Today, we’re talking about the consultant pharmacist who is focusing in on the Physician’s Office Pathway in the Business Blueprint.
Here is the scenario:
⇢ Consultant Pharmacist works closely with Physician A in the hospital. After treatment rounds, Physician A is thanking the pharmacist for input and a job well done, and the pharmacist casually mentions their new consulting business venture.
⇢ When Physician A seems interested and asks how the Consultant Pharmacist could help them in their private practice, they aren’t sure what to say.
⇢ In a panic, they begin running through 101 ways they could work with a patient.
⇢ As the pharmacist is talking, Physician A thinks, “That sounds great, but that would probably cost a lot of money.”
⇢ Physician A asks no further questions and wishes the pharmacist the best of luck.
⇢ The pharmacist leaves wondering if they should go home and make a business card to hand Physician A next time they see them.
What went wrong here?
Without realizing in, the consultant pharmacist blew an opportunity for new business because he or she wasn’t prepared with a concise response.
Has this happened to you?
If it has, don’t worry!
What you can do better next time:
When the Physician A seems interested, the pharmacist should instead begins with a succinct Elevator Pitch that focuses on how they help private practice physicians be more profitable and productive.
Physician A says, “Wow thats great, I’m a hospitalist, but my buddy owns his own practice and I think he’d be interested!”
Physician A then offers to connect the consultant pharmacist with Physician B.
The pharmacist uses the “follow-up script” from the Start the Conversation module in the Pharmapreneur’s Business Blueprint and has a meeting with Physician B scheduled within a few weeks.
The pharmacist is excited and confident in pitching their services to Physician B and finally feel ready for their first “Yes!”
What can we learn?
The second situation led to a referral because the Consultant Pharmacist had prepared their Elevator Pitch the right way.
In a different situation, maybe Physician A is interested!
The primary takeaway is that we should keep things short and to-the-point to allow for easy conversation that will lead to profitable opportunities!
If you’re finding yourself struggling with the sales conversation, the Pharmapreneur Academy is hosting a free live training on October 27th at 8pm.
