While a career in pharmaceutical sales has a lot of benefits, it also comes with many challenges. In fact, pharmaceutical sales has become such a popular occupation that one of the biggest challenges reps face is figuring out how to beat out the competition.
A career as a pharmaceutical sales representative takes a lot of impressive skills, such as excellent communication, networking, and negotiating skills, and also requires intelligence and professionalism. While these are probably all qualities that you excel at that attracted you to the job in the first place, a little bit of creativity and persuasion are aspects that will skyrocket you to success.
It’s never been more difficult to get one-on-one time with doctors, and that’s why you need to offer a little something extra compared to your peers. So, how are you going to make the most of the time you are given?
Lucky for you, we’re going to share with you in this article the essential elements that will make you win deals over the competition.
1. Standing Apart from the Competition
Landing a meeting with a potential customer is only half the battle, especially in a field where many of your competitors are offering similar products. In an industry like pharmaceutical sales, a typical, boring sales pitch just isn’t going to cut it if you want to get an edge on the competition—you need to provide more than that.
Provide an Experience Instead of a Sales Pitch
Unfortunately, your potential customers are probably going to be taking a lot of meetings with your competitors, and will probably be hearing about products that don’t necessarily stand out from the rest. So if you aren’t able to make your product memorable, then you need to make your presentation, and even yourself, memorable.
One approach that will definitely increase your chances of landing a sale is to provide your prospective client with a meal. There is a lot of research proving the effectiveness of this business tactic, so you should make the most of it. Hire a top-notch catering company that you can trust—this isn’t an area for cost-cutting, as this is your chance to make a great impression and offer your clients something that your competitor can’t.
Offering a professionally catered meal is the perfect setting to go along with a unique presentation, and will ensure that you can spend your time focusing on the things that matter—like delivering a great pitch and a memorable meeting. Showing your prospective clients that you can take care of their needs is a great way to build trust and is the great foundation for a strong and lasting relationship.
2. Preparing for Your Meeting
No matter how memorable your meeting is in terms of location or caterer, nothing is going to impress your prospective clients as much as you being knowledgeable and prepared.
The key to heading into a meeting at your most prepared is to make sure you understand your customer and value their needs. Show them that you are ready to anticipate their problems and any questions or concerns they may have, and offer them solutions.
As we’ve already said, turning your meeting from a sales pitch into an experience is one way to grab the attention of your prospective client, but you have to make sure you’re not sacrificing the quality of the content of your meeting. That’s why it can be helpful to choose something where you can hire someone to help you elevate your meeting, like a caterer, so you can continue to spend time on your ideas without worrying about the rest.
We’ve outlined everything you need to know to help you prepare for your important meetings in this article, How To Impress Potential Customers And Close The Deal, where we’ve also included a downloadable meeting prep checklist.
3. Leave Behind Material
If you follow steps 1 and 2, then we know you’ll already be leaving behind a lasting impression on your prospective clients, but sometimes it’s helpful to leave a physical reminder as well as a mental one.
It’s pretty standard for pharmaceutical sales reps to leave behind a product pamphlet or brochure after a meeting, but you’re not in the business of being standard. This is an easy area for you to truly go above your competition by adding some practical creativity to your approach.
Instead of simply leaving behind the standard brochure, try leaving something that will have a bit more impact, like an easy access video presentation along with the brochure. Upload a quick refresher presentation onto a USB stick or some other portable device so that your prospective can take something with them when they leave.
Pharmaceutical sales is a competitive field, and it’s vital to always stay on top of anything that will help give you an edge. By making sure you stand apart from your competition by offering something extra and memorable, putting in the time and preparation, and leaving a little something behind for your soon-to-be customers, you’ll be on your way to making more sales and building stronger relationships.
If you’re in the greater St. Louis, eastern Missouri, or Central Illinois regions and are looking for delicious and professional corporate catering services to win more deals than the competition as a pharmaceutical sales representative, then visit Cravin’ Fresh Catering today!
Check out our weekly menus and call or text us at 314.705.9180 to book catering for your pharmaceutical sales meeting today.