¿Cómo puede destacar las mejores características de su producto para las ventas médicas?

Me parece clave conocer y entender a las personas con las que vamos a interactuar, lo que valoran, esperan de un producto, que les motiva a decidir por una u otra opción en su toma de decisiones, pero tambien que les condiciona, puede ser la politica sanitaria, coste/beneficio, que hacen los lideres de opinión mas valorados, que argumentos consideran clave en un producto por encima de otros factores, la imagen que tiene una compañia farmaceutica, etc. Si no tenemos esta información, da igual los argumentos que vayamos a utilizar o las estrategias de promoción.

DTC marketing targets consumers directly using digital channels like TV and social media, while the target audience in pharmaceutical detailing is healthcare professionals.

The best feature of any product depends on the needs of the customer . The best feature you are telling your customer for your product may not be his need. The first step is to find out the pain point of the customer. Ask what are the features he is looking for. Then prepare your pitch and deliver showing how your product best fit in amongst all solutions available and in long run how it is going to make impact economically as well as in establishing repo.

Understanding the audience is the pre requisite. Same product can be detailed differently depending on the target specialty. Even the indications can be different for the same product for different specialty. For new products, organisation can send a model detailing which can be further modified as per the place & conditions by the reps

One of the key features of our products is that all the products are being manufactured with high standards and high quality starting from the active constituents and ending with the excipients as well. Moreover, they are offered with in hand prices and available always.

Build trust and credibility: Emphasize your company's expertise and experience in the medical field. Share relevant certifications, awards, or industry partnerships. Emphasize compliance and regulations: Assure potential buyers that your product adheres to all necessary medical regulations and safety standards. Offer demos and trials: Allow potential customers to experience your product firsthand through demos or trials. This can be especially helpful for complex medical equipment or software. Follow up and build relationships: Don't just make a one-time pitch. Nurture relationships with potential clients, address their evolving needs, and provide ongoing support and education.

we have to do our research about our customer and collect info, data , hints and more . in addition, A well trained and smart sales person will close the cycle when visiting him and complete painting his profile . the medical representative is a good example .

1. Research your target audience: Conduct thorough market research to gain a deep understanding of the medical professionals or organizations you are targeting. Identify their roles, specialties, pain points, and the specific challenges they face in their work. 2. Identify their needs: Once you have a clear understanding of your target audience, identify their needs and requirements. What problems do they encounter in their day-to-day work? How can your product address those challenges and provide value? By identifying their needs, you can align your product's best features with their requirements.

3. Highlight relevant features: Based on your research, determine which features of your product are most relevant and beneficial to your target audience. These features should directly address the pain points and challenges they face. Emphasize how your product can improve efficiency, accuracy, patient outcomes, or any other relevant metric. 4. Use relatable language: When communicating with your target audience, use language that resonates with them. Speak their professional jargon and terminology, demonstrating your understanding of their work environment and challenges. Avoid technical jargon that may confuse or alienate your audience.

I agree, first understand the pain points and the needs of the target customers, there after, provide a solution to their needs

Before engaging with healthcare professionals (HCPs) to promote our product, it is imperative to understand the prescription behavior of each HCP thoroughly. Utilizing tools like Retail Chemist Prescription Audits (RCPA), we can gain insights into the specific molecules preferred by HCPs for various diseases. Armed with this knowledge, our interactions with HCPs become more targeted and impactful. By aligning our product benefits with their preferences, we can effectively highlight the unique selling propositions (USPs) of our product. This tailored approach not only addresses the specific needs of HCPs but also positions our product as a valuable solution in the treatment landscape ultimately contributing to increased product sales.

Highlight how the features solve problems: Instead of merely listing the features of your product, explain how those features directly address the challenges faced by medical professionals. For example, if your product automates a time-consuming process, emphasize how it saves time and allows healthcare providers to focus on patient care. Emphasize improved outcomes: Focus on the positive outcomes that your product can deliver. Whether it's improved patient outcomes, increased efficiency, reduced costs, or enhanced accuracy, highlight the tangible benefits that your target audience can expect to achieve by using your product.

