How can you use social media to engage with potential pharmaceutical customers?
Social media is a powerful tool for engaging with potential pharmaceutical customers, especially in a time when face-to-face meetings are limited. But how can you use it effectively to build trust, credibility, and value? Here are some tips to help you leverage social media for social selling in the pharmaceutical industry.
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Ute BlindertLinkedIn-consulting / Author of "LinkedIn: Profile & Company-Page / Customer-oriented / Online-Events
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Frank PanserThe german LinkedIn troll 🐲 Learn my moves and enter my network 👌 Then steal my followers 🚀 now you are a linkedin…
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Paul ParkerStrategy, Branding, Personal Branding To Attract Quality Leads 🔥 Helping overwhelmed Leaders find clarity and achieve…
Before you start posting or interacting on social media, you need to know who you are trying to reach and what their needs, challenges, and interests are. You can use tools like LinkedIn Sales Navigator or Twitter Lists to find and segment your prospects based on criteria such as location, industry, role, company size, and keywords. You can also research their profiles, content, and activities to gain insights into their pain points, goals, and preferences.
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Paul Parker
Strategy, Branding, Personal Branding To Attract Quality Leads 🔥 Helping overwhelmed Leaders find clarity and achieve profitable growth 📈
First up, you need to drill much deeper into your target audience. Pharma is a sector rather than a buying need and so spend time to scope out the opportunity, the pain points and the stakeholders. Two sector specific considerations for pharma... 1) it's a sector that is heavily regulated and so be ready for a more cautious response and engagement than you might be used to in other sectors. 2) there are advisors galore and so your stakeholders, influencers and decision makers may site outside of your target companies. Be sure to include this in your research.
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Ute Blindert
LinkedIn-consulting / Author of "LinkedIn: Profile & Company-Page / Customer-oriented / Online-Events
Es hilft vor allem auch, mit der Zielgruppe zu sprechen. Wenn Sie Ihre Annahmen zusammengestellt haben, gehen Sie in den Austausch. Ich empfehle meinen Kund*innen, sich einen Interviewleitfaden zu stellen und tatsächlich ca. 5 bis 10 Interviews persönlich zu führen – vor allem, wenn man sich noch in der Produktentwicklung befindet. Oft ergeben sich so weitere Anregungen. Ich sammle damit auch typische Sätze, Fragen und Formulierungen, die dann später in meine Beiträge einfließen.
One of the best ways to attract and engage your potential customers on social media is to share content that is relevant and valuable to them. This can include articles, videos, podcasts, infographics, or webinars that address their problems, educate them on solutions, or showcase your expertise and thought leadership. You can create your own content or curate content from reputable sources, but make sure to add your own perspective and insights to demonstrate your value proposition and differentiate yourself from competitors.
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Ute Blindert
LinkedIn-consulting / Author of "LinkedIn: Profile & Company-Page / Customer-oriented / Online-Events
Wenn es Themen und Fragen gibt, über die keine Einigkeit herrscht, lohnt es sich auch, dies einmal zur Diskussion zu stellen, zum Beispiel, indem Sie eine Umfrage erstellen. Oder Sie beziehen sich in Ihrem eigenen Inhalt auf einen Kollegen oder eine Expertin und fügen dem Thema einen neuen Aspekt hinzu.
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Frank Panser
The german LinkedIn troll 🐲 Learn my moves and enter my network 👌 Then steal my followers 🚀 now you are a linkedin expert 🤟
Gib Insights zu Branchentrends. Nutze dafür Statisda und bereite die Grafiken in deinem eigenen Design auf. Oder nutze dein CRM und gib spannende Infos die aus Analysen stammen.
Social media is not a one-way broadcast channel, but a two-way communication platform. You need to engage in conversations and relationships with your prospects, not just push your products or services. You can do this by commenting on their posts, answering their questions, asking for their opinions, or joining relevant groups or chats. You can also use social media to nurture your existing contacts, such as sending personalized messages, sharing referrals, or celebrating their achievements. The goal is to build rapport, trust, and credibility with your potential customers and position yourself as a helpful and reliable resource.
