How to Develop Significant Royalty Income Marketing Oxyfresh ...

  • 590 views
Uploaded on

 

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
590
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
0
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. How to Develop Significant Royalty Income Marketing Oxyfresh Dental
  • 2. Initial Questions for You:
    • What have been your 3 biggest challenges in building an Oxyfresh organization?
    • What are 3 good reasons dentist offices should incorporate Oxyfresh into their practices?
    • Which products do you consider to be Oxyfresh’s “competition” and why?
  • 3.
    • If You Had to Leave a VM for a Dental Prospect and Only Had 15 Seconds, What Would You Say?
  • 4. Does it Really Work?
    • Over 85% of the dental offices I enrolled from ‘93-‘97 still order product regularly !
    • I have 900+ offices in over 40 states in my downline, and I almost never speak directly with any of them!
    • My Oxy check would remain the same or be greater than the previous month’s even if I didn’t make ONE call this month!
    • I built my business part time (6-8 hours per week) primarily on the phone!
    • The majority of Oxy’s top leaders built with dental.
  • 5. Why Does it Work?
    • Dental offices can order hundreds or thousands per month (it is a supply, and they have a built-in retail base).
    • They will continue to order for years and years.
    • They are used to ordering monthly.
    • They don’t need you to order.
    • They will refer others if asked.
    • Some will decide to join you and build a downline.
  • 6. This Means True Residual Income!!!
  • 7. If You Build With Dental, You Are Almost Guaranteed Your Volume (And Therefore Your Check) Won’t “Dip” Below a Certain Amount!
  • 8. Why is This Still a Great Opportunity?
    • There are several hundred thousand dentists and hygienists out there not yet using Oxyfresh.
    • The % of offices considered to be “Oxyfresh targets” has gone up significantly in the last few years.
    • Most offices are now retailing products.
    • Oxyfresh fills a “need” for most offices.
  • 9. Why is This Still a Great Opportunity?
    • Technology allows you to prospect efficiently.
    • Dentists are looking to make more without working more (% overhead has gone up over 15% in last 15 years).
    • Many RDHs are looking for a “dental related business”.
    • Dentists are looking to retire earlier and recognize the sale of their practice may not be enough.
  • 10. Plus…
    • The overwhelming majority of Oxyfresh’s RETAIL CUSTOMERS order the dental products.
    • They will continue to do so for years and pay top dollar for them, which, by the way, tells you WHY this NWM opportunity is for real!!!
  • 11. Today’s Objective:
    • To teach HOW to create $2,000+/mo . from dental volume.
  • 12. When You Are Profitable, You Have Options…
    • Spend more time continuing to build your Oxy business (re-invest into your business).
    • Cut back a bit from your “real job”!
    • Take a step back and enjoy the residual income (stay active).
  • 13. After Today…
    • You will understand basic proven sales and marketing principles.
    • You will know how to present Oxyfresh as a PROGRAM and as a BUSINESS to professionals.
    • You will know what NOT to say and do.
    • You will have a better understanding of how to structure your Oxy organization.
    • You will be able to take additional ADVANCED trainings at a special price.
  • 14. After Today…
    • Basics of marketing.
    • Basics of sales.
    • Keep it simple.
    • Asking questions.
    • WHY dental offices BUY!
    • When and how to introduce the NWM
    • opportunity.
  • 15. … ING’s
    • Market ing .
    • Network ing .
    • Target ing .
    • Prospect ing /Ask ing .
    • Sell ing .
    • Structur ing .
    • Support ing .
  • 16. Let’s Get Started!
  • 17. Who Are You?
    • Oxy rep or consultant?
    • Distributor or businessperson?
    • How do you present yourself?
          • Attire and/or “phone tone”
          • Successful
          • Confident
  • 18. Would You…
    • Read what you are sending to others?
    • Listen to what you are saying?
    • Return your calls?
    • Buy from you?
    • Go into business with you?
  • 19. Are You…
    • TELLING them why they should have Oxy in their office?
    • Using NWM jargon ?
    • TELLING them they shouldn’t be using “that other product”?
    • TELLING them things you can’t prove?
    • TELLING them all about the ingredients and the company?
  • 20. Marketing 101
    • “ Delivering the right message to the right people with the right presentation !” (Dan Kennedy)
    • BENEFITS
    • TARGET
    • SOLUTIONS
  • 21. The Key to Being A Successful Marketer
    • Feature OR Benefit?
    • Oxygene.
    • Doesn’t stain.
    • Alcohol-free.
    • Stability.
    • Doesn’t burn.
  • 22.
    • Features — what something IS (ingredient, name of a position, how long a product has been around, how long a company has been in business). Features can set up or be followed by a benefit.
    • Benefits — what something DOES (solves a problem OR creates an opportunity).
    • “ What this means (to you) is…”
  • 23. The “So What?” Principle…
    • Ask this question to determine
    • whether your statements are unique
    • to your business and/or a BENEFIT to
    • your prospects or customers.
    • “ Oxyfresh has Oxygene in it!”
    • “ You will get to Director if you place a
    • Fast Start Order!”
    • “ Oxyfresh is a company I’m involved with
    • that has great products!”
