Transcript Tools & Tactics in Overcoming Objections to Drug Testing

Tools & Tactics in
Overcoming Objections
to Drug Testing
A Presentation by
William F. Current
WFC & Associates
WFC & Associates
Customized Consulting Services
in Support of Drug Testing
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Policy Review
Policy Development
Supervisor Training
Training & Education Publications
Marketing & Sales Support
Drug-Free Workplace Research
State and Federal Laws & Regulations
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Distinguished Panel of
Experts
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Mac Allen, NSA
Dennis Bennett, FirstLab
Brick Bradford, ChoicePoint
Joel Howard, LabOne
Mary Ellen Petty, FirstLab
Don Weber, Pinkerton Health Srvs.
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Two Kinds of Buyers
1. Existing drug tester
– Cold calling
– Take away business
– They came to you (referral, marketing)
2. New to drug testing
– Cold calling
– Referrals from current clients
– They came to you (marketing)
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Identifying Your Buyer
Assess their current status:
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Where are they now?
What are their needs?
What are their objectives?
What is their budget?
What do they currently understand?
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10 Most Common
Objections to Drug Testing
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Denial
Don’t want to know who uses
Don’t trust drug testing
Reluctant to change
Don’t want to be the bad guy
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10 Most Common
Objections to Drug Testing
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Believe it hurts productivity
Legal Concerns
Cost is prohibitive
Don’t know where to start…
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10 Most Common
Objections to Drug Testing
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Don’t understand ROI…
“Return on Investment”
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Case Study #1
Small Restaurant Company
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3 locations and growing
100+ employees
Knew problem existed
Wasn’t sure what to do
Wasn’t sure if they should do anything
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3 Primary Categories
of Solutions
1. Sell Value
2. Know Your Business
3. Make It As Easy As Possible
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Sell Value
• Quality
– Products
– Services
– Partners
• Follow-Up
Support
– Selling “you”
– Client retention
– Answer the
phone
– Stay in touch
– Benchmark!!!
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Case Study #2
Large, nationwide retailer
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30,000 tests a year ($1 million/year)
Dropped drug testing all together
Decided ROI was not there
Is that true?
Who’s to blame?
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Know Your Business
• What works
• How it works
• Why it works
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Collection processes
Lab technology
On-Site technology
Urine vs. saliva
Urine vs. hair
Background
screening
• Physicals
• Delivery systems
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Know Your Business
• Consult
– Policy review and development
– Training
– Legal support
• Educate
– Magnitude of the problem
– Cost to employers
– Absenteeism, accidents, workers’ comp
– State laws, workers’ comp laws, etc.
• Stay Current
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Make It As Easy As Possible
• Fit your services to meet their
needs
• Offer alternatives; be flexible
• Walk them through the process
• Anticipate their questions
• Own the implementation
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“ROI”
Return On Investment
How much does s/a cost per drug
user?
– $7,000 (national average)
How many drug users do you have?
– 17% of workforce (national average)
– Use their figure
How many employees do you have?
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“ROI”
Do the Math!
• 250 employees
• multiplied by % of drug users in their
workplace (5%)
• multiplied by $7000
• equals cost of s/a
• compare to cost of drug testing
– (300 tests at $45 per test average)
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“ROI”
250 x 5% =13
13 x $7,000 =$91,000
300 (drug tests/year) x $45 (cost per test)
=$13,500
$ 91,000
-13,500
=$ 77,500 SAVINGS!
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6 Tips That Never Fail
1. Get them to answer their own
questions
2. Don’t sell lies and half truths
3. When you hire a liability, you own it
4. Don’t take anything for granted
5. Sell yourself
6. Deliver
WFC & Associates
WFC & Associates
Customized Consulting Services
in Support of Drug Testing
William F. Current
954/255-8650
David G. Evans
908/788-7077
WFC & Associates