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How to handle
top doctors???
Why top doctors are important?
The fact: 80% of business comes from 20%
of the customers
Rare and PreciousRare and Precious
They are
ATTRIBUTES OF TOP DOCTORS
Not willing to change
TEXT
Egoistic
Valuable
They have their own set of companies
Highly valuable customers for all companies and MNCs
Difficult to understand
Reserved
Difficult
They give less number of calls in a month
Less time for calls
Don’t allow for discussion unless for new products
Major driver of the marketThey
are. . .
Doctors & PGs follow their Rx
How to get close ???
Cost is long forgotten but
quality is remembered
for ever
Quality of information
Quality in service
Quality of relationship
Quality is about…
Care
Consistency
How to get close?Profiling
Profiling Profiling Profilin
g Profiling
Requirements
Utilize these Docs for ETP, CME as a speaker or
chair person
They are interested in these activities
And their presence bring crowd
Utilize them as KOLs
A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work.
He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.- Mahatma Gandhi
Credits
Slide1,2,3,6,7,9,14 Google imagesSlide4:Slideshop.com