Advancing The Profession of Pharmacy

Q: How can I be assertive, but not too pushy when providers seem skeptical about my services?

by | Jul 22, 2019 | Consulting Pharmacist Education

“When you learn to flip the conversation from ‘you pitching’ to one of ‘you learning about the other person’, it feels so much more natural.
​In general, I don’t even recommend you pitch until you have asked permission to and feel that you actually do have something of interest to offer.”

Yesterday, I asked on LinkedIn, “What questions do you have about Starting Conversations about the value of pharmacist-led clinical services?”I got several great questions about sample scripts and ROI for pharmacist services.

One of the commenters, Lydia, asked a great question….

How can I be assertive, but not too pushy when providers seem skeptical about my services?

I answered her question on the 37 minute mark on the video, but my short answer would be that people don’t like being “sold at” and the fastest way to make someone to feel that way is to go in telling them exactly what you think they need.

The other day someone I’d connected with on LinkedIn for all of about 5 minutes asked me for a phone call to “share an opportunity that would greatly benefit me”.

The reason it doesn’t feel good to sell that way is because you really have no way of knowing if your ‘opportunity’ would actually be of interest.

When you learn to flip the conversation from ‘you pitching’ to one of ‘you learning about the other person’, it feels so much more natural.  In general, I don’t even recommend you pitch until you have asked permission to and feel that you actually do have something of interest to offer.

As an athlete growing up, I’d always heard the best offense is a great defense.

In the approach I teach, you do not go in with a hard offense.  You go in trying to ASSESS their needs and anticipate their challenges.

In the Business Blueprint framework, we use the 4 A’s to described a selling process that identifies the client’s needs and then creates a custom program around those needs.

The first A is Assess and we do that using an Assessment Questionnaire to help foster beginning those conversations.

So really, there isn’t a magical pitch or a ‘convincing speech’ to memorize, its about building personal relationships, having a solid understanding of what a pharmacist could offer the clinic and a step by step process for getting started.

The Business Blueprint gives you the framework for creating programs that your clients WANT.

Around the 60 minute mark I bring in Tara Snyder, a pharmacist currently working in a physician’s office, to share about her experiences and how the Academy can help you get your programs in place faster.

Here’s the replay from last night’s call!

You’ll see on the call, I made a Special Offer for Beta Members who join the Pharmapreneur Academy before Wednesday, July 24th.

Join by midnight 7/24/19 and receive a free, physical copy of the Business Blueprint Workbook!

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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.

 

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