Know-How Exchange : Strategy

I have over 12 years experience in assisting Orthopedic Surgeons, and Family Physicians in the clinical and surgical setting. New Home Health Agencies visited us on at bi-weekly a monthly basis. Here is what I suggest in order to get the more bang for your buck and the referrals you will need....

Although some doctors are "rep friendly", most find them a nuisance...a distraction from their patients and just another thing to get them further behind than they already are. Unfortunate, but true.

From what I have personally observed time and again, the BEST way to get the doctor's full attention is FOOD!!! Bringing lunches for the staff and talking to the docs in the lunchroom and/or his/her office during lunch hours is the most effective way to get them to listen. Are lunches expensive? Yes. But not as expensive as hiring a crew of marketeers! Plus, you can be creative wit the lunches....you don't have to provide expensive catering. Some of the most prestigeous surgeons and clinicians are thrilled to see ANYTHING offered to them for free, whether it be a ham sandwich or veal. (Funny considering their salaraies!)

So how many visits does it take? The number is relative, but persistance is the key.

For example, one day, a physical therapist showed up around lunch time with food, brochures, business cards, and various other "freebies" (pens, coasters, etc). We all thought, "Who is this guy".

He continued to bring lunch every 2 weeks for about 1 1/2 months before the doctors starrted sending him patients. The next thing you know, he became our primary referral.

I have seen this exact same scenario with Home Health, Pharmaceutical, and Med Supply companies/facilities. Food and persistance paid off for ALL of them.

I hope this helps. By the way, don't be too pushy or "cheesy" with the doctors. They see right through it and may get annoyed. Also, BE PREPARED!! If a doctor hears "I don't know" or some sort of scripted response, he may get turned off!

Feel free to email me along the way for more insight: jett_enterprises@cox.net. I have a lot of "behind the scenes" info that can help you get started.

Good Luck!!