By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
First impressions matter. Whether meeting a new specialist, engaging with a practice, or interviewing for a job, how we present ourselves shapes the relationships we build. We’re in the business of making the right impact and it always starts with our ability to connect. Most field staff want to be viewed as credible, engaging and professional, knowledgeable and helpful.
But first impressions aren’t just for first meetings. The way we show up – day in and day out – impacts both our external relationships and our standing within our own organizations. Over time, comfort can lead to complacency. Have we become too casual in our interactions with practices or internal stakeholders? Has a friendly, informal style blurred the lines of professionalism?
Staying sharp requires self-awareness. Here are a few ways to ensure that every interaction reinforces credibility and professionalism:
1. Preparation is essential.
Lack of preparation is the first sign that the impression meter has slipped. If you’re asking for someone’s time, do your homework. Review past conversations, set an agenda, and have a clear goal for the discussion. Preparation shows respect, builds credibility, and ensures every conversation is productive. Ask yourself: Were you fully prepared for your last internal or external meeting? If not, what could you improve?
2. Choose the Right Medium for the Message.
How we communicate is just as important as what we communicate. Texting, while convenient, is often too informal for important business conversations. Quick messages can be misinterpreted, get lost in the shuffle, or fail to move the referral process forward effectively.
Before sending a text, ask: Is this the best way to communicate this message? Would a call, email, or meeting be more effective?
When texting is appropriate, be intentional. Avoid slang, be mindful of tone and consider the recipient’s schedule. Internal stakeholders rely on you to foster relationships and referrals – every message should reflect that responsibility. Internal stakeholders are entrusting you to earn relationships and referrals, you owe it to them to create a thoughtful message.
3. Be Clear and Concise.
Every conversation and visit should have a plan that considers the audience’s time. Some people need to talk to think. If that’s you, spend more time with notes to get organized around your agenda before your meeting. For external conversations, bring strong clinical insights and a clear value proposition. Internally, demonstrate your ability to tell the organization’s story in a way that strengthens alignment and support. Remember they judge how you work with referral sources by the way you interact with them.
4. Maintain a Professional Presence.
Whether on Zoom or in person, your presence matters. If you’re invited to a meeting, be engaged, don’t just log in and multitask – and be on camera. Prepare based on the agenda, contribute to the discussion, and read the room when it comes to social interactions.
For those with C-suite exposure, every interaction is an opportunity to reinforce trust. Keep your communication concise, insightful, and professional. Never take their time or your presence with them for granted.
Impressions Matter – Every Time
Great physician relations teams earn credibility through every interaction with every stakeholder every day. Staying professional, prepared and intentional in our communication strengthens relationships and drives results. Sometimes, you may be the only professional in the room. That’s okay!
The hallmark of great physician relations is the ability to earn credibility and trust with a variety of people every day. Impressions matter every time. How we show up today influences the opportunities we’ll have tomorrow.
Building strong relationships and earning trust takes intention and consistency. If you’re looking to refine your approach and elevate your physician outreach, we can help. Reach out to us at info@barlowmccarthy.com to start the conversation. Let’s make every impression count.