfrogging )
  • 122. Dental Workshop Denver 2008
  • 123. Dental Panel
  • 124. Mary Lou Vollmer, RDH
    • From Castle Rock, Colorado
    • Regional Marketing Director
    • Graduated from the Colorado School of Dentistry in 1975
    • Member, American Dental Hygiene Association
    • Oxyfresh partnership since 1989
  • 125. Mike Bonner, DDS
    • From San Antonio, Texas
    • Worked closely with research and development of CoQ10
    • Graduated from University of Texas Dental School in 1995
    • Co-author, The Oral Health Bible
    • Oxyfresh partnership since 1991
  • 126. Anne Duffy, RDH
    • From Charlotte, North Carolina
    • Master Marketing Director
    • Earned her RDH in 1974 at Ohio State University
    • Editor and publisher of Dental Entrepreneur Magazine
    • Oxyfresh partnership since 1995
  • 127. Don Vollmer, DDS
    • From Castle Rock, Colorado
    • Regional Marketing Director
    • Graduated from Creighton University Dental School in 1962
    • Member, Denver Academy of Restorative Dentistry
    • Oxyfresh partnership since 1989
  • 128. Michelle Amiel, RDH
    • From Delray Beach, Florida
    • Senior Marketing Director
    • Earned her RDH in 1977 in Montreal, Canada
    • Works as a team building, leadership and practice management coach
    • Oxyfresh partnership since 1995
  • 129. Dental Workshop Denver 2008