Pharma Marketing

We all know the stereotype of the used car salesman trying desperately to sell someone a vehicle that they don’t need or want. Perhaps the shopper is looking for a compact car, but the salesperson is pushing an SUV. This effectively halts the sales conversation and leaves the shopper running for the door.

 While this scenario is often played from a comical angle in sitcoms and movies, it can also drive home a serious reminder for pharma marketers: Know your physicians and listen to what they want. This insight is essential to forming authentic alliances so you can deliver the desired information through your website and email marketing.

Having ready access to a wealth of information about disease tracks and population health is changing the way HCPs do business today. With concrete data points to guide them, providers are able to apply key analytics as part of a comprehensive approach to improving patient outcomes and increasing efficiency.

Pharmaceutical marketers can also benefit from incorporating such a strategy rooted in metrics to guide their marketing efforts. When you work from detailed data about your providers, you can build more effective campaigns to educate them about the latest medications and their benefits.

It goes without saying that data and analytics play a crucial role in pharma marketing today. Digital channels are the most efficient way to engage with your target healthcare professionals (HCP), but evaluating the success of your digital strategies can be difficult.

The trick is knowing what data to collect and how to put it to work.

In part 2 of our 4 part series, Leveraging the Email Channel Throughout the Pharma Brand Life Cycle, we consider how email marketing can be used to optimize the product launch and introduce a new indication.

The email channel plays a pivotal role throughout a pharma brand’s growth and maturation. This is never more critical than at launch, when the long-term success of the brand is at stake.

At Digital Pharma West, industry leaders will explore how innovative technologies are transforming the pharma business model. Digital tools offer new opportunities for engaging customers, streamlining operations, and staying competitive. In the process, data and analytics are taking center stage.

I see this every day as we work with clients to implement highly effective email marketing and audience identity programs. And I’m looking forward to learning from other’s experiences, starting with these four sessions:

We all know what it feels like to have dinner interrupted by unsolicited marketing calls. Some of the callers are looking for donations, while others are selling products or services. The calls usually leave us feeling like our privacy has been violated. As a result, we’re probably much less likely to buy, give, or comply with whatever the caller wants.

The last time you went on a job interview, you probably conducted some research in advance to learn more about the position and the company. These insights may have helped you sell yourself to land the job.

The most successful pharma marketers take a similar approach when it comes to knowing HCPs and understanding their behavior and preferences. This information is key to developing personalized emails that strengthen the sales conversation.

Sending out pharma marketing emails without knowing who are reaching is a lot like taking a seat at the Roulette table. If you aren’t positive that your messages are only going to HCPs who have opted in to receive them, you could be gambling with your company’s reputation and financial future.

These days, nearly everyone who works with data is concerned about the General Data Protection Regulation (GDPR). Fair enough. Every company bigger than a peanut stand needs to give GDPR some thought. Its guidelines are far-reaching, and penalties for non-compliance are stiff.

Still, GDPR is hardly the end of the world for healthcare marketers, particularly those who have invested in compliant data partners. Though GDPR doesn’t take effect until May 25, DMD has been handling healthcare professional data responsibly for years.

I recently ate dinner at a new restaurant in town that’s become quite popular. But my dining experience didn’t live up to the restaurant’s good reviews. The food took too long to be delivered and when it finally came, it was cold and tasteless. Needless to say, I don’t plan to go back anytime soon.