+ 
  + 
* Resources
* Search for:
   Search for:
# Pull Marketing in the Medical Device, Pharmaceutecial and Healthcare Industry
 Pull Marketing in the Medical Device, Pharmaceutecial and Healthcare Industry2019-03-08T14:28:26-06:00
**Push Marketing**refers to a marketing strategy in which you are **pushing** information towards your potential customer. Pull Marketing refers to a marketing strategy when you have clients coming to you to ask about your product or service.
!
Push vs Pull Marketing
> Medical Product Manufacturers – Push – Pull Marketing Strategies – Marketing to physicians, hospitals and ancillary healthcare providers.
**Medical Sales Reps: Imagine a day without cold calling and simply calling on clients  interested in a product you represent.**  *(MedCepts Founding Member: 1999)*
**Healthcare Providers: Imagine a day without reps disrupting your schedule and simply calling when you express interest in a particular product.***(MedCepts Founding Member: 1999)*
**!Pull Marketing**: Healthcare Providers requesting information on your product or service. Pull marketing generally produces higher conversion rates and tend to have shorter sales cycles.  Additionally, it results in customers coming to you seeking more information. Creative marketing exposes information to those who are actively pulling information into because of  current needs. In short they are specifically looking for answers, options, information and/or resources.
**Pull Marketing:**Working to establish a loyal following and drawing customers based on reputation, great products, services,  great reviews, etc.
**MedCepts is a strong advocate for Pull Marketing**– MedCepts has developed several community websites, with sites solely dedicated to niche divisions, such as our division for healthcare providers. For our healthcare provider members, we offer a semi-public Directory of Medical Product Suppliers and service providers. This serves as a resource tool and we have always welcomed inquiries from healthcare providers relative to additional product information.  Either directly through introductions to the manufacturers sales reps or as a confidential inquiry for additional product or service information.  A product inquiry from an end user, such as a healthcare provider, indicates a heightened interest.
Push Marketing – Pushing out disruptive messages in mass, whether the recipient is willing or receptive, with hopes of volume to “pull” in interested parties. Push marketing direction may also include building hype through distributors. (Increased distributor incentives, commission, profit margins.) Push Marketing has been the norm for the advertising and marketing industry for the past century. Big companies rely on mass market penetration to hit expectations, build brand and increase product awareness.
> ##### **When you have a great product, you don’t have to be a great marketer.**
###
### Balancing the push and pull marketing strategies in the medical and healthcare industry – a little bit of push and a little bit of pull.
Ideally, using a combination of “pull” and “push” marketing strategies in the medical and healthcare industry can significantly boost your company’s overall marketing effectiveness.  A pull strategy stimulates demand and motivates customers to seek out a product or service.
For well over a decade MedCepts has been aligning and managing independent rep sales teams and medical sales distributors.  Thus providing innovative outsourced sales force solutions,  offering a diversity of network solutions for medical product manufacturers (medical product suppliers), healthcare providers and independent manufacturer sales representatives. Over the years, we have been introduced to tens of thousands of marketing strategies.  Including sales brochures, sales training materials and various types of marketing collateral for sales team members of medical product manufacturers and suppliers.  These strategies aiding the sales team introduce the products and services to healthcare providers.
“**Make it simple,** memorable, inviting to look at, and fun to read.”   *Leo Burnett*
**“Have it say WOW!”**     *MedCepts*
Share This, Choose Your Platform!
#### Featured Jobs
#### Recent Jobs
#### Hot Topics
#### Blog Categories
  1999 -  MedCepts - Medical Sales Network. All Rights Reserved. All logos and trademarks in this site are property of their respective owners.
 |  |  |  |  |  |  |       Go to Top
# Selling To Hospitals
 Selling To Hospitals2019-04-11T08:02:54-05:00
## Tips for selling to hospitals and aligning with medical sales representatives with experience and relationships in the hospital buying process.
