Question

Topic: Advertising/PR

Financial Advisor Marketing To Physicians...part 2

Posted by Anonymous on 9/11/2008 at 2:21 PM ET 25 Points
We have gotten suggestions for doing 'Lunch and Learns' -example- we would offer the physicians to bring lunch in one day while we give a quick overview of what we do and how we may help them with their finances. Does anyone think that may work? And how do I get in the office to offer such an event? Would you suggest a letter with follow up call or should I go into the office, introduce myself to the office manager and drop off an 'invite' for such an event??
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RESPONSES

  • Posted by CarolBlaha on 9/11/2008 at 2:28 PM Accepted
    You might want to follow the discussion on a similar open question: https://www.marketingprofs.com/ea/qst_question.asp?qstID=25557.

    Drug reps often bring in lunch, informally to sit with the docs. Why don't you just call or walk in on the office manager and chat with her about such a program?

    Will they do it? Again, if it is relevant timely info. Its all what you make of it.

  • Posted by CarolBlaha on 9/12/2008 at 10:13 AM Accepted
    To expand on Randall's post-- while I answered your post, just going in and saying "I'm gonna buy you lunch" doesn't mean instant home run. Its not that they are hard to get to-- its that everyone thinks they have big bucks and they've been targeted by financial advisors before. Focus on what is different this time Remember the previous posts, the message has to be relevant. This is a true relationship consultative sell.
  • Posted on 9/13/2008 at 7:24 PM Accepted
    You know, I think is a good idea and certainly worth a try. My gut says you know they hit up all the time and that's why you looking to do something different. Pharmaceutical reps do use this technique and have for a long time. Why? It works. It gets them some face time.

    The beauty behind this idea is that it's easy and cheap to try. Try it, see if it works. This is one of those no lose situations.

    JBL
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