Pharmaceutical Sales Routing Tip: When in Doubt, Make the Stop

In pharmaceutical sales, there will be times throughout the day when you’re unsure whether to stop at an office. Uncertainty can arise for several reasons:

•  Not knowing if the provider is in

•  Recently visiting the office

•  Feeling that your messaging is getting stale

Despite these doubts, it is always better to make the stop than to skip it. Here’s why:

Why You Should Always Make the Stop

You Never Know What Will Happen

Until you make the call on the office or provider, you won't know what opportunities might arise. Perhaps the provider has a new patient case that aligns perfectly with your product, or maybe there's a new staff member interested in learning more. By making the stop, you give yourself a chance to create these opportunities.

Building Consistency and Presence

Frequent visits help build consistency and reinforce your presence. Even if you’ve visited recently, another visit shows your commitment and keeps your products top of mind for the provider and their staff. Consistent engagement is key to developing strong, lasting relationships.

Overcoming Messaging Fatigue

If you feel your messaging is getting stale, use the visit as an opportunity to refresh and adapt your approach. Bring new information, updates, or patient stories that highlight the benefits of your products. Each visit is a chance to refine your message and find new ways to engage the provider.

The Only Way to Know is to Go

The only way to be sure a call will not be successful is not to make it. By opting out of a visit, you miss any potential for positive interaction and progress. Giving yourself the opportunity to engage, even when uncertain, can lead to unexpected successes and build momentum over time.

The Bottom Line

When in doubt, always make the stop. Embracing this proactive mindset ensures that you never miss a potential opportunity and continually build your presence and relationships in the field. Even uncertain visits can lead to valuable insights, strengthened connections, and incremental progress toward your goals.

Stay committed, keep pushing forward, and remember that success often comes from the visits you almost didn’t make. For more tips and strategies to excel in pharmaceutical sales, stay tuned to AtlasRoutes.