Practices to call on first
- Established, busy practices. More patients means more supplies, more tests and more reasons to need a reliable rep.
- Long hours. Practices open evenings and weekends go through more of everything.
- Independent, owner-run practices, where decisions are made in the building rather than at a corporate office.
- Vets and senior care homes, if what you sell fits them.
Win over the office manager
The office manager usually controls the doctor’s calendar, the ordering and the vendors. Treat them as the customer, not an obstacle. Learn their name, ask how they prefer reps to visit, and respect the answer. Some offices have set rep days or ask you to book ahead; some post “no solicitors” and mean it. In dental offices, hygienists and assistants often influence what gets ordered, so get to know them too.
Build your list and your route
- Medical office buildings and professional parks, where many practices share a lobby.
- Google Maps, searched by specialty and town.
- State licensing lookups and specialty associations.
- A prospecting map. Canvas Scout maps every independent doctor’s office, dental practice, clinic, vet and senior care home in your territory, puts the established, busy ones first and groups them into stops you can drive in a day.
When to visit and what to say
Avoid the first hour of the day, the lunch break and the end of the day, when the front desk is busiest. Late morning or mid-afternoon usually works best. Keep the first visit short:
“Hi, I’m Megan with Cardinal Medical Supply. I call on a few practices in this building. I don’t need the doctor today. Could you tell me who handles ordering, and the best way for me to set up a few minutes with them?”
Come back when they told you to, with whatever they asked for. Reliability is what gets you past the front desk next time.
Know the healthcare rules
Healthcare has stricter rules than most industries about what you can give. Federal anti-kickback law and many state laws prohibit offering things of value to influence referrals or purchases paid for by government programs, and many companies have their own policies on meals, gifts and lunch-and-learns. If you work for a manufacturer, your company may also have to report certain payments to doctors. Follow your company’s compliance policy, and when in doubt, ask before you offer.
Follow up on a steady rhythm
Medical reps win by being the familiar face who solves problems. Visit each practice on a regular schedule, note who you spoke to, what they order and what went wrong last time, and follow up on every request quickly. When a backorder or a bad delivery from another supplier hits, the office calls the rep they already trust.
Where Canvas Scout fits
Canvas Scout maps every independent doctor’s office, dental practice, clinic, vet and senior care home in your territory and puts the established, busy ones first, with routes for your day. See Canvas Scout for medical and dental sales reps, or look up how many businesses are in your territory.
