Advancing The Profession of Pharmacy

How to Guide Conversation from Polite Interest to Pitching Your Business on the Patient Pay Path

by | Oct 10, 2019 | Consulting Pharmacist Education

“[The Business Blueprint] really did [help]!

I would have looked like a total fool if I would have did a hard pitch to him.

​Also, it allowed for more of a conversation rather than a dynamic where it seemed as though I was just trying to sell him something.”

– K.T. Pharmapreneur Academy Member

​Have you ever experienced this scenario?

You’re at a party and someone asks what you do for a living. After casually outlining your business, the person expresses interest in what you’re doing and asks to learn more.

You feel like a deer in headlights.

What do you say?

I’ll tell you what usually happens with most new consultant pharmacists!

They give the well-meaning personthe most accurate description of every service they could possibly offer,followed by a recap of their career experience from graduation to present while the party goer stands glassy eyed and looking for the exits …

Obviously, this is exactly the WRONG way to approach the “Elevator Pitch.”

Pharmacists ask me all the time how to confidently ‘sell’ their services without feeling pushy or salesly…

Overhead by a Pharmapreneur Academy member, “[The Business Blueprint], it really did [help]! I would have looked like a total fool if I would have did a hard pitch to him. Also, it allowed for more of a conversation rather than a dynamic where it seemed as though I was just trying to sell him something.”

Here’s how I recommend guiding the conversation in the direction you want it to go!

First know this:

Your potential clientisn’t trying to vet your expertise at this point,they are trying to decide if they — or someone they know — can benefit from your services.


Creating a succinct, Elevator Pitch helps to quickly articulate:

  1. what you do
  2. who you do it for
  3. the results this person can expect

When you feel like you’re getting off track or rambling about your services and you start to see a glazed look,you know you’re off track.

So, how do you get back on track after this faux-pas?

Get things back where they should be by reminding yourself: “What this person is really wondering is what is in this for them.”

Then, if they seem interested in moving to the next “phase” of the relationship, provide a convenient option to follow up with them.

Example:

“Sounds like you’d likely benefit from this service, would you like to set up a call/email/etc. next week and continue our conversation?”

HINT: At this point you should get their number/email/etc. andnot leave it up to them to make the first move.

Was this tip helpful?

​If it was, know that thePharmapreneur’s Business Blueprintgives you a step-by-step framework for creating an Elevator Pitch to help the potential client immediately identify if they are a good fit for your service, easy to use scripts for Pitching Your Services and strategies for Closing the Sale.

You can also join the Pharmapreneur Academy’s next live call Sunday, October 27th at 8pmCT atbtpharmacyconsulting.com/webinars1!

About the Author

Blair Thielemier, PharmD, is an MTM consultant pharmacist specializing in pharmacy billing models. She consults on and produces e-learning programs for state and national organizations, pharmacy wholesalers, payers, technology start-ups. She has books and online courses available for individuals looking to leverage their pharmacy knowledge into monetized clinical programs at PharmapreneurAcademy.com. She speaks internationally about trends in leveraging pharmacists to improve value-based care.

 

Let Us Help You Become
THE Pharmacist To Call

Join today!

 

Consulting Pharmacists Education Archive