Know-How Exchange : Other

I worked in the medical field for over a decade. Hourly visits from Marketing reps were a daily routine. Trust me, I know this arena well. Especially, from the viewpoint of the doctors.

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 found, the BEST way to get the doctors 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!

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 scrpted response, he may get turned off!

Good Luck!!

Keeping them stocked with plenty of samples in combination with lots of study info on efficacy, placebo, etc is another plus.

I've seen samples of meds that work real well sit on the shelf collecting dust because the reps never come by to support the product, interact with the doctors (lunches), or give updates on study.

Of course, the medicine has to have a good result with the patient's disease.