Who to speak to, what to say, and why the information you're gathering is important
If you're at the beginning of your journey as a Pangea Health rep you might have questions about what an office visit looks like. We all know what to do when walking into our personal healthcare provider's office - you speak to the front desk staff, potentially have a short wait, maybe look around at materials in the office, then get seen by your provider. At an overview level, Pangea Health office visits by sales reps look very similar with some of the exact same steps.
Office visits have an ultimate objective: interest the office in learning more about the brand you are promoting. To help accomplish that objective, Pangea Health has set up tasks sales reps can perform during an office visit that drive that goal in a measurable, trackable way. There are several different sales tasks that your brand may ask you to complete during an office visit.
Task 1: Introduction & Drop Off Materials
The first task involves two separate actions, speaking with the front desk staff and providing the office with marketing materials. When you enter the office do so with polite confidence. You have a good reason to be there, you're sharing information with them about a solution or service that can increase the quality of care for their patients, a terrific outcome for everyone involved. Wait in line to speak with the front desk staff if necessary, then begin your pitch!
Introduce yourself and the brand by telling them who you are, who the brand is, who the brand serves, and what value they offer. Here is an example:
Hello! I'm Alyssa here on behalf of Expressable, a live speech therapy solution that brings personalized curriculum into the home, improving communication outcomes for pediatric patients and their families.
If you're struggling to write your pitch based on the information available in your marketing materials, feel free to check out the brand's website for more information.
Ask the office if they've heard of the brand before or were aware that services/solutions of this type were available. The goal is to engage the front desk staff in dialogue that lays the groundwork for a genuine connection between them and you, increasing the chances that they'll be interested in completing the next task and potentially help you speak with the office's provider. If the person you're speaking with is engaged and interested, give them a little more information about the brand and then lead into the next task:
Expressable matches patients with a virtual speech therapist experienced in their needs, wether that be a language disorder, speech delay, developmental condition, or other communication diagnosis. They create a custom treatment plan, meet regularly for sessions, and provide fun and easy home exercises, video lessons, and ongoing support that helps the patient and their family accomplish their treatment goals together.
After the second part of your pitch, offer them the marketing materials your brand has provided you with and ask if they'd be interested in sharing the office's details with you so they can receive more information about the brand.
Task 2: Complete Questionnaire
The goal of the questionnaire is to generate a lead from the office's contact information and then qualify that lead based on their answers to the remaining questions. You can always fill out the contact information section yourself by asking the front desk staff for a business card (which you get to keep as an added bonus!). Any office staff member can assist with completing the questionnaire, a provider, office manager or receptionist will all work. We at Pangea Health look at every completed questionnaire, so any falsified or incorrect information will be identified quickly and the rep will be notified if additional clarity is needed.
Task 3: Show Informational Video
After the office staff member has completed the questionnaire, ask if their provider would be interested in watching a very short (less than 120 second) video about the brand. This is the only task that needs to be completed by a provider, which is a physician, physicians assistant, nurse practitioner, or other clinical staff member. You will not always be able to speak with the provider, they are often booked back to back with appointments or may have an office policy in place around not speaking to brand representatives without an appointment.
If you do have the opportunity to connect with the provider, show them the short 1-2 minute informational video and collect their signature after they’ve watched it all the way through.
We expect that office visits last anywhere between five and twenty minutes.