Drug Rep Time

How to succeed in Pharmaceutical Sales.

How to see "no see" docs?

This is the comment I posted on Dr. Dave’s blog at CafeParma two days ago in response to “Creative ways to reach “no see” docs..” thread:

Doctor here. All “no see” doctors are divided into two groups:
1. Those who do write your product
2. Those who don’t. Group 1 is your primary market target, group 2 is not. The amount of time and frustration that you will have to invest to get group 2 on board is disproportional to any potential benefits. At the same time, those “bad “clients give you 90% of your headaches.
Group 1 is clearly worth your attention. For the most part, the reason they do not want to see you is that they do not think you will bring them any value. So reflect first and decide what kind of value you will give to your doctors once/if you get that chance. If interested, we can continue talking about it when you can boil down your educational value to one sentence, I mean one. Create that one pip that you believe will score. 10 words, not more. Doctor Max

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December 8, 2007 - Posted by | Marketing and Sales strategies | , ,

1 Comment »

  1. I agree, spend the time with dr’s that matter, that are already using your product.

    Comment by N | December 9, 2007 | Reply


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