  • 24. Burger King vs. McDonalds
    • Why is BK #2? Look at the marketing…
    • Flame broiled
    • VS.
    • I’m lovin’ it!
  • 25. Networking
    • “ Creating Mutually Beneficial Relationships” (Bob Burg)
    • The other person never knows you are networking if you are doing it correctly.
    • It is more about “farming” than “hunting.”
    • What is the purpose of your business card?
    •  
    • TO GET THE OTHER PERSON’S CARD!!!
  • 26. Traits of the GREAT Networker
    • Follows up.
    • Positive attitude/Enthusiastic/Motivated.
    • Trustworthy/Sincere.
    • Good listening skills.
    • Thanks people.
    • Enjoys helping.
  • 27.
    • Don’t sell clothes -> Sell a style and attractiveness
    • Don’t sell insurance -> Sell peace of mind
    • Don’t sell toys -> Sell my children happy moments
  • 28. Don’t Sell Toothpaste and Mouthrinse -> Sell ???
    • PEOPLE EXCHANGE THEIR HARD EARNED MONEY FOR TWO THINGS :
    • Good feelings.
    • Solutions to PROBLEMS.
    • Why would a family buy Oxyfresh?
    • Why would a DENTAL OFFICE
    • buy Oxyfresh?
  • 29.
    • 3 Solid Sales/Marketing Principles that Make the OXYFRESH Opportunity a GREAT One!
    • It’s always best to be positioned at the HIGH END of the PRICE SCALE (let the competitors focus on being the cheapest).
    • Do more business with your satisfied customers, rather than focusing on getting lots of new customers! (LEVERAGE instead of EXPENSE).
    • Adding more products gives you an automatic pay raise!
  • 30. The Oxyfresh Dental Success System (ODSS)
    • Why is the name significant?
    • What makes the program unique?
    • What are the product/program benefits?
    • WHY should a dental practice offer them?
  • 31. Important Product Line Comparisons
    • Natural vs. Non-toxic/Safe.
    • 2. Cruelty-free?
    • 3. Drugs/Therapeutics
        • Anti-bacterial?
        • Periodontal treatment—what are offices using these days?
    • 4. Whiten teeth vs. “keeps teeth white” or “keeps teeth their whitest”.
  • 32.
    • Why Aren’t We Leading With Periodontal Benefits?
    • Are Dental Offices Interested in “Cosmetic” Product Lines?
  • 33. Main Benefits of the Whole Product Line
    • Long-lasting fresh breath (that also tastes great!)
    • Doesn’t stain.
    • Doesn’t burn or dry.
    • Gentle on gingival AND on restorations.
    • Safe.
    • Fights cavities.
    • Keeps teeth their whitest.
    • Soothing and ASSISTS in healing.
  • 34.
    • Let’s Look at Some of the Products
  • 35. Toothpastes
    • Low Abrasion (45 RDA--one of lowest in the entire industry) uses calcium carbonate (fine chalk).
    • Oxygene, non-fluoride, does contain SLS (sodium lauryl sulfate).
    • Sucralose, white paste, mint flavoring (mainly peppermint).
    • BENEFITS?
    • WHO SHOULD USE THIS PASTE?
    • Don’t need fluoride, don’t like fluoride, cosmetic dentistry support.
  • 36. Fluoride Paste
    • Oxygene, 0.235% sodium fluoride (the ONLY paste in dentistry that combines stabilized chlorine dioxide and fluoride).
    • Low abrasion (not as low as regular paste mentioned above but under 100 RDA) uses hydrated silica.
    • White paste, peppermint/spearmint flavoring
    • Sucralose, zinc acetate, does contain SLS.
    • BENEFITS?
    • Who should use this paste?
    • Cavity-fighting, prefer this mint combination.
  • 37. Power Paste
    • Oxygene, Non-SLS.
    • Low-abrasion.
    • Lemon-mint Flavoring.
    • Liquid Gel, No Dyes.
    • BENEFITS?
    • Who should use this paste?
    • Doesn’t want foam, anti-SLS, power brush, dry mouth, lemon flavoring.
  • 38. Mouthrinses-“The One Minute Solution!”
    • Unflavored :
    • Oxygene and deionized water.
    • No mint or xylitol.
    • Some use as a “flush” (nasal, tonsillar) and contact lens cleaner!
    • Who should use this rinse?
    • Those who can’t use mint (allergy, homeopaths) or don’t like mint.
    • Fresh Flavor :
    • Oxygene, xylitol, mint.
    • No zinc; “sweetest” taste of the rinses.
    • Who should use this rinse?
    • Those who have good general oral health, and want a basic deodorizing rinse.
  • 39.
    • Fluoride :
    • Oxygene, xylitol, mint.
    • 0.05% sodium fluoride (consistent with OTC strength fluoride in other rinses).
    • No zinc.
    • Who should use this rinse?
    • Those that need cavity-fighting protection, and want good deodorizing benefits, good for use in OxyCare 3000, ortho (braces), children.
    • Patented Zinc :
    • Patent is on the combination of Oxygene and zinc ion (we use acetate).
    • Has the most xylitol of the rinses.
    • “ Drier” taste than the other rinses.
    • Who should use this rinse?
    • Those who need powerful deodorizing benefits, periodontal maintenance, OxyCare 3000.
