The strategy aims to convert doctors into regular clients by focusing on relationship-building, financial incentives, and enhanced product education. Building relationships involves identifying top doctors, engaging them through meetings, and maintaining contact via personalized follow-ups. An example includes organizing events to celebrate doctors' achievements, enhancing personal connections.
Offering financial incentives such as tiered discounts, loyalty programs, and referral bonuses encourages higher sales. For instance, creating a 'doctor appreciation day' with exclusive discounts boosts partnership appeal. Regular evaluation of these incentives ensures alignment with goals.
Lastly, enhancing product education through training sessions, webinars, and dedicated support helps doctors better understand and use the products. Hosting demonstrations in clinics offers hands-on experiences, greatly benefiting doctors and strengthening their commitment.
The strategies
⛳️ Strategy 1: Build strong relationships
- Identify the top 50 doctors in each district and create a comprehensive contact list
- Schedule introductory meetings with doctors to understand their needs and present your products or services
- Send personalised follow-up emails or messages post-meetings to maintain engagement and interest
- Organise regular face-to-face visits to doctors to nurture relationships
- Provide valuable information or updates related to your products that can benefit the doctors
- Offer exclusive early access to new products or services to stimulate partnership
- Participate in local healthcare events to increase visibility and approachability
- Gather and utilise feedback from doctors to improve product offerings
- Create a customer relationship management (CRM) system to track interactions and follow-ups
- Celebrate achievements and special occasions of doctors (birthdays, anniversaries) to build a personal connection
⛳️ Strategy 2: Offer financial incentives
- Develop a tiered discount system based on purchase volume to reward higher sales
- Create a loyalty programme that provides rebates or credits for continuous purchases
- Implement a referral bonus scheme to encourage doctors to bring in new clients
- Provide limited-time promotional offers to encourage commitment to deals quickly
- Collaborate on a 'trial' month programme to showcase the value of increased product volume
- Organise an annual 'doctor appreciation day' with exclusive discounts on that day
- Bundle products into strategic packages to offer more value to doctors
- Analyse sales data quarterly to adjust incentive programmes as needed
- Schedule quarterly or semi-annual meetings with doctors to review savings and progress
- Ensure transparency in financial dealings by providing detailed purchase reports and invoices
⛳️ Strategy 3: Enhance product education and support
- Conduct regular training sessions or webinars to educate doctors on the benefits and use of your products
- Provide instructional materials, such as brochures and videos, tailored to the doctors' needs
- Develop a dedicated helpline or support team to swiftly address any product-related queries
- Host product demonstrations in clinics or hospitals for hands-on experience
- Create an online knowledge portal where doctors can access product information easily
- Organise annual seminars with expert speakers focusing on product advancements and industry trends
- Use case studies or success stories from other doctors to illustrate product effectiveness
- Offer customised training sessions for more complex products
- Engage with doctors through newsletters with updated product information
- Collect and act on feedback from doctors to refine product information and training
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
