Transform Cold Rejections into Warm Leads with the ARENA Strategy | GMS

If ground marketing leaves you facing closed doors, it’s time to discover a new path in with the ARENA strategy!

In this episode, we unpack the ARENA Framework—an actionable decision-making tool uniquely designed for ground marketers facing objections and rejections in the field. You’ll discover how to Assess the true reason behind a "no," Reframe perceptions to position yourself as a valuable partner, Exchange useful leave-behinds to build rapport, secure the Next step with micro-commitments, and maintain Accountability to foster trust. Through relatable stories, hands-on tactics, and insightful examples, we break down how you can turn every challenge at the door or front desk into an opportunity to start a real conversation.

You’ll hear how to creatively address resistance, from navigating “no soliciting” signs to building relationships with property managers and gatekeepers. Real-world examples illustrate how pivoting your approach (from cold selling to genuine value exchange) can earn you a lasting spot in your potential patient's mind. Plus, we highlight game-changing resources from The Ground Marketing Course so you can practice scripts and real-life scenarios before heading out into the field. This episode will give you the structure and confidence you need to face rejections with a new sense of possibility.

What You'll Learn in This Episode:

• The five-step ARENA Framework for handling in-person objections and rejections.
• How to uncover the true reason behind initial pushbacks.
• Techniques to shift perception and be seen as a partner, not just a vendor.
• What to leave behind to make yourself memorable—without being salesy.
• Ways to secure small commitments that keep your foot in the door.
• Why accountability and consistent follow-up are key to earning trust.
• Creative ways to handle "no soliciting" policies and gatekeepers.
• Tips for approaching property managers and HOAs successfully.

Tune in now to discover how the ARENA Framework can transform every ground marketing challenge into your next breakthrough!

‍

‍

Learn More About the Ground Marketing Course Here:

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

‍

Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍

Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

‍