How to handle

top doctors???

Why top doctors are important?

The fact: 80% of business comes from 20%

of the customers

Rare and PreciousRare and Precious

They are

ATTRIBUTES OF TOP DOCTORS

Not willing to change

TEXT

Egoistic

Valuable

They have their own set of companies

Highly valuable customers for all companies and MNCs

Difficult to understand

Reserved

Difficult

They give less number of calls in a month

Less time for calls

Don’t allow for discussion unless for new products

Major driver of the marketThey

are. . .

Doctors & PGs follow their Rx

How to get close ???

Cost is long forgotten but

quality is remembered

for ever

Quality of information

Quality in service

Quality of relationship

Quality is about…

Care

Consistency

How to get close?Profiling

Profiling Profiling Profilin

g Profiling

Requirements

Utilize these Docs for ETP, CME as a speaker or

chair person

They are interested in these activities

And their presence bring crowd

Utilize them as KOLs

A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work.

He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.- Mahatma Gandhi

Credits

Slide1,2,3,6,7,9,14 Google imagesSlide4:Slideshop.com