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Frank Panser
The german LinkedIn troll 🐲 Learn my moves and enter my network 👌 Then steal my followers 🚀 now you are a linkedin expert 🤟
Sei regelmäßige bei deinen Zielgruppen besitzpartnern aktiv. Kommentiere. Nutze die Besucher deines Profils. Stelle hier den Filter „interessante Besucher“ ein. Alle Besucher die Kontakte 1. Grades der letzten 14 Tage sind, bekommen eine Skill Bestätigung. Sie werden sich bedanken oder fragen wie sie zu der Ehre kommen. Schon hast du einen Chat am laufen.
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Ute Blindert
LinkedIn-consulting / Author of "LinkedIn: Profile & Company-Page / Customer-oriented / Online-Events
Zeige vor allem auch deine Haltung und deine Werte. Das kann auch mal "strubbelig" werden, stellt aber von vornherein klar, was für eine Person du bist. Meine Erfahrung ist zudem, dass es sich extrem lohnt, andere Menschen mit einzubeziehen, zu loben, Fragen zu stellen, Empfehlungen auszusprechen.
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Artem Brytchenko 🇺🇦
CEO @ Platforce | Driving Pharma Sales Growth
I believe in prioritizing meaningful conversations and relationship-building, in all fields with all clients, in particular pharmaceutical. Share informative content, conduct interactive sessions, and respond promptly to comments. Humanize your brand through storytelling and customer spotlights. Also, Join industry groups and add value to the discussion there.
To optimize your social media strategy and improve your social selling performance, you need to monitor and measure your results. You can use tools like Hootsuite or Sprout Social to track and analyze your social media metrics, such as reach, impressions, engagement, clicks, leads, and conversions. You can also use tools like HubSpot or Salesforce to integrate your social media activities with your CRM and sales pipeline. By monitoring and measuring your results, you can identify what works and what doesn't, and adjust your tactics accordingly.
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Ute Blindert
LinkedIn-consulting / Author of "LinkedIn: Profile & Company-Page / Customer-oriented / Online-Events
Messen der Ergebnisse ist wichtig. Die Auswahl der Mittel hängt aber auch von den Anforderungen ab. So kann es in kleineren Unternehmen schnell zur Überforderung kommen – und damit auch mal abschreckend wirken. Ich halte es für wichtiger, (vorläufige) Ziele zu definieren, mit Social Selling loszulegen und dann sehr schnell zu optimieren und Ziele auch anzupassen.
As a pharmaceutical sales professional, you need to be aware of the rules and regulations that govern your industry and your social media use. You need to comply with the ethical and legal standards of your company, your customers, and your regulators, such as the FDA, the FTC, or the EMA. You need to avoid making any false, misleading, or unsubstantiated claims about your products or services, or violating any privacy or confidentiality policies. You also need to disclose any conflicts of interest or affiliations that may influence your social media content or interactions.
Social media is constantly evolving and changing, and so are your potential customers and competitors. You need to keep learning and improving your social media skills and knowledge, and stay updated on the latest trends, tools, and best practices. You can do this by following industry experts, influencers, and peers, reading blogs, podcasts, or newsletters, taking online courses, or attending webinars or events. You can also seek feedback from your customers, colleagues, or managers, and experiment with new ideas or approaches. By keeping learning and improving, you can enhance your social media presence and effectiveness, and boost your social selling results.
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Marko Pavicic
→ Helping founders fill sales & HR pipeline with neuroscience, product marketing & HubSpot. | Scaling Biz dev at Climatig → climate risk data required for protecting physical assets and accurate ESG reporting.
Be highly specific. Let me explain. 1. Define what type of product/drug to sell to pharma companies. 2. Is it B2C or B2B? 3. Define ICP with key focus on what type of content they like to see and engage on. 4. Find content with highest level of engagement (comments especially.) 5. Engage on those comments, connect with people, start conversations without selling intention. Easiest way to generate first customers for free. When this is in place, adding advertising, content or outreach strategy with clear KPIs provides scaling.
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