  • 40.
    • Power :
    • About TWICE as much Oxygene and zinc.
    • Less xylitol than patented zinc.
    • Sucralose, aloe -> soothing.
    • Lemon-mint flavor (lemon may stimulate salivary glands) -> helps dry mouth sufferers.
    • Who should use this rinse?
    • Those that want MAXIMUM deodorizing
    • benefits, like the lemon flavoring, good
    • for use in OxyCare 3000.
  • 41. Oxyfresh Mouthrinses
    • Review, Summary and Other Important Information
    • All contain Oxygene and are clear (NON-STAINING!)
    • What is Oxygene?
    • Stabilized Chlorine Dioxide.
    • Neutralizes VSCs.
    • All have xylitol except unflavored.
    • All come in gallon sizes except unflavored.
    • Patented zinc and power come in 4 oz. (travel size) as well.
  • 42.
    • Naturally found in body.
    • Excellent deodorizer (VSCs, VOCs and VAs).
    • Can be an astringent (drying) and have metallic taste.
    • Benefit of combining the two—Oxygene and zinc?
        • Biocompatible and synergistic effect (work better together than if used individually).
        • Allows us to use less of each to maintain excellent taste and benefits.
    • What do we need to know about Xylitol ?
    • What do we need to know about Sucralose ?
    What About Zinc
  • 43. Why Alcohol is Bad
    • Many can’t or shouldn’t use it for health reasons (pregnant, children, former or current substance abusers, diabetics, multiple medications, handicapped, cancer patients, cosmetic, halitosis, perio considerations).
    • It dries the mouth and BURNS!
    • It may shrink composite resin restorations.
    • It may degrade cement/bonding agents used to cement veneers, crowns and other restorations.
    • It may increase the possibility of oral and pharyngeal cancer.
    • IT MAKES BREATH WORSE! How?
  • 44. Dental Gels
    • Regular Oxidizing
    • Oxygene, aloe and chamomile.
    • Unflavored, non-fluoride.
    • Soothing, tissue “conditioner”.
    • Who should use this product?
    • Dentists/hygienists — post extraction sites, periocoronitis, syringe interproximally after quadrant therapy, sores, immediate dentures, before impressions, general inflammation, on curettes/scalers.
    • Consumers : sores, inside dentures, on Oolitts, inflammation, tooth eruption.
  • 45. Dental Gels
    • 2. Fluoride
    • Oxygene, aloe/chamomile, 0.22%
    • sodium fluoride (non-prescription).
    •    Xylitol, mint flavoring.
    •    TRIPLE BENEFIT —deodorizes, soothes, and fights cavities.
    • Who should use this product?
    • Ortho/braces (WHY?), children, elderly.
  • 46. Dental Gels
    • 3. Super Relief
    •  Oxygene, aloe/chamomile, zinc, folic acid.
    •  Wintergreen mint flavor.
    •  
    • Who should use this product?
    • Those that need MAXIMUM “assistance” with healing/soothing
  • 47. Other GEL Important Notes
    • Very unique product and very attractive to dental professionals that do a lot of surgery, cosmetics, perio, and ortho .
    • I tell professionals it saves a lot of “emergency” visits!
    •  
    • OxyCare 3000
    • Hydromagnetic oral irrigator.
    • Every family needs one, ortho, perio, breath, implant, C/B).
    • Retail profit (great “upsell” product)
  • 48. Retail Customers
    • Focus on…
    • Great tasting.
    • Long-lasting fresh breath.
    • No burning, drying, staining.
    • Romance.
    • Families—Safety, all will use, SAVE MONEY.
    • OxyCare 3000---upsell once using Toothpaste, Mouthrinse—big retail profit!
    • GET THEIR DENTIST’S NAME!!!
  • 49. Statistics To Think About
    • 65%--Percentage of Americans who suffer from poor oral health (US Surgeon General’s Office, 2003).
    • By 2010, the majority of dental school graduates will be women .
    • 85%--of dentists say they are “concerned” about a comfortable retirement.
    • The average dental office (in U.S.) grosses $500,000 per year, and each dentist’s net is only $130,000.
  • 50. Trends In Dentistry:
    • Emphasis on cosmetics and practice management.
    • Moving away from drugs and towards safer products.
    • Retailing becoming much more common (not whether to sell, what to sell).
    • Patients on multiple medications.
    • Looking to improve hygiene profitability.
    • More networking (conferences, email groups).
    • Technology.
    • Looking for ways to separate themselves.
  • 51. Procedures Being Done
    • Amalgam-free.
    • Composite resins (anterior and posterior).
    • Ceramic restorations.
    • Implants.
    • The most requested procedure is WHITENING!!!
  • 52. What are Patients/Consumer Buying in Stores?
    •        
    • High abrasion toothpastes (some with an RDA over 200!)
    • Alcohol-based mouthrinses (some greater than 25%).
    • Colored pastes and rinses (then buying Crest Whitestrips on the way out!)
    •   Who/What helps them decide?
    • 1.    The store clerk.
    • 2.    The person next to them.
    • 3.  The packaging/placement on shelves.
    • 4. The price.
  • 53. Believe it or Not, the Average Dentist/Hygienist is Just Not Thinking About This!
    • WHY???
