WEBCAST ON CD
Sponsored by the HealthLeaders Media Marketing Awards
presented on July 11, 2007
Searching for the key to successful physician sales?
Quality time with physicians is hard to come by these days. An ever-expanding group of salespeople vying for face-time has doctors and their gatekeepers on guard. And when you do finally get in front of a referring physician, too often you spend that precious time listening to a litany of complaints—instead of focusing on increasing or maintaining referral levels.
Learn how to get in the door and make the visit count.
It is essential to get innovative with your sales efforts and differentiate your facility from the rest. Listen to physician relations expert Kriss Barlow, RN, MBA, and two of your physician relations colleagues, for this Webcast, hosted by HealthLeaders Media. During this 90-minute program, you’ll get strategies to beef up your physician sales program, get in front of the physicians you want, and effectively sell your healthcare organization without resorting to gimmicks or empty promises.
Learning objectives
At the end of the program, you and your colleagues will be able to:
- Transform conflict into opportunity
- Create the right environment to ask for business
- Prepare for an effective sales call
- Negotiate mutually-beneficial results
PROGRAM AGENDA
- Who do you see and how do you get to them?
- Getting past the gatekeepers
- Earning time with physicians
- How should you promote your healthcare services?
- Prioritize service lines
- Get physicians’ interest
- Plan for follow-up
- What should you do before, during, and after the call?
- Identify what you want the physician to do
- Determine the purpose of the call
- Deliver the right message
- Set expectations for outcomes
- Manage complaints
- Turning conflict into opportunity—a roundtable discussion
- Examples of tough calls
- issues and problems that can’t be fixed
- Q&A session
FEATURED SPEAKERS
Kriss Barlow RN, MBA, Principal, Barlow/McCarthy, a consulting group focused on hospital-physician solutions. For the last 11 years, Ms. Barlow, a certified sales instructor, has used her extensive knowledge of clinical and business development to support clients in physician relations, retention and sales, physician recruitment, and medical staff development. A nationally-recognized healthcare speaker, Ms. Barlow has presented at conferences for the Forum for Healthcare Strategists and the Society for Healthcare Strategy and Market Development (SHSMD).
James A. Munz, Physician relations and marketing consultant, Advocate South Suburban Hospital, Hazel Crest, IL. A professional with more than 25 years of progressive healthcare leadership, Mr. Munz is a healthcare marketing, promotion, and business development professional with expertise in medical staff development, physician engagement, and provider relations. A leader with proven abilities in identifying market potential and strategies to increase performance and volume, his current responsibilities include increasing revenue and volume through physician marketing, outreach, service-line sales, and recruitment.
Lori Marshall, Head of physician development, sales manager in marketing/physician relations, CHRISTUS Schumpert Health System, Shreveport, LA. Ms. Marshall, who was instrumental in the development and implementation of the sales process for the health system, serves as a consultant for CHRISTUS Health and works with other CHRISTUS facilities to help design the sales program and train sales personnel. She heads the physician referral development team for CHRISTUS Health and is chairperson for the referral development task force at CHRISTUS Schumpert.
WHO SHOULD ATTEND?
Anyone charged with physician satisfaction at their hospital, health system, or physician practice as well as anyone responsible for increasing or maintaining physician referral levels at their organization should listen to this show. Titles include:
- Business development and planning professionals
- VPs and directors of marketing charged with increasing referrals
- Physician relations representatives and physician liaisons
- Physician sales department managers and representatives
- Marketers specializing in physician relations
- Healthcare marketing consultants
Program Materials
You will receive an e-mail with presentation slides, and other materials that you can print and distribute to all of your peers at your location.
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