By: Susan Boydell | sboydell@barlowmccarthy.com

When we do sales training with teams, we always send out a survey before the session to understand their most significant challenges in the field. One of the most common responses is, “I don’t have anything new to share or tell my offices.”

So, what do you do when you have nothing to say?

Let’s dissect that challenge…

“I don’t have anything new to share or tell the office.” The first focus of this statement is on “I.” You guessed it, switch the conversation to be about them. What can you ask to begin a meaningful conversation – to learn something new about the physician and their patients?

Here are three ideas to help get them talking and you listening.

1. Happenings. Think about what’s happening in healthcare overall, in your local community, with a specific patient population, and how it might affect their practice. COVID is a perfect example. Throughout the pandemic, liaisons gathered excellent field intelligence by asking the provider what they were experiencing in their practice, what they were hearing from their patients. You don’t need a crisis to have this kind of conversation. Remember, you aren’t selling your services doing this call. You are building good will, and who knows what you might learn that sets up the opportunity for a return visit.
2. Expert Insights. There isn’t a physician out there who doesn’t like to share their expert opinions and knowledge when asked. Perhaps it’s the feedback you’ve heard from other physicians, or it’s something you’ve heard your internal leaders discussing. Perhaps there are impending changes to some of your services or a new process under consideration. These are all good ways to open a dialogue, and you can always use them in future conversations.
3. A Specific Patient Type. This is your opportunity to dig deeper. Perhaps a specific patient type could benefit from your services, but it isn’t very prevalent. You might need to start internally with your specialists to understand what that patient type might be. Learn what symptoms they might present with in a referring physician’s office and why your services could benefit this patient. It’s a great way to learn a little bit more about a referring physician’s patients and to get them talking and you listening.

If you’re feeling like you are just making a visit to make a visit, consider any of the ideas above to get out of that rut. Be proactive about it by identifying those offices where you feel stuck and creating your plan to get them talking. You’ll be amazed at what you can learn.

Looking for more in the trenches type help with your team? Have us in for a strategy day where we can take a deep dive into your teams individual challenges. If you want to learn more reach out and let’s set up a call. You can contact me at sboydell@barlowmccarthy.com.