    • They rarely buy dental products themselves.
    • They don’t realize how many choices there are out there.
    • They have been “misled” themselves by marketing/advertising.
  • 54. Meanwhile…
    • The woman who had $10,000 in veneers is buying Close Up paste and Scope mouthrinse.
    • The man who had 4 quads RP/SC with Arestin adjunctive therapy and 4 wks. CHX (for $1200) is buying $1.99 Walgreen’s rinse.
    • The patient who had two quadrants of posterior composites done ($2400) is buying Aim toothpaste and Listerine.
  • 55. Marketing to DENTAL Professionals Initial Considerations
    • Dentists don’t regularly buy from other dental professionals
    • Dentists and RDHs are CONSUMERS outside of their offices.
    • They are BOMBARDED by calls, regular mail, emails and faxes.
  • 56.
    • Front desk personnel are trained to NOT let phone calls through, or have walk-ins speak to the doctor or hygienist.
    • You don’t need to know ANY science to get them interested.
    • Do not worry if YOUR dentist or the guy around the corner doesn’t want to do this!
    • You don’t need to be local to enroll a dental office.
  • 57. Why Don’t We Lead With Perio Benefits?
    • We can’t back it up.
    • They want too much information.
    • It takes too long to evaluate.
    • They already are using something for active intervention.
  • 58. Who Are Your Best/Worst Prospects Below?
    • Dentist with no hygienist.
    • Female dentist with one hygienist.
    • Periodontist.
    • Holistic dentist.
    • Dental spa.
    • Dentist already selling Breath Rx.
    • 30-year-old dentist opening his first
    • practice.
  • 59. Who Are the Main Targets?
    • Cosmetic dentists—Who is marketing whitening, veneers/laminates?
    • Female dentists—more interested in teaching home care and hygiene.
    • Dental spas—opening all over the place (massage, aromatherapy).
    • Young dentists—more apt to retail/good prospects for NWM as well.
    • High-tech offices—laser dentistry, Invisalign, Botox, implants.
    • Practices that already sell other products!
    • Practices that have well established hygiene departments.
    • Pedodontists—untapped market. Good products for parents.
  • 60. Other Important Considerations
    • The vast majority of dentists who use Oxyfresh will NOT do the business.
    • Enrolling them as PREFERRED PROFESSIONALS is ok.
    • Don’t become “obsessed” with ONE OFFICE.
    • Offices that come in with a “good-sized initial order” tend to do much better long-term than those that come in to try “on a few cases”.
    •   WHY?
    • Dentists and RDHs who TRY the product themselves are much more apt to say yes!
  • 61. What is the Approach When PROSPECTING Dental Professionals?
    • Keep it simple.
    • Ask questions to have THEM determine WHY Oxy is a fit!
    • Get your foot in the door.
    • Show them that OXYFRESH is a program that will NOT compete with what they are using/doing.
  • 62. Why Dentists NEED Oxyfresh in Their Office
    • Average office operates at 70% overhead.
    • There aren’t any real COSMETIC support home-care programs on the market.
    • Most offices don’t have a long-term home care program to offer perio patients once they complete active intervention.
    • Profit-sharing programs motivate the entire office team.
    • Value added service for the patients.
  • 63. What is Passive Income?
    • In the dental practice, this is simply income
    • that is generated without seeing any more
    • patients or doing any more dentistry!
    •  
    • Put this in perspective for them…
    •  
    • “ Dr. Smith, based on the average overhead
    • these days, in order to generate an extra
    • $30,000 in profit next year, you’d need to
    • PRODUCE an extra $100,000…”
  • 64. KEY TO DENTAL PROSPECTING
    • Dentists are busy. They are working hard to
    • lead, manage, and grow (sometimes) million dollar
    • operations with little true business training. They
    • are bombarded with advertisements, sales pitches,
    • and offers.
    •  
    • BUT….they are interested in…
    •  
    • 1.      Improving quality of patient care.
    • 2.      Offering state of the art services or products.
    • 3.      Setting their practice apart.
    • 4.      Being more profitable.
  • 65. Remember… Toothpaste and Mouthrinse are Not Exciting to Them
    • Oxy needs to do one (or both) of two things…
    •  
    • 1.     SOLVE A PROBLEM.
    • 2. OFFER A FINANCIAL GAIN (Opportunity).
  • 66. Lead Generation
    • How many leads you need depends on your “game plan”.
    • GOAL = 4 practices/month
    • KNOW that approximately 1 in 8 enroll.
    • You’ll need 32 practices to speak to.
    •  
    • Initially, you’ll need to be creative and cost conscious .
    •  
    • When you identify a contact, it is CRUCIAL that you employ sound marketing principles---whether it be by phone, email, fax, or live!
    •  
    • Remember the TARGETS!!!
  • 67. Lead Generation
    • Referrals.
    • Workshops.
    • Fax/email lists.
    • Exhibits at trade shows/seminars.
    • Speaking at events.
    • Ads.
    • “ Cool” Calling.
  • 68. Lead Generation
    • ● Retail customers and Preferred Professionals.
    • ● Thank them and ask by phone followed by form (fax, email).
    • ● Give them a “limited time” to get you 3, and then give them something in return (i.e. within 24 hrs., free case of mints).
