Planning great content for each sales meeting with hospital execs and physician leaders is equally, if not more, important than the actual meeting. Without a focused agenda, the right content, and a maniacal focus on progressing the relationship to the next step, you'll be wasting everyone's time.
Let's dig deeper on how personalized data, focused on telling cohesive story, can help you deliver a successful kick-off meeting with your hospital or physician prospect.
Here are 12 content ideas based on a provider's actual business that you could incorporate into a first meeting that is guaranteed to generate lots of discussion, allow you to learn a ton more about your prospect and most likely to lead to many follow-up discussion on your path to closing the deal.
3. Top Procedures
The financial health of a provider's practice is paramount to their ability to continue to deliver care and serve their communities. Physician's may be hesitant to talk about the finances so start by summarizing the top procedures performed to begin to understand the drivers of revenue and cost in their operation. Are their other procedures that aren't in the top 5 that they enjoy doing or want to find ways to deliver more of certain types of care?
4. Care Settings
Show a breakdown of where the provider delivers care - in the office, hospital or outpatient setting. This information will vary by the doctor's specialty as primary care physicians obviously spend more time seeing patients the office and specialists likely perform more procedures. For specialists, the breakdown between inpatient and outpatient settings can impact practice revenue and create opportunities to discuss shifts in care delivery and other broader trends in their line of specialization.
7. Shared Patients
Your physician prospect will be very interested to understand how their patients flow throughout their community of physicians and hospitals. The overlap with other specialities will shed light on how their patients' are navigating their local healthcare system. It will also inform which types of relationships matter most as you discuss approaches to care coordination and the overall status of the doctor's referral sources.
10. Industry Relationships
The Sunshine Act requires pharmaceutical companies and medical device manufacturers to disclose payments and gifts awarded to every physician. This information can inform discussions with healthcare providers about their attitudes towards these relationships. Not all payments are created equal. Some payments indicate deeper, more entrenched relationships.
11. Their Competitors' Industry Relationships
Your prospect will probably be curious to know about the industry relationships of other, similar specialists in their area. Highlight ways your product is different from the competition, and ways your product helps the physician during its use. Some of these companies may be your partners, in which case, try highlighting how your respective products work together.
Building in content to your sales meeting that helps get your prospects talking and ensures you get to listen and learn is a powerful sales strategy.
At Carevoyance we make it easy to access a plethora of data and intelligence on every healthcare provider.
We also make it simple to automatically generate professional-looking content that can be incorporated into your sales decks, printed out in easy-to-read reports or even emailed to your prospects as a summary and follow-up to your discussion.
Bringing data to your first meeting will impress your contacts and establish your credibility as a value-add partner.