Know-How Exchange : Other

And what's in it for them?

Michele,
This is one of the easiest and most straight foward calls. Walk in. Give your card to the front desk. Tell them what you do. Ask who they currently refer people to. Ask if there is a time you could talk to the doctor about it. You'll get a "no" or "he's busy". Ask if he normally reads things left by other reps. If it's yes....find out who to call for follow up. If it's no...thanks them kindly and move on.

Works every time.

Oh....go back again in 2 months. Ask if there has been any change in who they refer to. Go back in 6 months.

You'll run out of time before you run out of doctors.

If you want to leave something behind, highlighters are good. Sticky notes are better.

Michael

Not much to add to Michael's response, it is great.

Here are a few additional things to consider:
- Do you have a web site that you can refer prospects to that shows all of your greatness beyond just what you can get on a brochure or leave-behind piece.
- The doctors I know (very few) are more concerned about happy patients than a free lunch so make sure you cover this in your pitch and address all the issues that involve trust and patient care.
- You may want to ask the receptionist if you can have an email address for those that you don't see so that you can send additional info periodically (but no SPAMing).
- Check the laws in your area, a few of the more progressive states are placing strict rules (e.g. no free lunch) on what types of bribes doctors can accept in return for recommending a specific treatment.

Best of luck, JohnnyB.
if you like the advice, read the blog: https://bit.ly/75KkSG

Also - make sure you've got a handful of testimonials from satisfied clients and their referring doctors/lawyers. People want to give referrals that truly benefit their clients...but only if they can trust you to treat them well.

Most are too busy these days for Cold Calls, they already have obligatory updates to attend etc after hours.

Try this also: Leave Referral Pads.

Prescription type pads for Dr's Consults to your office, after they understand what you can do for a patient...Physio??

Most of us just go to the address on the 'Script' versus searching for another 'unlisted' spot.

Michele -

Your area must have a medical society. Most physicians are members - often the local hospitals or their medical groups will pick up the cost of belonging. Medical societies usually have a monthly meeting and often allow sponsors. This could be money well spent. You'll get face time with the doctors and can gain permission to follow up with them in their offices.

I'd forget about lunches and gifts - these are a provided by Pharma and everyone else, and many offices have figured this out. You'll end up spending money on food, only to discover that it's not generating referrals.

If you go in with clinical information they don't already have and present yourself as an expert, you should be fine.

Good luck!

Josh Kermisch