    • ● Cuts down from 1 in 8 to 1 in 3.
    • ● Wait until after SECOND order to ask.
  • 69. Workshops
    • If you get asked to do a “lunch n’ learn”
    • or “in-office training” with a new office that
    • enrolls, tell them you’ll agree to do one IF
    • they do the following…
    •  
    • Place a minimum order of $2,000, or two $1,000 orders.
    • Invite another local dental office to listen in to the training (this could get them interested in the NWM aspect as well).
  • 70. Fax/Email Lists
    • Can purchase just about ANY type of list (geographic, type of practice, size).
    • Many sources ( www.drlists.com , dental publications).
    • Strict guidelines (can’t use more than once).
      • Keep fax to ONE page…lead with a main solution/benefit.
      • Give them several options (free report, no obligation consult) they can fax back, email, call or mail back to you.
      • Email—SUBJECT line is key, and send only to a few at a time.
  • 71. Exhibits at Trade Shows/Seminars
    • Major Trade Shows :
    • Not recommended unless you…
    • Are ok with the cost.
    • Make it professional.
    • Partner with an experienced dental upline/partner.
    •  
    • Sponsor Smaller Seminars/CE programs :
    • HIGHLY RECOMMENDED
    • Hundreds of programs asking for reasonable $$$.
    • Get a table and sometimes can speak or handout.
    • Anywhere from 25-150 attendees.
  • 72. Speaking at Events
    • Study clubs, local dental societies, CE programs.
    • Topic should NOT be “Oxyfresh” but something that is of interest that Oxy will be included in.
    • Examples might be…
      • The Keys to Aesthetic Hygiene.
      • How to Double Your Hygiene Productivity!
      • Why Every Practice Should Retail Professional Products.
    •  
  • 73. Advertising
    •   Headline/Subject Line is the KEY!
    •  
    • -Ask a question.
    • -Pique their curiosity.
    • -Keep it short and simple.
    • -Offer FREE REPORT.
    • -Inexpensive to do classifieds in publications.
    • WOULD YOU ANSWER THE AD?
  • 74. Advertising
    • Sample Classified Ad
    •  
    • More profit….without doing more dentistry!!! Find out what thousands of your colleagues already know. Free information package.
  • 75. “ Cool Calling” Target Marketing
    • ● Get an appointment rather than “walking in”.
    • ● Need to get past the “gatekeeper” if calling…HOW?
    • ● Voicemails CAN be effective if you give them a reason…
    • ● Acknowledge them for being progressive and
    • cutting edge.
    • ● Invite them to something…
    • ● Get a home/cell number or personal email if
    • possible.
    • ● Some terms to use:
    • … select few offices to evaluate.
    • … everyone in the office can get a piece of the profits.
  • 76. Getting Passed the Front Desk
    • There needs to be something “in it for them.” They get a “piece of the profits of the program”–EXAMPLE.
    • Treat them like they OWN the business/office/company! Make them feel good---joke around that they “run the show”.
    • Know them by their FIRST NAME (write it DOWN!) They are IMPORTANT to us!
    • Tell them you “need their help!”
    • Most people like to help, and you are saying they have “power”.
  • 77. Getting to the Initial Conversation
    • “ Work” with the front desk.
    • Set up a time OUTSIDE of main office hours (get home number, beginning of day, end of day).
    • Don’t plan on doing the talking! Do the ASKING!
    • The initial call is to find out about them & their practice.
    • Give TWO choices (not … when is it good to call?).
  • 78. What Are We Trying to Do?
    • Ask questions that will… 
    • M ake them think of their responsibility to focus on maintenance, value added services, health/safety and convenience.
    • G et them to “see” how much passive income can be generated.
    • H ave them get that Oxyfresh is UNIQUE and has a “place” in their office!
    • Have THEM tell YOU their WHY ! (instead of you telling them how wonderful Oxy is, or how stupid their decision was to carry XYZ product).
  • 79. What Else Are You Trying to Do?
    • Get your “foot in the door”.
    • Get them to personally try the product AFTER establishing their WHY.
    • Get them to trust you and recognize this is something others are doing successfully.
    • Have them thinking BIG (inside the practice), and also pique their curiosity about the NWM opportunity!
  • 80. What We DON’T Want to DO?
    • Get into a DRUG debate!
    • Trash the competition! (especially if they are using it).
    • Make them think they have to get rid of what they have.
    • Introduce this as a “bad breath” product line.
    • Give them a “bunch of samples”.
    • Try it out on a “couple of their worst patients”.
    • Enroll them right away!
    • Tell them they can retire from dentistry very soon if they just get “4 who get 4”…
  • 81. There IS a Place for Oxyfresh in Their Office!
    • Your mission is to
    • ASK QUESTIONS
    • to find their “hot button”.
  • 82. It Can Be the LEAD Program
    • OR
    • It Can Be an “Adjunct”, “Alternate” or “Complementary” Program
  • 83. Take What You Can Get!
    • If they start using it as an aesthetic hygiene program, they will eventually start “expanding” it and use it for perio, breath control, etc.
    • Don’t get greedy!!!
    •  
    • $100 is better than ZERO, and it adds up quickly!!!
  • 84.
