(Date published: 25 January
2002)
Jeremy Tromans
AllAboutMedicalSales.com
Gate
Keepers' are one of the most common obstacles that you will face as a Medical
Representative, namely the Receptionist. She feels that it is her duty to
protect her Doctor from the likes of you. Whilst from the outside she may seem
to be an insignificant member of the practice, very often she holds the key
that you need.
These are a few phrases that you will become accustomed
to:
- "The diary is full"
- "The Dr does not see reps"
- "He/She is too busy"
- "The Dr isn't in"
Or you may find that, she simply won't ask
him if he'll see you. She won't repeat what you've said. She uses negativity
when relaying the message to the Dr.
It is an all too common problem
that receptionists are treated disrespectfully and it's no wonder that they
become defensive when they see 'one of you' walking into the surgery. Always
remember that if you can't get by reception - you don't stand much of a chance.
So how do we overcome this?
Here are a few suggestions:
- Always remember that the receptionist is human
- Show her respect and spare her some time
- You need her to be your friend - so treat her like one
- Make a mental effort to remember her name and personal details
- Assess the situation - approach accordingly
- Be different - be you
- Find an alternative - something that will trigger an interest in what you have to offer
- Always thank her on your way out
Receptionists are not the only people who are invaluable to you within your role as a Medical Rep. No matter who you come across - be it a Nurse, a Junior (who is the Consultant of tomorrow), a Professor, or even the Janitor - anyone can be a source of information or provide assistance when you need it most. People sell people and you need to sell you to everyone you encounter.
