dncsv

SD manager

Pharma selling to Physicians. Help!

Hi Friends, I'm working with an SDR who is struggling to get meetings with doctors about a biologics solution.

Gatekeepers and dial trees have been the main problem. Gatekeepers typically ask "Are you a patient or calling for a consult?"

Any savages have advice on how to get through gatekeepers at small practices without straight up lying?

TYIA!

📞 Cold Calling

💉 Medical

9 comments

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UrAssIsSaaS

Arsonist

SaaS Eater

1) Lie
2) Learn how to navigate phone trees
3) Dont go to the front desk/ask for the doctor. Find out who the office manager is and go directly to them. They make most of the decisions for a practice so getting them on board will be critical.

They are mostly ruthless and brutal to deal with so kill them with kindness and show them whatever you want to talk about will make their life easier.

jefe

Arsonist

🍁

+1 for office managers. Never sold to physicians but way back sold to dental practices.

hh456

Celebrated Contributor

sales

county records you can find physicians homes. drop them an old fashioned mailer or letter. ask for a meeting. send a sample. also you can get their info from a data tool and hit up the doctor directly.

physicians are incredibly busy so you have to get them outside of their clinic. if you can find out the big hospital in town, you can catch them in the hallways while they are getting bumped for surgery. they have a ton of time they kill waiting to get into the OR.

dncsv

OG Sales Savage

SD manager

I appreciate the ingenuity. Unfortunately it’s outside of our capabilities (aside from the data tools)

hh456

Celebrated Contributor

sales

what's outside of your capability? going and standing in a hallway outside the OR or doctors lobby?

dncsv

OG Sales Savage

SD manager

Yeah. We’re an outsourced appointment setting company. We can’t do in person.

Gasty

Notable Contributor

War Room Community Manager

My team uses the following: "Jack is expecting my call"

If they ask where are you calling from, we say "Canada", or any other region, instead of <companyname>

If they say we're not allowed to transfer calls, we say "Not allowed?", and they start explaining themselves why and at times, budge.

Great pointers by @UrAssIsSaaS though.

Boudreaux

Politicker

Regional Manager

These gigs are not what they used to be and at least in my market the guys I know still doing it are micro-managed all day long from 30 thousand feet. Also depending on your market, you may not be able to get in front of that doctor depending on which hospital or group he is working under and the days of bringing in lunches and treats to the front office team to get those 2-3 minutes with the doctor are long gone.

10XQLA

Politicker

Medical Sales Assassin

You must lie.... use the name of a Dr. Who is a current customer and use their name as a referral. If that doesn't work, stroke their ego by saying your company is currently looking for "physician champions" for your product and he or she was at the top of your list.... mic 🎤 drop.

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dncsv

Pharma selling to Physicians. Help!

9 comments

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