Connecting with clients is important to be a successful medical salesperson. Healthcare professionals are busy people who chose that field because they felt really called to that. That combined with their busy schedules can make it difficult to build a strong relationship with them. They can feel like you're coming in just to make a sale and just to make money and not to guide them, so you have to get over that wall by showing that it's not just about that.
How do you pass this wall and engage with the health professionals that you see regularly? Here are five helpful strategies.
Look for things you both enjoy
Small talk is by no means exclusively a filler conversation during introductory and exit stages. But it can be a fabulous way to get to know the other people in the room as well. The healthcare professionals you are selling to aren't robots that turn off when the office building closes. They're people just like you, with families, hobbies, and interests. You can use this to connect with them, asking questions about the personal effects in their offices, whether they are just knickknacks, vacation souvenirs, or even family photos. Asking a question or two about their personal life can help you see if both of you have anything in common.
For example, you may feel just as satisfied staying in the same cities as one another, taking some free time fishing or golfing, or you might even both love stopping by the same craft stores. After discovering you share commonalities with each other, you'll have something to bind you and start a relationship with. You may even hang out with each other outside of work.
Take the Time to Talk to Them
Communication is the key to every good relationship. The more time that you spend talking with your customers and informing them of everything from new products that fit their parameters to order updates, the better you'll get to know each other. Many professionals say that they have a tough time getting to know their salespeople due to the small amount of time that they spend speaking with them. By spending time out of your day communicating, they will likely find that you are not just another medical sales employee.
Make Notes During Your Discussions
Taking notes after discussing with a client is always a very good idea. You don't want to take notes during your discussion with the healthcare professionals that make up your customer base because of the possibility that they might consider you aren't paying attention to them. However, writing things down right after leaving their office differs. These notes can remind you of what you discussed and whether this conversation was personal or professional. Read them before you meet with the customer again so that you'll have a topic for discussion ahead of time.
Integrate Marketing and Education in Your Conversations
There's nothing worse than feeling as though you're only as good as your budget allows. What does that mean? Don't want customers to feel like more of a paycheck, or in this case, someone who buys products, than a person. And if you focus your communication solely on marketing, then you're actually showing your customers that all they are is someone who buys things from you. When you turn the attention onto both education on your products, as well as personal things that you've associated with within your previous conversations with a customer, you'll demonstrate to customers that you are aware of the fact that they too are people. They are not just someone buying your products.
Follow up as soon as possible
If you are wondering how much communication is too much, remember that the customers want you to follow up with them. Provided the timing is reasonable and that you are not calling or emailing incessantly, you will find that people welcome your calls. Those follow-ups also show your customers that you appreciate their business and are available to answer questions and see how things are going, but also that you actually care about them and the business they provide. This helps you build a relationship with them even stronger and gives you yet another reason to connect.
Developing a Connection with Medical Experts
There are ways to get the client's relationship besides getting familiar with the customer through personal questions, follow-ups, and more. The more time you give to know your customer better, the better your relationship will be. This is a great way to become their preferred salesperson, as well as a trusted friend.