What are the best practices for engaging with stakeholders in healthcare sales?

2 Communicate effectively

The second step is to communicate effectively with your stakeholders, using the appropriate channels, frequency, and tone. You need to establish rapport, listen actively, ask open-ended questions, and provide relevant and evidence-based information. You also need to adapt your communication style to suit different stakeholder personalities and preferences, such as analytical, expressive, amiable, or driver. For example, analytical stakeholders may prefer data and facts, while expressive stakeholders may value stories and emotions. By communicating effectively, you can build trust, rapport, and understanding with your stakeholders.

3 Demonstrate value

The third step is to demonstrate value to your stakeholders, showing how your product or service can solve their problems, meet their needs, and deliver benefits. You need to articulate your unique value proposition, highlighting your competitive advantages and differentiators. You also need to quantify and measure your value, using metrics and indicators that matter to your stakeholders, such as clinical outcomes, cost savings, patient satisfaction, or market share. By demonstrating value, you can persuade your stakeholders to buy from you or support you.

4 Manage expectations

The fourth step is to manage expectations with your stakeholders, setting realistic and achievable goals and deliverables. You need to align your expectations with your stakeholders, clarifying roles, responsibilities, and timelines. You also need to monitor and report on your progress, providing regular updates and feedback. You also need to anticipate and address any potential issues, risks, or changes that may arise, and communicate them clearly and proactively. By managing expectations, you can avoid misunderstandings, conflicts, and disappointments with your stakeholders.

5 Nurture relationships

The fifth step is to nurture relationships with your stakeholders, maintaining contact and follow-up. You need to show appreciation, recognition, and gratitude for your stakeholders, acknowledging their contributions and feedback. You also need to provide ongoing support, education, and resources to help them use or advocate for your product or service. You also need to seek and act on their feedback, showing that you value their opinions and suggestions. By nurturing relationships, you can retain and grow your stakeholder loyalty and satisfaction.

6 Collaborate and co-create

The sixth step is to collaborate and co-create with your stakeholders, involving them in your sales process and product development. You need to seek and leverage their insights, expertise, and networks to improve your product or service, or to create new solutions. You also need to invite and empower them to participate in your sales activities, such as referrals, testimonials, case studies, or events. You also need to share and celebrate your successes and achievements with them, creating a sense of partnership and ownership. By collaborating and co-creating, you can foster innovation, advocacy, and differentiation with your stakeholders.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?