what makes a doctor prescribe for you, ideas based on sfe conference held in australia
DESCRIPTION
Universal ideas for succeeding in getting the prescription from doctor.what makes him to prescribe for youTRANSCRIPT
What Makes A Doctor What Makes A Doctor Rx Rx for you for you
What we think V/S What they ValueWhat we think V/S What they Value
Ideas from SFE Workshop’09
The Pharma executives opined..The Pharma executives opined..
The top 3 qualities of a great representative
1.1. TrustworthinessTrustworthiness
2.2. Product KnowledgeProduct Knowledge
3.3. ExperienceExperience
But, the Doctors see things bit But, the Doctors see things bit differentlydifferently……
• Doctor A says that she prefers meeting reps during the breaks.
• Doctor B says he likes to attend CMEs & DGMs that are more educational and not dominated by product pushes.
And More importantly..And More importantly..
• The doctors expect a prompt follow-up with answers to their product related queries
• Relevant product presentations
What Doctors ValueWhat Doctors Value
• The most useful relationships have been with reps the doctors know well,as these reps know his interests and style of practice.
• Doctors want quality interaction-more than a quality call.
What makes a doctor What makes a doctor RxRx..
• Doctors Rx for reps,who understand their practices and the patients they serve and take care of their professional needs by virtue of their expertise & familiarity.
Take Home Message…Take Home Message…
• Experience, accessibility and familiarity are
valued a lot by the doctors.
• Samples are not a high priority.
• Relationship matters more than any other Relationship matters more than any other
factorfactor
Let’s reflect Let’s reflect
• How to make our strength(Experience & familiarity) more productive?
• What efforts can we make to promote the right product/indication?
Pearls of WisdomPearls of Wisdom
“Between stimulus and response there is a space. In that space is power to choose our response. In our response lies our growth and freedom”.
-VICTOR E.FRANKL
(Author of "Man's search for meaning”)