Doctors remember the rep who turned up when expected.
Reps put a lot of energy into the perfect call. Fair enough. But in my teams, the reps who lasted with their doctors were rarely the most brilliant. They were the most predictable.
The formula I draw for new reps:
Same day. Same week. Every cycle. The doctor expects you.
What that buys you:
- He starts to keep a minute for you.
- He mentions you to his colleagues as the one who always comes.
- He tells you things he would not tell a stranger.
What breaks it:
- A missed visit costs more trust than a good visit earns.
- Changing the day without telling him first.
- Visiting when your route is convenient, not when he expects you.
If you must change the day, tell him before, not after.
Predictable is not boring. It is reliable, and reliability is rare in a busy clinic.
“Be the rep the doctor can set his watch by.”
Lesson 6 of 13 in Step 8: Habits and integrity, with the full guide and a checklist for this week.