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

Stop the Excuses and Go See Your Potential Clients

If you’re a natural introvert and you feel energized and motivated by non-social situations, meeting with a reluctant client can be a mental and emotional challenge. Even extroverted personalities often view this task as a dreaded chore. If you’ve been ignored for weeks and your calls and emails are going unanswered, you may decide to push your elusive contact to the bottom of your list of priorities. But we recommend the opposite tactic: Bring them to the top! Take this challenge by the horns and use this as an opportunity to exercise your resilience, unflappability, and determination. Here are a few things to keep in mind as you stride forward.

You are doing your job. 
Your company hired you to do one primary job above all others — connect. You maintain relationships with clients and healthcare decision makers, even those who seem interested in slipping through your grasp. These unreturned calls aren’t personal, so don’t take them personally. And don’t let them stand in your way. 

Keep smiling. 
No matter what happens over the phone, or what kind of chilly reception you receive when you show up on an appointed meeting date, keep your best face forward. Assume the very best intentions from everyone you interact with, and stay friendly, polite and persistent. Keep applying gentle pressure and don’t let any cracks show in your professional demeanor. 

Recognize that you have something to offer besides product and pipeline information. 
Of course, you’re hoping to sell and promote your company’s products, but that’s only one small part of the complex relationship you maintain with any one of your clients. You bring unbiased data, research results, best practices, and disease information, including information regarding treatment pathways. If you aren’t bringing these things, consider making them a part of your interactions. 

Provide trust and stability.
When your clients interact with the company, they mentally put a face on the company’s actions, decisions, and products. And for a host of reasons, that face probably looks a lot like yours. Since you’re representing your company (not just one product, but the entire organization and its brand), infuse your meetings with a sense of trust, reliability, and continuity. Your demeanor and the details you remember between each meeting and the next can make the entire company feel like a trusted partner, not a cold and distant corporation. 

Don’t hesitate to reach out for support. 
If your clients feel more comfortable directing a question to a senior level manager, don’t lose your stride. This is not an incitement of your knowledge or skills, it’s simply a request for medical or contracting information that you can’t be expected to possess as a sales rep. Facilitate this meeting as well as you can. 

For more information on how to gain face-time with clients and use that time to your best advantage, reach out to the sales staffing experts at Buckman Enochs Coss and Associates.