3. Do not try to impress your target with confusing acronyms and medical jargon. It can feel condescending and may alienate the person you are trying to connect with if they do not understand your message.
4. Alter it based on the receiver's interest. You can easily gauge a person's interest after the first few sentences. If they are not interested, thank them for their time and move on. If you are meeting in person leave them a business card or if over the phone leave them a call back number if they need some time to process your message. Also, direct them to your website for more information or email them additional information if they are interested.
You will probably have to alter your message "early and often". For example, if you are speaking with a patient that is interested in cutting down their total daily doses, you may focus on the benefits of long-acting formulations or topical patches.
Focus on the benefits of MTM and other clinical services such as increased Medicare reimbursement, an increased number of refills due to adherence programs, or increased patient loyalty when pitching your services to another pharmacist or pharmacy owner.
Do you have an "elevator pitch" that works well for you? If not, shoot me an email and I will send you a sample elevator pitch I use for cold-calling patients!
About The Author
Blair Green Thielemier, PharmD is an independent clinical consultant pharmacist living and working in the Northeast Arkansas and Southeast Missouri. Dr. Thielemier is committed to helping advance the practice of pharmacy by providing training and guiding implementation of new clinical services in community pharmacies. Learn more and contact her at BT Consulting.
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