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What are some effective ways to build a strong network in Medical Sales?

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Networking is a vital skill for any sales professional, but especially for medical sales reps who need to establish trust and credibility with diverse stakeholders in the healthcare industry. Whether you are looking for new leads, referrals, mentors, or career opportunities, having a strong network can give you a competitive edge and help you achieve your goals. In this article, we will share some effective ways to build a strong network in medical sales, from finding the right contacts to maintaining long-term relationships.

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Ajay Kuumar Vaashista

Entrepreneur, Founder & Proprietor at NaDiVa Health
Anoop Tripathi

Center Head at Medicover Hospitals specializing in Hospital Operations, Business and P&L Management
Sayantan Acharyya

Regional Manager | New Business Development, Key Account Management

1 Identify your target audience

Before you start reaching out to potential contacts, you need to have a clear idea of who you want to connect with and why. Depending on your role, product, and market, your target audience may include physicians, nurses, pharmacists, administrators, distributors, or other medical sales reps. You should also consider what value you can offer them and what you hope to gain from the relationship. For example, you may want to learn from an experienced rep, get feedback on your pitch, or introduce your product to a new account.

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2 Use multiple channels

There are many ways to find and contact your target audience, and you should use a combination of online and offline channels to maximize your reach and exposure. Online channels include social media platforms, such as LinkedIn, Twitter, or Facebook, where you can join relevant groups, follow influencers, share valuable content, and send personalized messages. Offline channels include events, such as conferences, trade shows, webinars, or workshops, where you can meet face-to-face, exchange business cards, and follow up with email or phone calls.

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Sayantan Acharyya

Regional Manager | New Business Development, Key Account Management
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Indeed. In today's VUCA world we need to establish our network. Where we need to connect with multiple ways wherever it's possible. Networking is not only creating your own venture to establish but also full of learning and understanding of the market, challenges,changes n most importantly the right person to build your rapport and relationship.Multi channels will help you to optimize your time.

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3 Provide value and follow up

Once you have made an initial contact, you need to nurture the relationship by providing value and following up regularly. Providing value means offering something that can help your contact solve a problem, achieve a goal, or learn something new. For example, you can share a useful article, invite them to a webinar, introduce them to someone who can help them, or give them a free trial of your product. Following up means staying in touch and showing interest in their needs, challenges, and feedback. For example, you can send a thank-you note, ask for their opinion, request a meeting, or update them on your progress.

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Anoop Tripathi

Center Head at Medicover Hospitals specializing in Hospital Operations, Business and P&L Management
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Building a network takes time. Be persistent in your efforts, follow up consistently, and be patient as relationships develop. Remember, the key is to approach networking with a genuine interest in contributing to the healthcare industry and solving problems rather than focusing solely on sales. Building lasting relationships is often more valuable in the long run.

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4 Expand your network through referrals

One of the best ways to grow your network is through referrals from your existing contacts. Referrals are more likely to trust you and respond positively to your outreach, as they have a connection with someone who knows and recommends you. To get more referrals, you need to ask for them and make it easy for your contacts to introduce you. For example, you can ask them if they know anyone who might benefit from your product, service, or expertise, and provide them with a brief introduction that they can forward to their network.

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5 Keep learning and improving

Networking is a continuous process that requires constant learning and improvement. You should always seek feedback from your contacts and measure your results. For example, you can ask them how they found your communication, what they liked or disliked about your product, or how you can help them better. You should also track your networking activities and outcomes, such as how many contacts you made, how many meetings you scheduled, how many referrals you received, or how many sales you closed. By doing so, you can identify your strengths and weaknesses, and adjust your strategy accordingly.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ajay Kuumar Vaashista

Entrepreneur, Founder & Proprietor at NaDiVa Health
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One way of building a successful relationship is having a learning approach. Customers like Surgeons, Nurses can be told that you are here to learn from them. This gives an opportunity to have longer discussions, seek their opinion and make them feel important

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What are some effective ways to build a strong network in Medical Sales?

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1 Identify your target audience

2 Use multiple channels

3 Provide value and follow up

4 Expand your network through referrals

5 Keep learning and improving

6 Here’s what else to consider

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