Over the years selling for most industries has changed relatively little compared to how selling to hospitals and healthcare organizations has! changed. Ask any professional salesperson, with 15-20 years experience, as we have. Their perspective, times have changed for a sale into hospitals. The bottom line, it is virtually an entirely different job than it was 20 years ago. (Or is it?)
Some believe it was relatively much easier to access the economic buyers than it is today. This holds true, for selling to hospitals, physicians or other healthcare providers. In the past, often appointments weren’t needed. However, when made, the appointments were not several weeks out before getting in as they tend to be today.
There was a time when sales reps would carry a bag of promotional goodies. Often pens, coffee mugs, note pads or other trade specific items and as clinical professionals we looked forward to same. Today, we  and clinically educated professionals are recognizing the growing .
In the past, often a sales rep would wait in the back room or mosey around in the halls – either in the physician office or the hospital setting – waiting to catch their “economic buyer” such as the physician, nurse, office manager.  No gatekeepers, could that actually have been possible? Remember the “Pharma-rep slide” concept and training with this methodology to other-than pharma sales reps similarly? (I will never forget the first day I heard a vendor training reps about the ‘pharma slide’.) How about free samples and, ultimately, often expected by many. Luncheons? Or the huge chocolate trays for the nurses station? Mmm – truffles – Yes, I do remember those days.
## Regulators
Let’s take a look at a few of the regulators – have we seen any changes there? How far can you go back recalling changes – let’s just consider only a few: Anti-kickback laws – Stark Laws – Budget Act – Health Reform – FDA Regulations – Manufacturing  – Compliance – Certification – Licenses – Sunshine Act…..
## Clinical Knowledge
Back in the old days a healthcare or  with a good command of “Clinical-Lingo Capabilities” could talk shop with and quickly make sales to doctors. Is that really all it took to close sales? It is often thought, there wasn’t a true need for understanding the economics of the sale. Or was there? Sure there was – Just as there is today. Bottom line – sales representatives of today (and yesteryears) – need to know what they are talking about – they need to know their product, clinical benefits, economic benefits and much more.  is not an option; it is essential for both individual and organizational success.
### What is the Sales Process for selling into Hospitals?
You need to know about your competitors already in facilities.  Identify what is needed to successfully compete in the market.  It will be beneficial to have some understanding about buying groups. Successful sales reps know already if the hospital or physician’s office belongs to a particular . The landscape of  is huge. Our own  has become rather extensive over the years and special attention will need to be considered relative to the multiple call points of various decision makers in the hospital setting when building your sales force.
Health care professionals are trained to read, research and utilize resources. They tend to look for the most detailed  they can find but if there is only time for the “30 second elevator” conversation, be sure to be able to provide a “Wow” presentation that can be quickly viewed. Credible reprints from their favorite magazines, newsletters and journals can be of added value. Very often, they typically know a “WOW” when they see it.
Furthermore, there are endless benefits to research data/information presented for products. The point is, the presentation should be short and sweet resulting in that initial “WOW” feeling. Treat buyers like experts in the field, because they are. Often, these clinical experts are great ! Hospital buyers will know what else is out there and has investigated the market (for their facility) in depth. Besides that, sometimes the purchaser may be a physician and understanding more about  can be additionally helpful.
### Medical Sales Representatives with Experience Selling into Hospitals
in selling to the hospital setting. Certainly, the successful hospital sales representative will take a consultative selling approach and develop credibility and trust. Most successful hospital sales reps will have already developed credibility with the exact niche contact needed for selling in the hospital setting. If they don’t have the relationships already, you may want to consider seeking out other candidates or you may want to provide a sales candidate the opportunity to develop those relationships. The key element once they present your product or service is to be sure they are provided the tools they need to show YOUR PRODUCTS and credibility of the company. This is critically important whether you are selling into the hospital or selling to any other healthcare provider.