    • What if I am a Dental Professional and I Have Had Success With Oxyfresh as my Main Perio Program?
    • CAN’T I TELL THEM THAT AND LEAD WITH IT???
  • 85. ABSOLUTELY!!!
    • And…Just Make Sure You …
    • Are clear that the company does NOT make periodontal or drug claims.
    • Don’t try to get them to replace what they are using (unless they tell you they are looking to completely change).
    • Understand they still may want to see some “proof” of claims which may take longer to enroll them, or may lose them totally.
  • 86. Tips to Getting to the First Conversation
    • Ask for their email address to coordinate something.
    • Give two options to set up a meeting/phone call (rather than “how about Monday at noon?”).
    • Acknowledge they are busy…you are too, and you can’t even talk right now….
    • VISIT THEIR WEBSITE BEFORE PROSPECTING!!!
  • 87.
    • What About Walking in and Dropping Off Samples and Information???
  • 88.
    • Not cost efficient.
    • Makes you seem like a “product rep”.
    • They’ll think these are just to “hand out to patients”.
    • Once you do it once, you’ll be expected to keep coming back.
    •  
    • DOES THAT SUPPORT YOU BUILDING A NWM ORGANIZATION?
    •  
    • If you have a good conversation with front desk, leave HER a sample and have her evaluate leaving her with the idea that she’ll get a piece of this whole program…
  • 89. Questions to Ask
    • How much of your time is spent doing cosmetic procedures?
    • What are you recommending to them for
    • HOME CARE to maintain their smiles?
    • How is that working out?
    • What do you think they are buying in the
    • stores?
    • Would you be interested in program that
    • helps keep your dentistry looking great
    • longer AND makes you more profitable ?
  • 90. Take Them Through a Recent Case (of theirs) So They Can Visualize It, and “Feel” What You Are Saying…
    • Think about your last veneer case.
    • What was her name? How many veneers?
    • How much did she invest?
    • How did it come out? Was she happy? What did she say?
    • What did you recommend for home care?
  • 91.
    • According to the Academy of Dental
    • Therapeutics and Stomatology report
    • entitled, Patient Compliance: Strategies for Success , here are three of the eight post-procedure instructions for the care of aesthetic restorations :
    • AVOID alcohol-containing mouthwashes. Alcohol may soften composite/porcelain bonds.
    • AVOID using highly abrasive dentifrices.
    • Use only sodium fluoride in over-the counter products. Stannous or acidulated phosphate fluorides are not recommended for composite/porcelain.
    • AND…colored products (containing dyes) may stain the teeth.
  • 92.
    • Would You Be Interested in a SIMPLE WAY to Earn an Extra $25-$50,000 This Year WITHOUT Seeing Any More Patients?
  • 93.
    • “ Dr. Smith, the average office is close to or higher than 70% overhead. So in order to PROFIT an extra $30,000 this year, you would need to PRODUCE another $100,000 in dentistry. That means more procedures, more time in the office, and probably many more new patients. I can show you how to do that without seeing any additional people , just by customizing your current patient’s home-care based on their tx plan! You are already providing instructions…just not making specific recommendations. This is very simple to do and doesn’t take up any more time .”
  • 94. Do You Have a Structured Perio/Soft Tissue Program in the Office Right Now?
    • -> Tell me a bit about it…do you normally prescribe anything for them, provide adjunctive therapy?
    • -> Overall, how is it working out for you?
    • -> What do you recommend for long- term home care AFTER they are out of active therapy?
  • 95. What if the Office is Already “Selling” Another Product???
    • Great news! Why?
    • Do NOT bash the product! Why not?
    • Find out the following …
    • 1. What attracted them to the product?
    • Ask: “Why did you choose Breath Rx?”
    • How is it working out for you?
      • Let them tell you good and bad…LISTEN!
    • 3. What types of patients are you recommending _________ to?
  • 96. The “Competition”
    • There isn’t any! They are using other products for a specialized reason, and they will for Oxy as well (to start).
    • 5 rinses, 3 pastes, and 3 gels allows “customization” missing elsewhere.
    • Aesthetic hygiene is a huge market.
    • Implant, ortho, C/B, Cerec, Laser, Non-surgical perio, whitening, amalgam-free, veneers, pedo, preventive, breath, hygiene.
  • 97. What We Are Doing Is Getting The Information To Create The Market For Oxyfresh In The Office!!!
    • The good news is that it doesn’t matter HOW they answer the questions…there is ALWAYS a place for Oxyfresh!!!
  • 98. REMEMBER…
    • Oxy can be a “complement, alternative, or adjunct” to whatever they are already using. OR
    •  
    • It can be the “lead” program for another aspect of the practice.
  • 99. The Magic Response Is…
    • GREAT!
    •  
    • Now….ask another question!
  • 100. If You Are Also a Dental Professional
    • Share successful Oxy cases in your practice TESTIMONIALS.
    • Tell them how much your patients love the convenience of getting the products from them and how much passive income you generate.
    • Use it to your advantage in speaking to them without patient distractions (need to speak to them at home or out of the office).
    • Tell them about another office you set up that is doing well.
    • Let them know how the NWM opportunity will pay off for you.
  • 101. VERY IMPORTANT!!!
