Tips For A Well-attended Pharma Presentation

You've persisted and persisted to finally get some quality face time with the physician

and his staff, and you've scheduled a time and date to present your information. Now how can you ensure the best possible turnout at your event? Try these handy tips on for size.

1. Be different

Odds are, dozens of drug reps are stalking the hallways, competing for physician face time. Booking the same-old same-old is not the way to ensure a good turnout at your presentation. While it may be helpful to find out what the staff likes (in terms of gadgets, giveaways or catering), don't be afraid to stand out and be different -- it's sure to get you noticed by the physician and his staff. Don't be afraid to be creative, while still maintaining your integrity and authenticity.

2. Solicit staff involvement

Whenever possible talk to the staff ahead of time to drum up interest in your presentation. Offer a gift or incentive in exchange for some assistance from the staff secretary or office manager, who may also be able to garner interest from potential participants. Write hand-written thank you notes (not emails!) to everyone who assists -- this personal touch is a long-lost secret of great business. Remember, time you spend with the doc's staff is an investment that is sure to pay off for months to come.

3. Be flexible

The physician's schedule is largely unpredictable, so it pays to be flexible and considerate when emergencies and unplanned schedule changes arise. Be gracious and accommodating whenever you can and look for win-win solutions if the doc's schedule gets unruly. Whenever possible, plan a backup "just in case" or make attempts to create a contingency plan for possible schedule changes.

4. Incentivize thoughtfully

Some pharmaceutical gadgets and gifts make no sense whatsoever -- stress balls bearing the name of sedatives, for example. Be thoughtful and considerate and try to find out what the doc wants or needs so you can offer something that makes sense and will be used. Talk to the staff, or to the physicians themselves, to see what kinds of items would be most useful to them and plan accordingly.

If you use these 4 guidelines, you're sure to have an excellent turnout at your next pharmaceutical presentation. Remember to use audiovisuals appropriately during your presentation, to assist the participants in retaining as much of the pertinent information as possible. Good luck and have fun!

by: Andy Grant

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