Medical sales reps are used to having their game face on for in-person sales calls. Years of practice have allowed reps to perfect their pitch and close sale after sale.
Since the start of 2020, however, many reps have been forced to call on clients virtually. With no end in sight, there’s a good possibility clients will be less open to in-person meetings. And remote work and virtual relationships will continue to be the standard in the coming months.
The sales world is going through many changes, but remote work doesn’t mean you can’t interact face-to-face. Medical sales reps who have a stellar virtual presence can thrive in this new environment. Here’s how:
Identifying new prospects is part of your sales career that was most likely already virtual. Still, it’s critical to ensure you make the most of your available resources when seeking out sales leads.
Take advantage of social media to find relevant leads. For example, search for people on LinkedIn who work at your target companies or join LinkedIn Groups for healthcare professionals. Connect with individuals by reaching out through LinkedIn InMail.
You can also use Twitter to network as well. Find the right folks through hashtags related to your product and industry. By dedicating time each week to your social networking, you can really boost your virtual presence.
In addition to social media, you can also increase your network’s reach by joining virtual groups, organizations, and meet-ups for healthcare professionals. Organizations like The American Association of Healthcare Administrative Management (AAHAM) or Health Care Administrators Association (HCAA) often host webinars and virtual networking events where you can meet fellow attendees.
While so many other professionals are also working remotely, it’s the perfect time to develop a routine for your online networking.
Do your research
As you identify new prospects, you must also build a database within a customer relationship management (CRM), so you can search and sort potential clients. Upload all of the contacts you make from social networking, client referrals, and more to your CRM. Then, tag your contacts with essential demographic and geographic information to identify the best-fitting sales prospects.
Really dig into the research to narrow down your ideal customers. Look at recent news about each company and what vendors they’ve hired in the past to determine if they’ll be a good fit for your product or service. Take note if you spot a problem your product or service can solve.
You have tons of virtual resources for conducting this research. In addition to their company website, look at both the company’s and the individual’s social media feeds. Check out their press page, financial statements, and blogs. Then, in addition to the content they own, comb through Google’s News and Reviews results related to their company.
Log all of your research into your CRM so that you can enter any discussions fully prepared with the background knowledge on that prospect.
The beauty of an entirely virtual relationship with a prospect or client is that you have more opportunities to get creative with your sales pitch. From the cold email to the sales pitch to closing, develop a more substantial virtual presence by mixing up your media.
In all of these communication touchpoints, share different types of engaging content to keep your prospects interested: videos, blogs, infographics, testimonials, podcasts, news articles, case studies, presentations, and more.
Pick and choose the content that will work best for each scenario. Use engaging anecdotes to attract the attention of a new contact. Enhance your pitch discussion with dynamic graphics and metrics to prove your past successes. Build a library of creative content to pull from, and customize each conversation to boost sales.
While you may no longer have the opportunity to engage a client in the same room, you can virtually bring excitement to them.