1. Sort free users by real usage
Pull your user list and rank practices by actions that matter: appointments booked, recall reminders sent, patients added. A practice that sent 40 reminders last week is a buyer. A practice that signed up and never logged in is not. Start with your top 10.
2. Find who signs the checks
For each top practice, find the owner dentist and the office manager. Search Google for the practice name plus 'office manager' and check LinkedIn. Call the front desk and ask: 'Who handles software decisions for the practice?' Write the name down.
3. Call, don't email
Dental offices answer the phone. Call between 1 and 2 pm, when many practices break for lunch. Say: 'Hi, this is [name], I build [product]. Your team has sent 40 recall reminders through it this month. I'd like 10 minutes with whoever decides on software to see if it's worth keeping.'
4. Price around one number they know
Offices think per location per month. Pick one flat price, for example $99 per location per month, and one higher tier for multi-location groups. Tie it to something concrete in their own numbers, like how many no-shows the reminders could cover or how much front desk time the tool saves. Keep it to two options so the owner can decide on the call.
5. Ask for payment with exact words
Don't hint. Say: 'The free plan ends on the 30th. To keep your reminders and patient history running, it's $99 a month. I can send the payment link now and lock that price for a year. Want me to send it to you or the office manager?' Then stop talking.
6. Give a founding offer with a deadline
Offer your first 10 paying practices a locked price, for example $69 a month for life, if they pay by a fixed date. In return, ask for one 20 minute feedback call a month. Real deadlines move decisions that would otherwise sit on a desk for weeks.
7. Be clear about data and AI
Practices worry about patient data and HIPAA, and many people are tired of apps switching on AI features by default. State plainly that patient data is never used to train models and that any AI feature is off unless they turn it on. Before you make any HIPAA claim, confirm you can actually back it up, for example by being able to sign a business associate agreement. A short, honest privacy page removes a common objection before the call.
8. Follow up until you get a yes or no
If they say 'let me think', book a date: 'Can I call you Thursday at 1:15 to hear your decision?' Log every call and outcome in a simple sheet. Hulby, an AI cofounder, does this daily for founders: it finds the decision maker, drafts the call script, and tracks follow ups.
People asking this right now
Real, public posts from the last few weeks. Each one is somebody you could help today.
Mistakes to skip
- Emailing the front desk login instead of calling the owner or office manager.
- Leaving the free plan open forever with no end date.
- Showing five pricing tiers so nobody can decide on the call.
- Turning on AI features by default and staying vague about how patient data is used.
Want this done for your dental practice software, every day?
Hulby finds the people asking for what you built, writes every reply and email, and keeps you on it until they pay. Free to start.
Find my first customersQuestions
Who should I pitch, the dentist or the office manager?
Usually the office manager first. They feel the daily pain and often control the software budget. Bring in the dentist only if the office manager says they need sign off.
What should I charge?
Start with one flat per location monthly price, for example $99. You can raise it later. Charging something now teaches you more than charging nothing.
What if they say it's too expensive?
Ask what it would need to save them to be worth it. If their answer is far below your price, offer the founding rate once with a deadline. Don't keep discounting.
Should I cut off free users who don't pay?
Give a clear end date, export their data for them, then downgrade them. Keep in touch, because some come back when their current software contract renews.