Being an independent medical 
sales rep is much like running your own business. When you own a business there are always areas that you need to look at. These include:
- Knowing your customer
- Marketing your business
- Managing your time
The medical sales space is filled with people who have come from different walks of life, hoping to make their fortune selling labs, devices or ancillary programs. The truth is that many people leave disillusioned after a short period of time without any success.
It can be all too easy to simply go out the door each day without a real plan on who or where your call points are or even thinking about what value you bring to the customer. Sure, you may have a product, even a great one, but why do they want to buy it from you?
How you show up to your customer is based on their perception of YOU. What do you represent? What is their first impression? Do you know what you are talking about and will you be honest if you don’t? What is your value?
Before you even go out the door you need to think:
Who is my customer?
Do an analysis of the relationships you have or consider an area that you have a special interest in. If you have worked in the medical field before you likely have some good connections already. Get to know your doctors and know what their pain points are. Is it lack of time, money or resources? Are they overwhelmed with regulations and procedures or have problems getting their money in on time?
As a true consultant to these physicians you have a solution for all their problems. There is never a problem in business that money can’t fix! Having conversations with your doctors helps give you insight into what keeps them up at night. Build a relationship with them to help them feel that with you, they have a partner on their side.
Market Your Business
I came from a long background of retail pharmacy. One thing when you are in retail you need to spend money on marketing because there are PLENTY of competitors out there. Every business needs to have a marketing spend. The average figure is around 5% of your revenue is a good spend for marketing. For a rep planning on making $100,000 a year, that’s a $5,000 budget for marketing.
As a sales rep, how do you market yourself? Some of you may have a ‘lunch budget’. Personally, I never had a large amount of success buying lunch for a whole doctor’s office that wasn’t already a paying customer. Most reps have a business card that they hand over and maybe a flyer or 2. How does that set you aside from your competition?
At Every Ancillary our goal is to give you the tools you need to successfully market your value to physicians. Our platform provides what you need to position yourself as a TRUE consultant and help you find that handful or two of doctors that buy not just 1 product or program from you, but many and put you on the path to be a Million-dollar sales rep. The most successful reps build their foundation on strong relationships where they deliver value. The Every Ancillary platform provides you a professional catalog of services that will undoubtedly make you stand out from the crowd as a person of value.
Additionally you can have your own website, a comprehensive catalog, flyers to represent every program you have and the training to back you up so you can be a Million-dollar sales rep.
Managing Your Time
Time is our scarcest resource and using time wisely will help you not only grow your business but consolidate it too. With a strong platform of ancillaries, you can not only save your own time looking for the next solution to add, your doctor can save time too by using you as their one stop resource for all things ancillary.
Set aside time to plan your business – where are your customers, what do you offer them, who do you need to follow up with, update your CRM and how can you add value to them this week. Every 1 minute spent planning will yield 10 x that in results.
Partnering with Every Ancillary is a way to help you find your customers by helping you align to solutions that speak to you and the doctors you serve. We provide you the marketing tools you need to present yourself with professionalism and value and we save you time by putting it all together and making it easy.