America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Basic (and Effective) Tips to Land a New Client

Retaining an existing client can be a challenge, especially when the relationship becomes threatened by market headwinds, financial instability on the client’s part, or mismatched expectations on either side of the table. But there’s one thing that’s even more challenging than keeping a fading client onboard: bringing on a new client who isn’t inherently enthusiastic about your product. If the product or service doesn’t speak for itself, you’ll have to do all the speaking, and you’ll need to make a powerful argument on your company’s behalf. In order to get your message across, keep these considerations in mind. 

First, identify pain points. 
Before you begin shaping your pitch and honing your talking points, lay the groundwork with a little bit of research. Try to define the specific client problem that your product or service can solve.  Review the company’s business model, target audience, and recent history. For example, what problems does this hospital encounter during the heart valve transplant process? What friction exists between this rehabilitation center and its patient demographic? Before you fix what isn’t working, open the lid of the machine and take a look inside. 

Second, provide concrete solutions. 
Explain exactly how your product can prevent or reduce the problems you’ve identified. And when you’ve done that, be ready to go a step further; What can your product offer that no other market competitor can? Yes, your supplies, prosthetics, or drug treatments are necessary…But what makes them superior to other available solutions? If your product is innovative (like a newly available drug or unique diagnostic tool), then this will be easy. But if your product represents a commodity (like surgical gloves) you’ll need to offer superior value, price points, service, or contracting options. 

Offer reasons to go the extra mile. 
Choosing a new vendor represents change, and change can be difficult and inconvenient. Many clients actually prefer to pay a slightly higher price if it means putting off a difficult transition from one steady supplier to another. So if you’re asking your client to make a shift, or invest more time, money, or resources than they’re used to, be ready to explain why. 

Share a history of results. 
Provide your history of results in the form of visual data, narratives, and testimonials. Share graphs or charts demonstrating the clear benefits your product has generated for previous clients. Explain how past clients have moved through a narrative arc from the problem, to the product, to the solution. Seal your stories with testimonials whenever possible.

When your healthcare company needs medical sales professionals who can relate to your clients and identify the right solutions for their problems, contact the pharma sales recruiters at Buckman Enochs Coss and Associates.