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    Cold Call Script 2- Medication Discount Program
    Travis
    Member
    Sep 14, 2023

    Hi Fam,

    Here’s my second cold Call Script from a different perspective. Rather than focusing on the patients, the perspective focuses on the fiscal benefits to the provider’s office through a Medication Discount Program. You can edit inline here https://docs.google.com/document/d/1gyTPNLIkfIhw5nIiPxJG_F7_Ju5jqbB28i9SAzYlIHM/edit

    Cold Call Script- Discount Medication Acquisition Pricing

    Prospect: “Yes, speaking.”

    Salesperson: “Hi Dr. X, this is just Travis Enfield here. I was wondering if you could possibly help me with something?”

     Prospect: “Certainly, how can I assist?”

     Salesperson: “I’m not sure if you’re the right person to discuss this with, but I wanted to see if you might be open to exploring potential gaps in your current buy-and-bill medication pricing, which could be causing you to pay significantly higher costs than necessary each month.” 

     Prospect: “Who are you with again? What’s this about?”

    Salesperson: 

    “I’m with {{My Company}}, we are a medical non-profit. You know how many providers are struggling with the rising costs of medications and other services, and their concerned about being able to offer the best care for their patients. 

    What we do is we’ve qualified for a federal grant from the CDC for XYZ and we partner with medical providers, offering them heavily discounted in-house medication pricing for infusion and other drugs – there’s no out-of pocket cost for your office to participate. 

    This boosts office profit margins and helps ensure they can continue offering superior level of care to their patients.

    Your patients would also be entitled to an accelerated patient assistance program which covers all of their medication copays, provides them with complimentary transportation to your office, and free insurance gap coverage

    Is that something you would be interested in?

    Hold

    Who would I speak to about strategic partnership?

    Would it make sense to schedule a quick call to discuss the details of the grant?

    Objection

    Prospect “We already have a supplier,” 

    Salesperson: “That’s common, {{first name}} and to be candid, I’m not entirely certain we can be of help just yet. 

    I’d need to gain a clearer understanding of your current procurement methods and pricing to see if there’s room for improvement.

    If we find we can’t assist, perhaps I could point you in the direction of someone who can. 

    Would that help?”

    Salesperson Questions:

    What are the primary medications you’re infusing?

    Who is your current wholesale distributor?

    Do you have any discount programs in place?

    What’s your estimated rough monthly spend?

    Are you happy with your current buy-and-bill spend?

    Are you seeing increased prices

    Is there any margin in the budget

    Do you have have stress

    What would you do if you had an additional 200k per month? 

    Salesperson: I see. It sounds like we may be able to help you, but my rough estimate is only about 20% savings. We’d have to do a proforma of your last 12-month of buy and bill to calculate the true savings. 

    Salesperson: Would you be interested in seeing a detailed breakdown?

     Transitioning into deeper engagement:

     Salesperson: “Given the evolving landscape of drug prices and healthcare needs, many practices find themselves grappling with medication costs and accessibility. Our goal is to simplify this, ensuring that clinics can offer life-saving medications without breaking the bank. Does this align with some of the challenges you’ve faced?”

     To move into a more conversational exploration:

     Salesperson: “To better understand if we could be of any help, may I ask about your current strategies in securing medications for your patients?”

    If the MD becomes somewhat curt:

     Salesperson: “I apologize if I came across the wrong way. My primary aim is to explore if there’s mutual ground for collaboration. It might be beneficial for both of us to share insights and see if there’s potential for partnership. Is that alright?”

     

     

    Voicemail

    VOICEMAIL 1

    “Hi Name, this is Travis Enfield… I was wondering whether you could help me out for a moment? I’m not sure whether you’re the right person or not, but I am trying to reach the person who’s responsible for looking after ‘in-office” medication purchasing to see whether your company might be willing to explore any gaps in your current buy-and-bill medication pricing, which could be causing you to incur significantly higher costs than necessary each month.

     “If that resonates with you or if that’s something your company could be experiencing, you are welcome to call me back. My number is XXX, and I should be available here for a few hours if you’d like to reach me.

     VOICEMAIL 2

     “Hi, name, this is Travis Enfield here. I’m not quite sure if you’re who I should be talking to. I called to see whether your company would be open to looking at any possible hidden gaps in your infusion medication acquisition pricing hat could be causing you to significantly overspend on your in-house pharmacy pricing

     “Now if that’s a problem your clinic might be having, you can call me back at XXX. I’ll be available here for a few hours.

     When we connect, I’ll probably have a couple of questions about your current pricing and distributor setup.

    It is possible we might not be able to help you. And if that’s the case, we can just save time and end the call or I might be able to refer you to someone else who may be able to help. 

     Again, my number here is xxx and I should be available here for a bit. Talk then!”

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