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Build your e-detailing argumentation

We’ve written a number of posts recently giving insights into the Anthill method for structuring e-detailing & CLM presentations. To help you overview, we’ve put these argumentation posts together.

5 tips to get you started

As we all know, e-detailing technology is only as good as your content. That’s why getting a really effective argumentation is so important. To help you get this structured, try these steps:

1. Begin by finding your product’s uniqueness and the special problem that it alone solves. Then unfold your product benefits.
Learn more: How to start CLM and e-detailing projects

2. Define ‘anchor points’ to confirm understanding and know where to concentrate your communication
Learn more: How to confirm customer understanding in e-detailing

3. Be credible by keeping your communication ‘unbranded’ until the customer really understand the problem. Then make sure that you quantify your messages.
Learn more: How to make your CLM messages more convincing

4. Allow healthcare professionals the opportunity to review the treatment options in the light of the problem you have define
Learn more: Why e-detailing must give options to healthcare professionals

5. Apply the proven three-act storytelling structure to ensure that healthcare professional engage with your argumentation
Learn more: The storytelling method that works for e-detailing

5th March 2015

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