Medical Visits: 3 Relationship Strategies for Pharmaceutical Sales Forces
Posted: Sun Jan 19, 2025 5:46 am
Medical visits are an essential part of the relationship between a pharmacist and a healthcare professional. Through strategic contact, which can be in person or online, the sales representative can create a connection with the doctor and encourage him or her to consider the pharmaceutical company and its products more.
In other words, it is the right time for pharmaceutical companies to invest in increasingly strategic and personalized relationship actions. After all, the main objective of a medical visit is to create a close relationship with the doctor and gain trust, allowing him to learn about the treatment, confirm its effectiveness and prescribe it for patients in his specialty.
But how can you do this, since the routine in doctors' offices is fast-paced and requires agility? We have separated 3 successful strategies from Prod to help your Sales Force team with medical visits !
Relationship strategies for medical visits
Visual Aid
Visual Aid (VA) is an interactive presentation that complements/illustrates the sales representative's speeches during the medical visit .
As VA can provide information interactively advantage of malta phone numbers through images, screen transitions and infographics, one of its great advantages is providing a new experience for the healthcare professional throughout the visit .
Another great advantage is that the material allows the doctor to accompany the information with data that confirms the message being transmitted.
Furthermore, with Visual Aid, the sales representative can provide faster service, maintaining focus on the triggers for convincing customers about the pharmaceutical company, since the main scientific information can be described on the screens.
To implement Visual Aid, you need to have integration with support and CRM platforms, such as Veeva .
Mini video for WhatsApp
The mini video for WhatsApp is another interactive way to engage and nurture the relationship with the HCP, facilitating the medical visit .
Through short content lasting just a few seconds, the sales representative can increase the connection with the doctor and make communication closer.
With the mini video, it is possible to highlight the benefits of products, make comparisons with other market lines, publicize the pharmaceutical company's news and provide first-hand information to the doctor, such as invitations to events and the dissemination of scientific studies.
Furthermore, as it is a visual material, the HCP can consume the information more easily, optimizing the time of the medical visit .
Interactive PDF
Like Visual Aid, the interactive PDF is a visual material that complements the medical visit , assisting the sales representative during the product presentation.
The big difference is that, as it does not have integration with CRM tools, such as Veeva, the visual resources and functionalities are more basic, but it is still a strategic solution to engage the doctor throughout the visit.
In the interactive PDF, it is possible to include menus, links, buttons and images, all clickable, making the medical visit more dynamic and the information easier to absorb.
Bonus Tip: Approved Email
In addition to the 3 digital solutions above, the sales representative can also rely on relationship strategies that go beyond medical visits , such as Approved Email .
Approved Email is a 1:1 Email Marketing style (1 to 1) in which the sales representative can create personalized content according to the professional's experience throughout the medical visit , in addition to ensuring the collection of data to generate insights.
With the support of a partner agency specializing in healthcare , medical content templates are created for different products. These templates are then made available by the pharmaceutical company to the sales force, allowing the sales representative to adapt the content to the reality of the doctor visited in order to nurture the relationship. The content is sent directly from the representative to the doctor, using CRM tools.
The great advantage of this solution is the possibility of personalizing content, measuring data and having communication closer to the doctor.
Different strategies can be applied to enhance the relationship with HPCs and make medical visits more productive and with positive results.
In other words, it is the right time for pharmaceutical companies to invest in increasingly strategic and personalized relationship actions. After all, the main objective of a medical visit is to create a close relationship with the doctor and gain trust, allowing him to learn about the treatment, confirm its effectiveness and prescribe it for patients in his specialty.
But how can you do this, since the routine in doctors' offices is fast-paced and requires agility? We have separated 3 successful strategies from Prod to help your Sales Force team with medical visits !
Relationship strategies for medical visits
Visual Aid
Visual Aid (VA) is an interactive presentation that complements/illustrates the sales representative's speeches during the medical visit .
As VA can provide information interactively advantage of malta phone numbers through images, screen transitions and infographics, one of its great advantages is providing a new experience for the healthcare professional throughout the visit .
Another great advantage is that the material allows the doctor to accompany the information with data that confirms the message being transmitted.
Furthermore, with Visual Aid, the sales representative can provide faster service, maintaining focus on the triggers for convincing customers about the pharmaceutical company, since the main scientific information can be described on the screens.
To implement Visual Aid, you need to have integration with support and CRM platforms, such as Veeva .
Mini video for WhatsApp
The mini video for WhatsApp is another interactive way to engage and nurture the relationship with the HCP, facilitating the medical visit .
Through short content lasting just a few seconds, the sales representative can increase the connection with the doctor and make communication closer.
With the mini video, it is possible to highlight the benefits of products, make comparisons with other market lines, publicize the pharmaceutical company's news and provide first-hand information to the doctor, such as invitations to events and the dissemination of scientific studies.
Furthermore, as it is a visual material, the HCP can consume the information more easily, optimizing the time of the medical visit .
Interactive PDF
Like Visual Aid, the interactive PDF is a visual material that complements the medical visit , assisting the sales representative during the product presentation.
The big difference is that, as it does not have integration with CRM tools, such as Veeva, the visual resources and functionalities are more basic, but it is still a strategic solution to engage the doctor throughout the visit.
In the interactive PDF, it is possible to include menus, links, buttons and images, all clickable, making the medical visit more dynamic and the information easier to absorb.
Bonus Tip: Approved Email
In addition to the 3 digital solutions above, the sales representative can also rely on relationship strategies that go beyond medical visits , such as Approved Email .
Approved Email is a 1:1 Email Marketing style (1 to 1) in which the sales representative can create personalized content according to the professional's experience throughout the medical visit , in addition to ensuring the collection of data to generate insights.
With the support of a partner agency specializing in healthcare , medical content templates are created for different products. These templates are then made available by the pharmaceutical company to the sales force, allowing the sales representative to adapt the content to the reality of the doctor visited in order to nurture the relationship. The content is sent directly from the representative to the doctor, using CRM tools.
The great advantage of this solution is the possibility of personalizing content, measuring data and having communication closer to the doctor.
Different strategies can be applied to enhance the relationship with HPCs and make medical visits more productive and with positive results.