    • It is better to have them use $100 Oxy AND also carry Breath Rx than to try and prove to them (and argue) that Breath Rx is a bad choice!
    • They will use more products after they get the product in the office. In fact, they will probably use the products for their periodontal program once they have confidence in it, and you NEVER had to get into long discussions about studies and science.
    • Have them try personally or do their own clinical comparison. Forget about patients and ask THEM to “evaluate” it. When they say they like it.
    • “ Don’t you think your patients would want to use what you would/are using?”
  • 102. Consider These Points…
    • All indications are that, in the near future, dental offices will not only retail A product, but retail SEVERAL product lines.
    • They may actually use Breath Rx or Tooth and Gum Tonic as their hygiene/perio products of choice, BUT want their patients to use those products in our OxyCare 3000 irrigator, and order 15 irrigators monthly! Isn’t that ok???
    • Some offices may be pro-fluoride and only want to order our fluoridated products. This is ok as well.
  • 103. When Speaking to RDH’s About the Clinical Program:
    • Have them evaluate (sample) at home!
    • WHY? 3 reasons:
    • Emphasize they’ll get a piece in office sales
    • Set the stage for outside dental income/their own dental business when they see how well the product works
  • 104. Why Does All This Work?
    • Passive income IS appealing to them! (once they hear it)
    • They want their dentistry to keep looking good!
    • These are NOT science-based conversations!
    • They aren’t “threatened” by anything. You are creating a place in their practice for something new that is also profitable!
  • 105. Why Dentists Buy
    • They want programs consistent with their “cutting-edge” services.
    • They want programs their patients will like.
    • They want to be more profitable.
    • They want something to motivate their office teams.
    • They want to do what their colleagues are doing nationally (but still be different from the dentist next door!)
  • 106. When/How Do I Introduce the NWM Opportunity???
    • During the initial conversation…just not throughout it!
  • 107.
    • “ There are TWO ASPECTS to Oxyfresh --- in office passive income by dispensing customized home care to patients which requires no additional dentistry or chair time, and an optional additional outside of office permanent royalty income from referring colleagues and others to the program. Is that something that might be of interest to you? Great. Let’s focus first on getting the clinical program successful.”
  • 108.
    • “ Do you ever share ideas or programs with colleagues at study clubs, conferences or email groups? When you see how well Oxyfresh works in your office, and tell others about it, Oxyfresh will pay you once they start ordering Oxyfresh based on your recommendation! There is a booklet that describes all of this if you are interested in just taking a look…”
  • 109. Why DENTISTS Might Look at the NWM Opportunity:
    • Consultants are making it very clear that even a $ 1,000,000 “nest egg” isn’t enough to retire on!
    • Traditional supplemental income sources are not currently doing well.
    • Many would like to “break up the monotony” of being in the office all the time.
    • Dentists are realizing they are naturally networking with colleagues via technology and conferences.
  • 110. Why HYGIENISTS Might Look at the NWM Opportunity:
    • Natural “teachers”.
    • 1/3 fantasize about another career.
    • 61% do NOT earn commissions or bonuses in the office.
    • 1 in 15 surveyed already have left clinical hygiene.
    • Most do NOT have adequate retirement plan.
    • Most do NOT want to work clinical hygiene f/t.
    • Limited p/t dental-related income opportunities offered.
  • 111. Speaking to Hygienists
    • Ask what they like and don’t like about hygiene.
    • Ask when they expect to cut back or retire? “Why aren’t you doing that now?”
    • Ask if they’ve ever thought of teaching or working as a consultant with a dental company?
    • Ask if they’ve ever seen a REAL opportunity for a hygienist to OWN THEIR OWN DENTAL RELATED BUSINESS? Would they be interested in that?
  • 112. Other Hygienist Considerations…
    • Hygienists should prospect other hygienists! WHY???
    • Unlimited income possibility without being an employee.
    • Hygienists can build a huge organization REGARDLESS of whether their office decides to use Oxyfresh.
  • 113. Sample Business- Oriented Classified Ads
    • DENTISTS
    •  
    • Additional Income for Dentists !
    • Relying on your practice sale for retirement? Read
    • this FREE REPORT and find out how thousands of
    • your colleagues are developing additional
    • PERMANENT income on a p/t basis.
    •  
    • HYGIENISTS
    •  
    • Love to Teach ? Develop a significant secondary
    • income with your own dental related business WHILE
    • you continue to practice! Free info.
  • 114. Sending Information
    • Use technology whenever possible (email, oxydental.com) WHY?
    • If mailing, use company materials with business card PLUS handwritten note reminding them of their WHY?
    • Do NOT send too much information at once! WHY?
    • Do NOT send them samples to try on patients first. WHY?
    • Those interested in the business—“Your Next Appointment”.
    • Get a SPECIFIC commitment from them as to when they’ll review information and be ready for follow up.
  • 115. Enrolling Them
    • You are their consultant. They want your guidance for the first order at a minimum…
    • Avoid NWM terminology: Sponsor, BV, FSO, Director
    • Give TWO start-up options.
    • Remind them that the greater commitment
    • they make to the program, the greater
    • chance their office team embrace it, and the
    • greater the chance they see how much they
    • can make with profit-sharing.
