This builds your target list for the email campaign. Every answer becomes a filter, a title string, or a qualification rule, so specifics beat generalities every time. Give us numbers, named examples, and the literal words wherever you can. Answers save automatically as you go.
Roughly 20 to 30 minutes. You can stop and return anytime on this device.
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01The Program
You run your custom mouthguard program through orthodontic practices. Before we build the list, we need the mechanics exactly right, because they decide who the real buyer is.
01Walk us through how the program works at a practice today. Who scans the patient, who pays you, who keeps the patient relationship, and what does TruFit do in the middle?
The exact flow tells us whether the doctor, the office, or a corporate group is the buyer we email.
02What does a practice get out of it? In their words, why does an orthodontist say yes, more revenue, patient retention, a service they can't otherwise offer?
The motive shapes which practices are even a fit, and which signals predict interest.
02The Account Profile
What a qualified practice looks like. Every answer here becomes a filter, so give numbers and named examples.
03Name 5 to 10 real practices or groups that are perfect fits, current partners or dream targets, with city if you can.
Named accounts are the seed we reverse-engineer the whole list from.
04What's the common thread across your best practices? Patient volume, specialty mix, affluent area, sports-heavy community, marketing-savvy owner?
The shared trait is what we build the lookalike list around.
05What size practice qualifies? Give a number: doctors, chairs, locations, or staff count. Where's the floor and the ceiling?
We filter on employee and location count directly, so a range beats "small to mid-size."
06Solo practice, small group, multi-location, or DSO, which converts best? Do you want all of them in the list, or focus on one type?
Independent practice and DSO are two different list builds with different contacts.
07Does the practice need a specific intraoral scanner (iTero, Medit, 3Shape) or to be a digital/Invisalign provider for the program to work?
If yes, this is likely the single strongest qualifier and we hunt for it specifically.
08Is orthodontics the only specialty that fits, or do pediatric dentists and general/cosmetic dentists with scanners work too?
Decides how wide we cast the specialty filter. Pediatric and cosmetic could double the universe or dilute it.
09Geography: which states or metros should we prioritize, and are any off-limits? Does a sports-heavy or affluent area matter?
A location filter sharpens the list and sets send volume per region.
03The Contact Profile
The exact person who receives the email. This determines who lands in the campaign, by literal title.
10Who is the real yes at a practice, the orthodontist/owner, the practice manager, a marketing lead? And who is just a gatekeeper?
We send to the decision-maker and route around the gatekeeper. Tell us which is which.
11List the exact job titles to target. The literal words on LinkedIn or in their email signature, including every variant.
Orthodontist, Owner, DDS, DMD, Practice Manager, Office Manager. We match these strings directly.
12For multi-location groups or DSOs, does the decision sit at the practice, or move up to a regional or corporate title? Name it.
Director of Operations, VP Clinical, Regional Manager. Determines whether we email the office or HQ.
04Qualifying Signals
The public tells that a practice is ready right now. We score the list on these so the best-fit accounts get emailed first.
13Think about your last few signed practices. What was true about each one right before they said yes?
The event before the yes is the trigger we score the whole list against.
14What would you Google or check to know a practice is a hot prospect today? Be literal about what you'd look for.
New scanner, new location, new associate, sports-family marketing, elective-services push on the site.
15Does a practice already marketing add-on services (whitening, night guards, retainers) signal a better fit? What does growth mode look like to you?
Practices already selling electives have proven appetite for a new revenue line.
16Rank your top 3 qualifying signals, most predictive first. If you could only filter on three things, what are they?
Sets the scoring weights so the highest-intent practices get emailed first.
05Disqualifiers & Exclusions
Who to keep out of the campaign. Exclusions protect deliverability and save credits, so be blunt.
17Which practices look like a fit on paper but never convert or never reorder? Describe the pattern.
Anti-ICP. These become hard exclusion rules in the list build.
18Are there practice types we should never email? Too small, no scanner, mail-order/aligner-only chains, anything that wastes the send.
Keeps the list clean and the domain reputation safe.
19Any specific accounts or groups to suppress? Existing customers, practices you're already in talks with, or anyone off-limits.
We suppress these so no current relationship gets a cold email.
06Sourcing & Email Reachability
Where these practices cluster, and whether we can actually email them at volume. This makes or breaks a heavy campaign.
20Where do these practices cluster? Directories, associations, provider finders, lists, anywhere you'd look manually.
AAO member directory, state dental boards, Invisalign / iTero provider finder, AAPD. Name what you use.
21Do the owners and decision-makers you want usually have a findable individual email, or just a generic info@ / front-desk inbox?
Critical for a heavy send. Many solo practices route everything through one office inbox, which changes the approach.
22Roughly how many qualified practices do you think exist in your target zone? Your gut on total addressable count is fine.
Tells us whether this is a tight, high-personalization send or a broad volume campaign.
23Anything we didn't ask that we'd regret not knowing before building the list?
Open floor. The thing you know that we don't.
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