Feature Benefit selling is important to show case how the customer will benefit from you product and show case with real life examples how it will solve their needs

Aim to provide accurate and reliable information of the product so you can earn the doctors’ trust as a source of credible information and it will be easy for both of them.

Know your competitors’ products as well as you know your own. Acknowledge your competitor’s strengths -they have them or they wouldn’t be used. Understand your customers and what’s important to them, then have a conversation about one key relevant clinical differentiator and what benefits it could bring to them and especially to their patients.

Highlighting Product Differentiation with the "Job to be Done" Principle. The "Job to be Done" principle can help you distinguish your product from competitors, making it the ideal candidate for the job.

Here I say that “Differentiate first yourself from your competitors; the product will be differentiated 50%” If the sales rep is able to understand this point, they can actually win the customer quite fast. This differentiation will come from interpersonal skills, product knowledge & presentation. Confidence is the key & practice is the mantra.

Our products in Shiba Pharma are the most trusted among the products in the market because we are among the first companies in our market with the vision of having our products being manufactured with high quality not to be only offered to our local market in Yemen but to be even exported to many international markets and we are currently exporting to many international markets.

In my experience one has to first understand the ecosystem under which the doctor operates. The perspective of an individual clinic practitioner will be definitely different from a corporate clinical Practitioner and academic clinical practitioner . These practitioners while providing health consultations and services cater to very different segments of the society and these considerations and their target segments drive their decisions in adoption.Hence all marketing or visual aids should be able to appeal to all three types of practitioners to widen the scope of market engagement and sales.

The following elements are also required: Make a sales and distribution training programme for your clients. Supplies and marketing aids are provided. Set up training seminars for the product's sales staff. Spare parts and servicing help should be available from properly qualified service workers.

Pharmaceutical detailing is a marketing activity where medical sales representatives use product brochures or digital presentation tools to deliver relevant information about a pharmaceutical product to convince doctors to prescribe a medicine.

Actually I found helpful hands on demonstration with big audience in order to inform, train and find out strategies to make my product useful to them.

To properly communicate your USP to your customers, VAs are very important because within them are information and journals that can help your case. Also the sales person should always state features and benefits tailored to their customers needs.

Visual aids should be used as Aids only not the full detailing in one call. Proper use of VA is an art which can be honed with proper training and it requires the Product knowledge. Regarding your product, no one should know more than you. After that presentation is a skill which can be mastered only by practice & there is no one way to detail. It will change as per the customer. Hence be ready & use VA to highlight important points only. Don’t keep it open in the whole call. If used properly, the visual impact of the VA remains longer & brand recall is the benefit the rep gets

Visual aids are very important to help getting the customer attention and comprehension. We always in Shiba pharma issue a brochure or fliers with every new product to the market.

Sometimes objections can offer your greatest selling opportunities. It gives you insight to what your customer is thinking, what’s important and what they want. Overcoming these issues is where selling the begins.

Rejection is not personal, the mistake most sales people make is taking rejection personal. Rejection or objection is an opportunity to buttress your point, it is an avenue for clarity, the customer may not be fully convinced or he has his reservation thus the objection or rejection. So take the opportunity and build on it.

Objections & questions are good if handled properly. They indicate that the customer is engaged & if their inquisitiveness is answered properly, one can win a customer. One can convert an occasional customer to a loyal customer by engaging them in question & answer session to solve their objections. There is another issue that if the customer is not interested at all, they may ask non related questions or raise ghost objections. These can be hypothetical or rhetorical questions which need not be answered. So use your brains & differentiate if the objections are genuine or just fake

Product feature can be highlighted best depending upon the need of Customer like 1st of all painting patient picture then tag our product with customer need depending upon feature and benefits.

Lack of transparency in detailing practices can be an ethical concern as healthcare providers may not always be aware of financial relationships between pharmaceutical companies and representatives who visit them.

We also need to understand the current financial and medical insurance market and be able to help the provider know the insurance coverage of those products in his patient population. As a pharmacist I can see how some patients are not able to pay for their meds, they won’t tell their physician, and those features or benefits are not available for their pocket.