Here are some very short tips I'm going to share for fellow pharmaceutical sales rep whose using brochure to promote their company products. It is well known that brochures are part of detail aids, which also includes things like videos, clinical papers and material that's quickly gaining popularity -- digital detail aid.
Digital detail aids are becoming more popular due to the advancement of technology. I've already seen some companies using iPad as tool to present their marketing materials. In fact, I'm using my tablet laptop to detail to healthcare providers.
And perhaps, that's the thing pharmaceutical sales reps need to consider as they go along. So here are some tips to consider:
Digital detail aids are becoming more popular due to the advancement of technology. I've already seen some companies using iPad as tool to present their marketing materials. In fact, I'm using my tablet laptop to detail to healthcare providers.
And perhaps, that's the thing pharmaceutical sales reps need to consider as they go along. So here are some tips to consider:
- Use pen as pointer. Many beginners (and even some veterans) forget to use pen to point to important key messages. Instead, they use their index finger which look inappropriate in such instances.
- Be familiar with your brochure. 'Familiar' does not imply knowing everything words for words but knowing which section is relevant to the customers' situation.
- Make it relevant. Some reps think it's cool to be able to articulate brochure page by page but they're missing the main point: Make the page (and key message) relevant to your customers' situation.
- Know when to let go. And it's also important to know when to take it back since some customers are known to take the brochure from the reps hands. Make sure you act tactfully.
- Make sure it's charged. When using hi-tech gadgets, like iPad, or anything similar, it's pretty embarrassing when everything goes blank during your presentation. The simplest step to avoid that is to charge it fully beforehand (I charge almost daily).
- Leave it behind. The brochures are meant for customers and not for reps detailing bags.
