How can pharma companies evolve, and exploit the remote selling opportunities, without losing the personal touch?
Traditional pharma sales has be associated with the personal
touch for decades. Face-to-face meetings were imperative to communicate with
HCPs, and the only way get results. But that’s no longer the case.
Digital evolution has changed the way we communicate in all
aspects of life, and business. It’s neither sustainable, or indeed sensible, to
stick with traditional routes. So, how can pharma companies evolve, and exploit
the remote selling opportunities, without losing the personal touch?
The good news is that a multi-channel (remote) sales method
can be just as personal, and even more effective than traditional sales. The
essential part, however, is knowing what channel HCPs prefer, and letting them
dictate how they communicate with sales professionals.
What is multi-channel?
Multi-channel sales is often mistaken as merely a digital
bolt-on to an existing model. When we talk about multi-channel amongst pharma
professionals, it’s clear that we still all have different perceptions of what
this means.
OUTiCO coined the phrase ‘multi-channel account management’,
when pioneering a new, future-proof sales approach back in 2011. At OUTiCO, a
multi-channel model means having the ‘immediate’ ability to reach the customer
(HCP) through a mix of different channels – whether it’s face-to-face, phone,
screen share or email.
Keeping it personal
Digital, or virtual, communication, is flexible, and
cost-effective – and is becoming the norm across many UK B2B industries.
Despite some people’s reluctance to move away from the comfort of conventional
face-to-face sales, HCPs are often delighted to have their own preferences
considered. It’s the personalised approach that gets results.
The key to successful HCP engagement, is sourcing
exceptional sales professionals who have the competence to sell using all
channels, and then furnishing these individuals with valuable accessibility
data to access the HCP with the most viable channel. What is more personal than
letting your customer dictate how you communicate?
If you’d like OUTiCO to open more doors and gain more sales
opportunities, get in touch to understand more about our ‘multi—channel’
capabilities.
The message is clear. To keep pace with the NHS, pharma and healthcare companies must act now and refine their digital strategy to meet the needs of a transforming NHS. OUTiCO
We often talk about multi-channel in terms of our sales model, but multi-channel has a whole host of benefits when applied to running a business too. OUTiCO
The Corporate LiveWire Healthcare and Life Sciences Awards celebrate global companies and individuals who have excelled over the past 12 months. OUTiCO
The Corporate LiveWire Healthcare and Life Sciences Awards celebrate global companies and individuals who have excelled over the past 12 months. OUTiCO