Keep the Momentum Going
You’ve just had a great meeting with a prospective physician. They are interested but your products involve complex topics which may require more education for the physician to feel comfortable to start ordering this test for their patients.
This is a critical time as there can be all kinds of barriers (lack of time, patient loads, meetings, etc.) that prevent the doctor from getting this important educational information in a timely manner.
It’s important to keep the communication and education process moving so the physician gets to a place where they feel comfortable with your test.
One great way to do this is through video.
Imagine you just had a great meeting with a prospective physician and they had concerns about how to interpret your test results for their patients. Wouldn’t it be great to have a video library that had video clips that addressed this? And other common concerns from physicians? Maybe a video that outlines how to interpret test results showing a physician talking to a patient about their results.
Right after the meeting, this would allow your sales executive to send the physician an email and thank them for the meeting and include a couple of videos that address their exact questions or concerns.
By using video in this way you are able to:
- Get noticed (very proactive and sets you apart from your competition)
- Accelerate the decision process by delivering information quickly and credibly
- Create consistent messages to dispel common buying concerns and solve for pain points
- Start the conversation for the follow-up discussion
- Answers to common buying concerns
- Testimonials from current customers
- Case studies
- More in-depth videos which highlight key differentiators and how the technology works
- Meet the physician support team: i.e. genetics counselors, scientific liaisons, etc.
Call to Action
- Chat or Call Now
- Sign-Up or Purchase
- Set up a follow-up meeting
- Watch another related video
- Provide feedback
By utilizing video in this way, you increase your likelihood of continuing the discussion with the physician, decreasing the sales cycle, and helping foster quicker adoption of your tests.