Businessese.com (my go-to resource for all my legal contracts) is having a HUGE SALE that I thought you may be interested in!
From now until November 4th, you can save 50% off of every single item in the Businessese store.
All you need to do is use the code pharmd50 at checkout.
This includes the Customizable DIY Legal Templates for Pharmacy Consultants that we put together at Businessese.com/pharmd
If you aren't sure which one you need, you can check out Danielle's Masterclass on "Scripts for Success: Legal Forms for Pharmapreneurs".
Here are a few other items from the Businessese site that I personally use in my business:
It feels GOOD to have your legal needs sorted out, so stock up during the Businessese annual sale and use code pharmd50 at checkout to save 50% on any purchase you make.
Remember, this code is only good through Monday, November 4, 2019.
As always, if you have questions on what product might be the best fit for you, email Danielle and her team at firstname.lastname@example.org
(This email contains some affiliate links and I earn a small commission if you choose to purchase a legal form through my link. You may contact me for more information about referral links, as always, I only recommend products that I actually use.)
Blair Thielemier, PharmD is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country.
Last week, we talked about guiding a conversation from polite interest to pitching your business on the Patient Pay Path.
Today, we’re talking about the consultant pharmacist who is focusing in on the Physician’s Office Pathway in the Business Blueprint.
Here is the scenario:
⇢ Consultant Pharmacist works closely with Physician A in the hospital. After treatment rounds, Physician A is thanking the pharmacist for input and a job well done, and the pharmacist casually mentions their new consulting business venture.
⇢ When Physician A seems interested and asks how the Consultant Pharmacist could help them in their private practice, they aren’t sure what to say.
⇢ In a panic, they begin running through 101 ways they could work with a patient.
⇢ As the pharmacist is talking, Physician A thinks, "That sounds great, but that would probably cost a lot of money."
⇢ Physician A asks no further questions and wishes the pharmacist the best of luck.
⇢ The pharmacist leaves wondering if they should go home and make a business card to hand Physician A next time they see them.
What went wrong here?
Without realizing in, the consultant pharmacist blew an opportunity for new business because he or she wasn’t prepared with a concise response.
Has this happened to you?
If it has, don’t worry!
What you can do better next time:
When the Physician A seems interested, the pharmacist should instead begins with a succinct Elevator Pitch that focuses on how they help private practice physicians be more profitable and productive.
Physician A says, "Wow thats great, I'm a hospitalist, but my buddy owns his own practice and I think he'd be interested!"
Physician A then offers to connect the consultant pharmacist with Physician B.
The pharmacist uses the "follow-up script" from the Start the Conversation module in the Pharmapreneur's Business Blueprint and has a meeting with Physician B scheduled within a few weeks.
The pharmacist is excited and confident in pitching their services to Physician B and finally feel ready for their first "Yes!"
What can we learn?
The second situation led to a referral because the Consultant Pharmacist had prepared their Elevator Pitch the right way.
In a different situation, maybe Physician A is interested!
The primary takeaway is that we should keep things short and to-the-point to allow for easy conversation that will lead to profitable opportunities!
If you're finding yourself struggling with the sales conversation, the Pharmapreneur Academy is hosting a free live training on October 27th at 8pm.
Register for the last call of the year here!
Blair is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit in partnership with the NCPA Innovation Center, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country.
"[The Business Blueprint] really did [help]!
Have you ever experienced this scenario?
You’re at a party and someone asks what you do for a living. After casually outlining your business, the person expresses interest in what you’re doing and asks to learn more.
You feel like a deer in headlights.
What do you say?
I’ll tell you what usually happens with most new consultant pharmacists!
They give the well-meaning person the most accurate description of every service they could possibly offer, followed by a recap of their career experience from graduation to present while the party goer stands glassy eyed and looking for the exits ...
Obviously, this is exactly the WRONG way to approach the "Elevator Pitch.”
Pharmacists ask me all the time how to confidently 'sell' their services without feeling pushy or salesly...
Overhead by a Pharmapreneur Academy member, "[The Business Blueprint], it really did [help]! I would have looked like a total fool if I would have did a hard pitch to him. Also, it allowed for more of a conversation rather than a dynamic where it seemed as though I was just trying to sell him something."
Here’s how I recommend guiding the conversation in the direction you want it to go!
First know this:
Your potential client isn't trying to vet your expertise at this point, they are trying to decide if they — or someone they know — can benefit from your services.
Creating a succinct, Elevator Pitch helps to quickly articulate:
When you feel like you're getting off track or rambling about your services and you start to see a glazed look, you know you're off track.
So, how do you get back on track after this faux-pas?
Get things back where they should be by reminding yourself: "What this person is really wondering is what is in this for them."
Then, if they seem interested in moving to the next "phase" of the relationship, provide a convenient option to follow up with them.
"Sounds like you'd likely benefit from this service, would you like to set up a call/email/etc. next week and continue our conversation?"
HINT: At this point you should get their number/email/etc. and not leave it up to them to make the first move.
Was this tip helpful?
If it was, know that the Pharmapreneur's Business Blueprint gives you a step-by-step framework for creating an Elevator Pitch to help the potential client immediately identify if they are a good fit for your service, easy to use scripts for Pitching Your Services and strategies for Closing the Sale.
You can also join the Pharmapreneur Academy's next live call Sunday, October 27th at 8pmCT at btpharmacyconsulting.com/webinars1!
Blair is an independent consultant pharmacist living in Arkansas with her husband and two children. She is the founder of Pharmapreneur Academy, an online e-Course and Community where she guides pharmacist-entrepreneurs through the process and barriers of building a pharmacy consulting business. She hosts and produces the Elevate Pharmacy Virtual Summit, is the author of How to Build a Pharmacy Consulting Business, and facilitates in-person Business Planning Workshops and Mastermind Retreats for female Pharmapreneurs across the country.