In medical sales, meeting with clients is one of the most important parts
of your job. The global pharmaceutical industry has grown over the last few
years and the
demand for effective medicines
and medical devices is rising. Therefore, now is the perfect time to
perfect your client meetings and secure more sales.
You will most often communicate with clients via email, however, there will
be times when your client will either request a video call or a
face-to-face meeting. One of the hallmarks of a
successful medical sales rep
is ensuring that your client leaves the meeting with an excellent impression
of you and your business.
To make sure you start on the right foot, we have listed just a few tips
that you must know before your meeting with a client.
Research your client ahead of time
One of the first things you should do before heading into a meeting is to
make sure you have done your research. You may have communicated with your
client on several occasions before, but it’s a different experience when
you’re meeting your client face-to-face or via video call. Look into your
client’s history and products ahead of time and think of any questions you
might want to ask during the meeting.
If there are members of your team that have spoken with this client before,
ask if there’s anything you should know before the meeting. This way you
can gain extra inside information on the client and increase your chances
of impressing during the meeting.
Create an agenda
Setting up meetings with clients when there isn’t much to discuss is never
productive and, with a few tweaks, yo. Pharmaceutical businesses are often
busy and operate on limited time, therefore it is important to be as
efficient as possible. Research shows that only
50% of meeting time is used effectively, and an agenda goes a long way to improving this.
When going into a meeting, ensure you have set clear objectives and have an
agenda at hand. It helps to send them over to the client beforehand so that
they can prepare any resources or questions.
With clear objectives and agenda, you ensure that you are making the most
of your time together and the meeting will flow better with a more
productive end result. An agenda will also help you remember the important
points and keep track of whether the client meeting is going as planned.
Tip: Remember to leave time at the end of the meeting for any questions
that the client may have.
Show your value
In pharmaceutical sales, it’s imperative that you showcase your worth and
let the client know how they can benefit from your cooperation. Really let
your
sales skills
shine in your meetings, ensuring that you are covering all of the benefits
that you are offering.
If it’s a potential customer, talk to them about their problems, find out
any of their company’s issues and offer a potential solution if possible.
By showing the client your skills and expertise, you can impress them from
the very first minute and accelerate your relationship.
Prepare for the next step
From day one you want to make sure you have actionable next steps. Whether
this is a service that you can offer to help solve their issues or a
product that you can sell to them, ensure that the next steps are
thoroughly thought out. In medical sales, you never want to end a meeting
without a call to action, as you may be missing out on closing a
potentially lucrative sale.
So, as the meeting is drawing to a close, remind the client of your
products or services and how they can be beneficial to them. After a
successful meeting, the client will be impressed that you already have a
plan of action laid out, increasing your chances of making a sale.
Grow your career with IQVIA
If you’re interested in a role in medical sales, then IQVIA help you find
your next job. Medical sales is currently thriving and, with IQVIA, you’ll
have the opportunity to work with major pharmaceutical companies and make a
difference in people’s lives.
Start the search for a brand-new role with IQVIA and browse our latest
medical sales rep jobs.
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