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How to Develop Significant Royalty Income Marketing Oxyfresh Dental

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Title: How to Develop Significant Royalty Income Marketing Oxyfresh Dental


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 Oxyfreshs
    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 months even if I didnt make
    ONE call this month!
  • I built my business part time (6-8 hours per
    week) primarily on the phone!
  • The majority of Oxys 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 dont 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)
Wont 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 Oxyfreshs 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
Todays 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
INGs
  • Marketing.
  • Networking.
  • Targeting.
  • Prospecting/Asking.
  • Selling.
  • Structuring.
  • Supporting.

16
Lets 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 shouldnt be using that other
    product?
  • TELLING them things you cant 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.
  • Doesnt stain.
  • Alcohol-free.
  • Stability.
  • Doesnt 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 Im involved with
  • that has great products!

24
Burger King vs. McDonalds
  • Why is BK 2? Look at the marketing
  • Flame broiled
  • VS.
  • Im 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 PERSONS CARD!!!

26
Traits of the GREAT Networker
  • Follows up.
  • Positive attitude/Enthusiastic/Motivated.
  • Trustworthy/Sincere.
  • Good listening skills.
  • Thanks people.
  • Enjoys helping.

27
  • Dont sell clothes ? Sell a style and
    attractiveness
  • Dont sell insurance ? Sell peace of
    mind
  • Dont sell toys ? Sell my children
    happy moments

28
Dont 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!
  • Its 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 treatmentwhat are offices using
    these days?
  • 4. Whiten teeth vs. keeps teeth white or
    keeps teeth their whitest.

32
  • Why Arent 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!)
  • Doesnt stain.
  • Doesnt burn or dry.
  • Gentle on gingival AND on restorations.
  • Safe.
  • Fights cavities.
  • Keeps teeth their whitest.
  • Soothing and ASSISTS in healing.

34
  • Lets 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?
  • Dont need fluoride, dont 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?
  • Doesnt 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 cant use mint (allergy, homeopaths) or
    dont 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
What About Zinc
  • Naturally found in body.
  • Excellent deodorizer (VSCs, VOCs and VAs).
  • Can be an astringent (drying) and have metallic
    taste.
  • Benefit of combining the twoOxygene 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?

43
Why Alcohol is Bad
  • Many cant or shouldnt 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 BENEFITdeodorizes, 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.
  • FamiliesSafety, all will use, SAVE MONEY.
  • OxyCare 3000---upsell once using Toothpaste,
    Mouthrinsebig retail profit!
  • GET THEIR DENTISTS NAME!!!

49
Statistics To Think About
  • 65--Percentage of Americans who suffer from poor
    oral health (US Surgeon Generals 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 dentists 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 dont 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 Walgreens rinse.
  • The patient who had two quadrants of posterior
    composites done (2400) is buying Aim toothpaste
    and Listerine.

55
Marketing to DENTAL ProfessionalsInitial
Considerations
  • Dentists dont 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 dont need to know ANY science to get them
    interested.
  • Do not worry if YOUR dentist or the guy around
    the corner doesnt want to do this!
  • You dont need to be local to enroll a dental
    office.

57
Why Dont We Lead With Perio Benefits?
  • We cant 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 dentistsWho is marketing whitening,
    veneers/laminates?
  • Female dentistsmore interested in teaching home
    care and hygiene.
  • Dental spasopening all over the place (massage,
    aromatherapy).
  • Young dentistsmore apt to retail/good prospects
    for NWM as well.
  • High-tech officeslaser dentistry, Invisalign,
    Botox, implants.
  • Practices that already sell other products!
  • Practices that have well established hygiene
    departments.
  • Pedodontistsuntapped 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.
  • Dont 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 arent any real COSMETIC support home-care
    programs on the market.
  • Most offices dont 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, youd 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.
  • Youll need 32 practices to speak to.
  •  
  • Initially, youll 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 youll 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 (cant use more than once).
  • Keep fax to ONE pagelead 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.
  • EmailSUBJECT 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 CallingTarget Marketing
  • ? Get an appointment rather than walking in.
  • ? Need to get past the gatekeeper if
    callingHOW?
  • ? 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
    programEXAMPLE.
  • Treat them like they OWN the business/office/compa
    ny! 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).
  • Dont 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 
  • Make them think of their responsibility to focus
    on maintenance, value added services,
    health/safety and convenience.
  • Get them to see how much passive income can be
    generated.
  • Have 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 DONT 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 Oxyfreshin 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.
  • Dont 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?
  • CANT I TELL THEM THAT AND LEAD WITH IT???

85
ABSOLUTELY!!!
  • AndJust Make Sure You
  • Are clear that the company does NOT make
    periodontal or drug claims.
  • Dont 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 busyyou are too, and you
    cant 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.
  • Theyll think these are just to hand out to
    patients.
  • Once you do it once, youll 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 shell 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
AreSaying
  • 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.
  • ANDcolored 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
    patients home-care based on their tx plan! You
    are already providing instructionsjust not
    making specific recommendations. This is very
    simple to do and doesnt 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 itdo 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 badLISTEN!
  • 3. What types of patients are you
    recommending _________ to?

96
The Competition
  • There isnt 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 doesnt matter HOW they
    answer the questionsthere 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.
  • Dont 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! Isnt 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 RDHs About the Clinical
Program
  • Have them evaluate (sample) at home!
  • WHY? 3 reasons
  • Emphasize theyll 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 arent 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 conversationjust 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. Lets 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 Lookat the NWM Opportunity
  • Consultants are making it very clear that even a
    1,000,000 nest egg isnt 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 dont like about hygiene.
  • Ask when they expect to cut back or retire? Why
    arent you doing that now?
  • Ask if theyve ever thought of teaching or
    working as a consultant with a dental company?
  • Ask if theyve 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 businessYour Next
    Appointment.
  • Get a SPECIFIC commitment from them as to when
    theyll 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 THUMBthey should order what you are
  • confident they can sell in one month or soassure
  • 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 dont
    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 Distributorconsiderations.

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
Lets 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, youll 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 regimennot 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, dont 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,
  • dont try to be a sales rep!
  • If you arent a dental professional, dont 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_at_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. Dont be desperate!
  • Focus on aspects of Oxy that YOU love to do!
  • Dont worry about the past.
  • Keep learning! Develop yourself!
  • You can earn whatever you want here!

132
  • ENJOY
  • THE WEEKEND!
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