The Reservoir System in marketing

Monday was the 4th quarter dental workshop in Plymouth, Devon.
A timely reminder of the principle of “reservoir marketing”…..
That when a prospect says “no” to your business proposal – it may mean “no never” or it may mean “no not now”. You have to ask for clarification and not sink into a “failure” attitude.
Then, if its “no not now” (which most often is the answer you will get) ask “when would be a good time to ask you about this again?”
And then create a diary system to remind the prospect when asked.
Its a simple enough concept – but most small professional service firm owners forget to do it.

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Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.