The cheapest trust a rep can buy costs one small promise and one reminder on the tablet.
Doctors hear "I will get back to you" all the time. Most of it never comes back. So when a rep returns with exactly what he promised, on the day he promised it, the doctor notices. I have seen that single habit open doors that product messages never could.
How I teach it:
- Promise small. "I will bring you the approved renal dosing."
- Promise a date. "By Thursday, Doctor."
- Route it properly. Medical questions go to medical affairs. You promise that the answer arrives, not that you write it.
- Close the loop. "Did the answer help, Doctor?"
And one rule above the rest: never promise something that is not yours to deliver. One broken promise costs more than ten kept ones earn.
“Every promise you keep is a reason to open the door next time.”
Lesson 3 of 7 in Step 7: After the visit, with the full guide and a checklist for this week.