Você está enfrentando resistência de um profissional de saúde. Como você pode convencê-los a experimentar seu novo produto?

Understanding a healthcare professional’s concerns is a major point of connectivity with them. It not only helps you be seen as a partner in their patient’s care but also helps you craft your message to specifically address their concerns and needs. Another advantage is that it puts you in a better position for future discussions whether it be for this product or others.

Understand Their Concerns: Listen to their objections and understand their perspective. Highlight Benefits: Emphasize the unique advantages and improved outcomes your product offers. Provide Evidence: Present clinical data, case studies, and testimonials to demonstrate effectiveness and safety. Offer a Trial Period: Allow them to use the product for a limited time without commitment. Education and Training: Provide comprehensive training and support to ease the transition. Address Cost Concerns: Discuss cost savings or financial incentives. By addressing their concerns and demonstrating clear benefits, you can build trust and encourage them to try your new product.

When presenting a new product to healthcare professionals, it's important to focus on how it can benefit them and their patients. Make sure to tailor your presentation to their specific needs and values. And don't forget, the goal is to show how your product can be a valuable asset to them, not just how it's different from others on the market.

As you present benefits you have two goals. First, get the doctor to understand the benefits medically, quality of life, and financially for their patients. Secondly, help the medical professional explain the benefits to their patients. I once had a doctor say to me, “I don’t have time to explain to my patient science they don’t understand.” So, in your message give the provider some phrases they can use to convey the benefits to their patient. If the patient doesn’t understand or feel comfortable about a new medicine, compliance will suffer. It doesn’t matter how good the medication is if the patient won’t take it.

Not only cite studies/evidence, leave the study with them. Be deliberate with the evidence. You don’t want to be seen as a rep who plays fast and loose with the numbers. You can also cite success with the product from specialists that this provider refers to, if you have that knowledge. This is even more powerful than studies in some cases.

Follow up is crucial. The provider needs to know that if a problem or concern arises you and your company are there to provide any support they or their patient may need. For a successful adoption of your product the provider needs confidence in both the product and you.