### Know Your Competition of Quality Medical Products with Successful Sales to Hospitals
### Competitors’ Matrix
A competitive matrix is an analysis tool that helps you establish your company’s competitive advantage. Begin a chart type or list of columns and be sure to be honest here. Explore with sales reps their potential interest in your products or services to identify their level involvement. Understand from the .
Expand your sales team for selling into hospitals with . Based on a  conducted with over 5,000 sales reps, the highest earnings were those with over 20 years of medical sales experience.   can provide your company a competitive edge and significantly cut your costs for a sales team.
Get started with finding independent reps and distributors. Check out a few  for independent reps and distributors that are publicly available where you can see how others are aligning with team members for selling to hospitals.  Be sure to post your sales opportunity today to begin selling your products to hospitals.
Planning steps for small businesses to sell their products or services to hospitals can be identified by working closely with experienced medical sales representatives.
# Healthcare Marketing Directories
 Healthcare Marketing Directories2019-04-11T07:59:40-05:00
**Marketing Directories** – Our proprietary network directories (of members, partners, affiliates, mentors+) at MedCepts are extensive. Our proprietary medical and healthcare related databases include the Business Name, Provider name, Specialty, Category, Business Location address, Mailing Address, Specific Contacts – leaders and decision makers for various departments, Direct Mail, Email, fax numbers, and more.
### Product Launch – Service Introductions Marketing Campaigns:
* Fax
* Email
* Direct Mail
* Telemarketing
* Newsletters
* Social Media
* Roll out in stages, for start-ups to Aggressive Promotions
Target Specific: Healthcare Providers & Practitioners, (MD’s, RN’s, LPN’s, PA’s, EMS, Safety, Techs, Students, Educators: Clinical Educators, Nurse educators…. niche specific. e.g. Diabetes Educators) Care Facilities, OEM’s, Manufacturers, DME suppliers, Distributors, Pharmacies, Group Purchasing/Buying Groups – Practice Specific, Agencies, Universities, Corporate Wellness & Occupational Health, Venture Capital, Investors and more
* Hospitals, (Acute Care – Critical Access<25 beds), IDN’s (Network of facilities and providers) Surgery Centers, Clinics, Nursing Homes, Radiology/Imaging
* Physicians: Specialty Specific (Internal Med, Family Practice, Surgeons, Dentists, EMS, Chiropractors…)
* Facility or Department Specific: OR, Purchasing, Materials Management, BioMed, GI, ENT, GYN, Cardiology, Infection Control, Anesthesia, OT/PT, Nutrition/Dietetics, Small Business Advocates, Marketing Directors, DON’s, HR, Clinical Managers……
* Distributors: International, National, Company Specific, Product Specific, Specialty Specific, Stocking, Non-stocking, Direct Buy, On-line commerce….
* Specialty Niche Service Providers, Consultants, Contractors
* Hiring: Staffing, HR, Employment
* R&D: Research and Development
* Manufacturers
* Product Launch, pre or post launch service providers (New idea to Concept and Distribution. Patent, IP, researchers, clinical trials,
* Venture Capital, Funding Solutions +
* Vendors, Suppliers, Service Providers
Please Note: **MedCepts is not in the business to “Sell” contact lists.**The focus of our network is to provide support for sourcing / outsourcing processes and marketing within the medical and healthcare industry.
**!**
**The image below is an actual look into one of our databases! Notice the scroll bar on the right is only a partial way down and compare to the total number of entries on the left, reflecting over 1 Million entries! We have a long way to scroll down with this single database! (Over 6 million lines of data!)**
We sort by various keywords, codes,  and more. (NAICS, NPI, locations, specialties, specific providers – cardiology MD’s, RN’s Advanced Practitioners, Nursing Home administrators, etc.)
Need more? We’re not looking to boast, but if you need more…. take a look! The following offers an insight to just one of our divisions, reflecting the intense breakdown for one category within our directories. (Healthcare providers)
Additional 