  • 116. Two Steps:
    • Get set up as a wholesale buyer
    • a. PP or Distributor? (non-MLM vs. ability to sponsor)
    • b. Fax or online.
    • 2. Initial order
    • a. # of patients not price! (50 or 100 pts).
    • b. Some product should be for chairside.
    • c. Write it out for them, but have them place it.
    • d. Tax/shipping considerations.
    • RULE OF THUMB—they should order what you are
    • confident they can sell in one month or so…assure
    • them of that and then how much profit they can
    • expect.
    • This is NOT about you getting a bonus!!!
  • 117. What Happens If…
    • They want to try it on some patients but don’t want to ‘sign anything’.
    • They like what they see but are concerned about the pyramid thing.
    • One RDH wants to have Oxy but the other is not open to it.
    • They like what they see but think selling is “unprofessional”.
  • 118. Getting Referrals
    • KEY to building a dental-based NWM organization cost effectively and quickly!
    • ASK AFTER THE SECOND ORDER!!!
    • Give them a time frame for doing it (within 24 hours).
    • If they do so, give them something in return!
    • Give them the option (if they are a PP) to get paid for that referral (switch to Distributor) if any of them come in.
  • 119. Building a Self-Sufficient Organization
    • They should have your info., but mainly to ask questions about the program.
    • They should be ordering THEMSELVES (800#, online).
    • Have them go to website to get info. as well.
    • Inform them it is wise to get regular updates (email, fax).
    • Recommend AUTO-ORDER and its benefits.
    • Tell them about OTHER Oxy products (cross-refer).
  • 120. Structuring an Organization
    • Wide vs. Deep--- general philosophy
    • mature organization vs. newer organization.
    • The NUMBERS of NWM---“100 to Master”
    • What % do you earn of your total sales monthly?
    • PP or Independent Distributor– considerations.
  • 121. Other Thoughts
    • Matrix bonus and dental offices.
    • Remember that “volume is volume” and you need a mix of “all categories” to build long-term residual income.
    • Product users vs. “former” business builders.
  • 122. Let’s Do Some Math!
    • GOAL – 100 practices in 2 years (4/mth).
    • Speak to 32/mth (1 in 8 enroll on average).
    • End of year one – 48 offices averaging $250/mth = $12,000.
    • 3 new business builders come in after six months that have taken dental training and doing the same game plan as you…
    • 3 x 4 x 6 = 72 offices or additional 18,000 in volume.
    • 5. $30,000 in dental volume.
    • 6. Now add retail customers, project X, other product line volume.
    • 7. If in leadership, you’ll earn 8-10% of that.
  • 123. Emphasize to Your Oxy Offices
    • Everyone should be using Oxy at home.
    • Implement “profit-sharing” plan RIGHT AWAY.
    • Customize complete home care “regimen”…not just one product!
    • Use products chairside as much as possible (gallon rinse, gel).
  • 124. Support/Maximizing Profit
    • Newsletters.
    • Auto-order benefits to them.
    • If you notice volume dipping, usually because of a new office team member…
    • Increase profits with active pricing/case lots/free product programs or specials.
  • 125. Your Oxyfresh Dental Business
    • Think global, not local.
    • Referrals.
    • Offer them other ways to improve their practice (Be a consultant and a source of information).
    • If you are a dental professional, don’t be a sales rep!
    • Observe proper Oxy etiquette when prospecting.
    • All organizations should be sending a consistent message.
  • 126. Your General Game Plan
    • How much dental income do I want to create after one year. How many dental offices do I need to enroll monthly?
    • How many business builders do I need to find in the first six months?
    • How will I get quality/targeted leads?
    • How much will I budget/re-invest into my Oxy dental business?
    • Who in my downline will I strongly request take a dental training?
    • Which advanced training program will I take?
  • 127.
    • Are You Presenting Yourself as a Consultant? Are You Set Up as a Business?
    • Are You a Good Listener? Are You a Student of the Industry? Are You Looking to Improve?
  • 128. Almost Last Thoughts . . .
    • If you are a dental professional,
    • don’t try to be a sales rep!
    • If you aren’t a dental professional, don’t try to be a dental professional!
  • 129. Advanced Dental Trainings/Workshops
    • 3 options.
    • Reduced pricing for you.
    •  
    • 2-day live workshop in NYC (12 maximum).
    • 6 session (2 hours per session) WEBINAR.
    • Special Organization workshop (flat fee). 
    • oxytony@aol.com 646-375-2067
  • 130. What You Will Learn in These Trainings…
    • Advanced marketing and sales strategies.
    • Running Oxy as a million-dollar business.
    • Understanding dentistry as an industry.
    • How to creatively get quality leads.
    • Specific scripts/techniques to prospect (role-playing, interactive situational exercises).
    • How to effectively communicate on the phone.
    • How to write ads, emails, faxes, and letters.
    • How to leave effective voicemails.
    • How to handle objections.
    • How to attract more business partners.
    • Writing a specific game plan.
  • 131. Last Thoughts…
    • Be confident. Don’t be desperate!
    • Focus on aspects of Oxy that YOU love to do!
    • Don’t worry about the past.
    • Keep learning! Develop yourself!
    • You can earn whatever you want here!
  • 132.
    • ENJOY
    • THE WEEKEND!