Dentists -What does a dentist sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which dentist to choose? _____________________________________________________________________ Call Opening Questions: How soon can you normally see a new patient (same-day for emergencies, or within a few days non-emergency, week, or longer)? Do you accept most forms of insurance? Do you offer any types of cutting edge technology or services, such as: Laser Dentistry, Digital Imaging or Digital X-Rays, Intra-Oral Cameras, Mercury Free Fillings, etc.? Do you offer any type of fast Teeth-Whitening (or bleaching) systems? Do you offer all other types of cosmetic services such as, porcelain caps and veneers? Do you offer Pediatric Dentistry (children) and if so, what age do you start? Do you offer any other types of Dental services such as, Endodontic (root canal therapy), Periodontal (gum disease), Prosthodontic (dentures, crowns, and bridges), orthodontics (braces), or Oral Maxillofacial Surgery? Any modern amenities such as, head phones for music or TV (to drown out the sound)? Do you offer sedative services for people who are uneasy at dentists offices? Are you board certified? Do you offer references or testimonials? Do your potential clients care about some of these points-if so, could we discuss in more detail? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Dentists Needs Analysis Questions: What are your most profitable/desirable types of patients? (possible headline) _________________________________________________________________________________ What % of your patients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of patients do you handle? Would you like more of any of these type of patients? (headings) _________________________________________________________________________________________________ How many dentists/technicians do you have? How many patients do they see a day (avg)? _____________________________________ _______________________________________ How many more patients (on average) could they see a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one patient visit? (ROI) __________________________________________________________________________________ WHY is your dental practice the best choice for someone or a family? (subheadline) __________________________________________________________________________________ Have your dentists/technicians gone through any type of board certifications or specialized training? Are they professional and courteous? __________________________________________________________________________________ How far would you someone be willing to travel to visit your practice? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your practice now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions