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!

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Learn More About the Ground Marketing Course Here:

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

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Host: Michael Arias

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