When is the last time you “scrubbed up” - I mean wearing scrubs in your role as a superstar Physician Liaison? In this week’s Friday from the Field, superstar Beverley Fox-Bray puts herself back in training, shadowing in the operating room so she stays on-her-game when promoting their new surgical robot. As successful liaisons, we never “fake it ‘til we make it”. We spend countless hours mastering the details of our organizations and the services offered. Additionally, we should spend time educating and updating ourselves on our competitors too, in order to consistently identify competitive advantages, or in some cases, create talking points around why we don’t have the latest and greatest technology.
With today’s technology, we all do more and more online. While that is great for some, it may not fit the needs of our referring providers. Remember one size doesn’t fit all. I’ve seen business lost after a liaison said “just go to our website.” It’s not that easy for offices! You never want to miss a referral because they don’t have the right referral information or tools at their finger-tips. In this week’s Friday From the Field video, Kim Grant, Regional Manager discusses delivering value through providing the right collaterals. She is literally going to share a set of collaterals we should consider keeping in paper form too. Not everyone has an EMR or one that is integrated with anyone. We want to always look for ways to provide the path of least resistance when it comes to sending business our way. Ask what they need and DON’T need – then deliver. Back to basics, Tammy
As physician liaisons we strive to become trusted advisors to our physicians and APPs. This is the ultimate level in solidifying long-lasting relationships. In this week’s Friday From the Field Video, I remind you that being a trusted advisor sometimes requires we step outside the scope of what our organization offers to find solutions. With that thought, I asked one of my trusted advisors Joe Allaria of Carson Allaria Wealth Management, to share a couple tips. As you can see by his company name – it won’t be medical tips, but financial-wealth tips. He shares the answers to two of the most common financially-related questions: “How do I become wealthy? and How do I stay wealthy?” While this won’t make us financial advisors – it will help us the next time our providers talk about financial related issues. Perhaps these tips from Joe can help you be better positioned to respond, further demonstrating your value and commitment to each trusted advisor relationship. Let’s continue to broaden our arsenal of resources. Healthy, wealthy and wise, Tammy
Recently we had an awesome two-day onsite training event with a small team of Liaisons. In this week’s video, we would like to introduce you to four Liaisons as they share their take-away related to consultative sales. Our Make-it-Matter sales training workshop delivers a dynamic and highly interactive learning experience, laser-focused on building long-term relationships and results. Because we come onsite to your organization, we are able to customize the program to meet your organizational and team goals. Contact us – let’s discuss how using this two-day training course can empower your team to reach your organizational goals. Remember, we’re either green and growing or ripe and rotting!
“We’re all in sales, but only the brave ones admit it!” That’s one of my favorite Zig Ziglar quotes. I remember that quote (and smile) when I hear leaders and even liaisons say, “I’m not really in sales!” You might not “really” be in sales – but I promise we’re always “really” selling – even if it’s our ideas or concepts. Since not everyone is buying what we’re selling, we will face objections. Three common objections from a different perspective. Recently a few health system leaders joined the business development team for a taste of “sales training.” As you can imagine the leaders were confused about why they were invited, because they certainly didn’t consider themselves “sales.” But as always happens, by the end they all joined the LAND OF THE BRAVE and not only admitted - but embraced - what a significant role sales plays in their position and life! The FUN part was when discussing overcoming objections – I asked them to do a musical exercise. Yes, they SANG and I videoed it for you to understand how to hear objections differently. You’ll recognize these songs - but I want to see if you can figure out [...]
National Physician Assistant Week is October 6 – 12 National Nurse Practitioner Week is November 11-17 Take this time to celebrate ALL of your advanced practice providers. Put together something extra special this year to thank them and show your appreciation. The ideas are limitless! Get creative and show them that you care! Here are a few examples: Omelet station or breakfast bar Goodie baskets 15-minute massages Umbrella, t-shirt or stadium blanket Decorated lounge area After-hours social Oscars awards – with staff nominating/voting Think about what you can do all year-round to keep APPs on your radar. APPs are key decision makers, so build meaningful relationships with them and be sure they are always included in your outreach and communication efforts. Another best practice is to include Advanced Practice Providers in your organization’s onboarding and retention program along with new physicians. If you don’t have a formalized onboarding and retention program, or need help taking it to another level, give us a call. We can help make a huge difference related to rapid ramp-up and long-term retention! Plan ahead for more health and “just for [...]
In this week’s Friday From the Field, Tommy is LIVE from the field making first calls with another superstar liaison, Misty. He had an experience that once again reminds us of the basic fundamentals of consultative sales. He points out the success of asking the RIGHT questions. Immediately following a conversation with a provider, Tommy and Misty recorded this video which demonstrates how to avoid getting the standard “everything is fine” answer from your providers. When we ask the right questions, we uncover legitimate needs that we can follow-up on. Be a master asker! Take a look.
With a new season upon us, we thought it was the perfect time to "up our game" with a refreshed version of our Friday From the Field. Check it out! We love it and hope you do too. What are you doing as a new season rolls around to "up your game"? We'd love to hear how you're refreshing and doing all that you can to be the best physician liaison on the planet!
Most of us have faced fakers, haters, players and heartbreakers. Some days we face all four – but that’s just life! Unfortunately, it doesn’t always come easy to just ‘SHAKE IT OFF” and press forward. I promise that facing all types can actually make us better! So, be encouraged, shake it off and just step it up! When our focus remains on: then OUR role of Physician Liaison will always remain MISSION CRITICAL to our organization… in spite of the fakers, haters, players and heartbreakers! Your efforts will drive measurable marketshare growth to engage and retain providers. This happens because we pressed through and opened up two-way communication, uncovering needs and removing barriers. While it sounds easy – some days we want to just SCREAM AND SHAKE! So the next time you face Godzilla the Gatekeeper (internally or externally) – you need to sing [LOUD] along with Taylor Swift and JUST SHAKE IT OFF - SHAKE IT OFF! Shake - Shake - Shake, Tammy Tiller-Hewitt P. S. Fill out the form below to instantly download our 9 Tips to Make it 99% Easier to [...]
Not everyone in our organizations are aware that we have super-powered Liaison-goggles. These goggles help us see our organization from the customer’s perspective (Patient, Provider and Provider Office Staff). We painfully know our customers are tired - and frankly don’t care - about our staffing and budget issues or whatever excuse we feed them. Much like we don’t care if someone called-off sick at Starbucks or Dunkin' Donuts – we just want our coffee - hot and pronto! How can we share our super-powered goggles internally to get better buy-in, understanding and honestly a sense of urgency to take action? Easy! The old adage “A picture paints a thousand words” is so relevant and true! It’s so basic that it’s overlooked. Together with our internal colleagues, we need to stop long enough to literally draw a picture of our customer’s processes from the customer’s view. In the LEAN world, we call that picture a value stream map. Drawing the map together – step-by-step - is how the goggles start working on everyone else! When each person can clearly see the opportunities that exist [...]