Here last week at Integrated MedReps, LLC, a physician practice management company focused on marketing medical practices, I had the pleasure of training a new practice marketing representative in referral based marketing techniques and strategies. While training new marketing representatives, I try to show them all kinds of situations they may encounter in the field. What I mean by this is I like to show them my very best referring office relationships, some relationships in progress, new referring offices that I may have visited once or not at all and some opportunities at local businesses, also called grassroots marketing. This strategy shows the marketing representative a real and accurate representation of what they will be encountering when they go back and market for their practice. This marketing representative was different than the other representatives that I train in that she had spent some time visiting doctors before we began training. Her main con
cern over the course of the training period was how to deal with the unpleasant or rude front office staff.
This brings me to the moral of the story. The solution to unpleasant or rude behavior is PERSISTENCE. We at Integrated MedReps, LLC, a physician practice management company, stress the two P’s of success, one being persistence. During your time visiting referring doctors offices, you will come across a variety of personalities, with a variety of behaviors. Being persistent will get you past the unpleasant situations and eventually through the door over and over again. There have been instances where an office I visited had an unpleasant feel, but being persistent, I went back the next week and found it was the total opposite. Sometimes the person that
was rude to you or would not listen may not even be there the next time you go back or that individual might be having a better day that day as opposed to your last visit.
So be persistent and do not let the tough situations get to you. If you experience and negative encounter, forget about what happened the last time you were there and go back because you have nothing to lose, and much to gain. Be the ray of sunshine, walk in with a smile and start new.
By: Chad Schwarz