{"id":204336,"date":"2022-08-22T10:00:00","date_gmt":"2022-08-22T08:00:00","guid":{"rendered":"https:\/\/www.bluenovius.com\/?p=204336"},"modified":"2023-04-20T15:08:29","modified_gmt":"2023-04-20T13:08:29","slug":"pharma-sales-reps-2","status":"publish","type":"post","link":"https:\/\/www.bluenovius.com\/engagement\/digital-engagement-hcp\/pharma-sales-reps-2\/","title":{"rendered":"How can Pharma Sales Reps Engage with HCP Online?"},"content":{"rendered":"\n
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I<\/a><\/strong>nteractions before COVID-19<\/a> in healthcare were very distinct from what we see today. Nowadays, many HCPs prefer hybrid or virtual interactions with patients and other contacts.<\/p>\n\n\n\n

This means that pharma sales reps have a different role now than the one they used to. How can they get in touch with healthcare professionals in a growing digital reality?<\/p>\n\n\n\n

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What do HCPs want from pharma sales reps nowadays?<\/strong><\/h2>\n\n\n\n
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In 2020, virtual engagement<\/a><\/strong> with pharma companies was permanent. Not only that, but it required new techniques to keep communications human in a sense.<\/p>\n\n\n\n

Many HCPs took note of the restrictions. Some of them these days either have a restriction on who can meet with them for professional matters. Others made it clear that virtual meetings have a bigger advantage in that regard.<\/p>\n\n\n\n

Pharma sales reps made an effort during this period to adapt to digital reality. Yet, some of them are still struggling to find the real point of connection between them and their contacts.<\/p>\n\n\n\n

Not that HCPs are closed to new proposals from reps. They want them to have a better understanding of their real needs and expectations in the aftermath of the pandemic. This is the perfect moment for pharma to take a slight step back. The goal is to help their sales teams know how they can engage with HCPs.<\/p>\n\n\n\n

There are a series of questions that pharma reps should consider before using a digital strategy. Below we\u2019ve gathered five important questions for sales reps to ask their teams. The purpose is to create an engaging flow between them and their audience.<\/p>\n\n\n\n

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#1: What do all the people in the audience have in common?<\/strong><\/h3>\n\n\n\n
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Each HCP is different in a way. Not only in their area of specialization. <\/strong>We’re also talking in regard to professional challenges, personal goals, and preferred channels of communication. Of course, analyzing each profile would take a lot of time, but the good news is that there\u2019s a better way.<\/p>\n\n\n\n

By creating a persona based on general data and relevant features common to the audience of a sales team, one can idealize the type of client to whom to speak. Here, sales can request help from the marketing team.  These are the team members who are more likely to know the profile of this specific customer.<\/p>\n\n\n\n

Creating a persona is possible by looking at a series of questions on the HCP sales interactions<\/a><\/strong>. It\u2019s a matter of asking questions such as:<\/p>\n\n\n\n

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