Selling to Physicians Through Integrated Marketing and Sales
Physicians are the lifeblood of many a healthcare organization. As competition increases for their attention whether it be a hospital, specialty pharmacy, medical device manufacturer, or pharmaceutical company to name a few, cutting through the din of messages and relationships can be a daunting task. For hospitals failure to build successful relationships and sales strategies mean that your docs could admit patients elsewhere. Note to hospitals: If you are not selling to docs, then you're missing a great opportunity to build volume by creating a more committed medical staff than if you just doing "relations or liaison" activities. You can sell legally and effectively if you know what you are doing. For medical device manufacturers , failure to sell the doc mean a more difficult time selling your product into the venue where the physician practices medicine. For specialty pharmacies , the physician sends his or her patients elsewhere. So how do you cut through all of the...