Video Scripts for Your Medical Sales Pitch
Video is a great way to make connections in the medical sales community between in-person meetings or when you’re selling remotely. We’ve put together some ideas for a successful medical sales pitch over personalized video. As always, videos are more successful when they come across as natural speech. So, while these medical sales pitch templates are helpful, you should always adapt your outreach and not sound too rehearsed.
Research before contacting decision makers
Knowing your audience is a crucial part of a medical sales pitch. From pharmaceuticals to medical equipment to surgical sales, sales reps need to have deep knowledge of their industry and its trends. You don’t want to waste your very busy prospects’ time.
Boston Consulting Group conducted a survey with doctors after the start of the COVID-19 pandemic. Three-quarters of the MDs surveyed said they want to increase the amount of virtual communication with sales reps. They also want more personalized content and engagement, and they have a high interest in data or medical information. So, having a plan for digital communication and providing helpful data or facts for your prospect can be a game-changer that gets you in the door.
Cold outreach with prospects
If you’re reaching out to someone you have never contacted before, personalized video can help you break through on your first medical sales pitch. Keep it short and sweet and focus on establishing the relationship you hope to deepen over time.
The Script:
Hi, {prospect name}. {Name} here from {community name}.
I’ve been researching {community name}, and I’d love to learn more about {challenge your prospect is likely experiencing or trying to solve}.
{Short overview on the device, pharmaceutical, or healthcare solution you’re selling.}
I have some literature for you to review that I’ll attach to this email so you can check it out. There is some data on {topic} I think you’ll find particularly interesting.
Thanks for your time! I’ll be in touch again soon.
Sales pitch before an in-person meeting
If you’ve nailed down a meeting time, use video as a touch point before you arrive. If you’ve sent lunch, donuts, or another gift to the office/hospital, we also suggest starting out the video identifying the gift.
The Script:
Hi {name}. This is {name} with community name. {If applicable: I’m the one who sent over lunch!}
I look forward to meeting with your team on {date and time}. I know you’re all extremely busy, so I want to make the most of our time. I’ve attached some {notes or educational materials} for you to review. I can answer any questions you have about {product}.
I’ll see you in {number} days. Don’t hesitate to contact me before then if you need anything.
Medical sales pitch follow-up
After you’ve met in-person, you can follow up your medical sales pitch with a short video thanking them for their time, reviewing what you covered, and offering up your contact information.
The Script:
Hi, {prospect name}. It’s {name} with {community name}.
I really appreciate your team at {community name} taking the time to sit down with me and learn more about {product}. I think we could be really helpful in helping you {solve a patient care problem, save money, get supplies faster, or whatever seemed to be their main pain point}.
I’ll give you a moment to review the materials I left with you. My contact information is below if there are any questions I can answer.
Thanks again for meeting with me. I’ll check in soon.
Following up after a sale
Even after you’ve completed a sale, you can still use video to stay top of mind and nail down future business without taking too much time away from your contacts. Use personalized video to keep open lines of communication and act as a resource.
The Script:
Hi, {prospect name}. It’s {name} at {community name} here.
Now that you’ve been using {product} for {amount of time}, I wanted to check in and see if you had any questions or concerns to share with me. I’m here to be a resource to you as you use {product} to {improve patient care/purpose}.
My contact information is below if you need to get ahold of me at any time. Once again, we appreciate the chance to work with you and {community name}.
The Takeaway
Video can be incorporated at any point in the sales cycle and is especially helpful as a differentiator early in your medical sales pitch. Not only does personalized video help you stand out, but doctors and medical decision makers are overwhelmingly requesting more virtual and personalized content. Talk with one of our medical sales experts about using Covideo to deliver the sales experience more MDs are asking for.
