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Chris Zelig, MedstarIsaac Klausnser, MedstarHector Mota, Operations Manager at MedstarJonnamae Jumawan, MedstarShane Quast, MedstarCharmae Arcayan, MedstarVania J, MedstarKamie Allen, Content ManagerSelena Vujatov, MedstarAlyssa Workman, MedstarIvonne Ackerman, MedstarElizabeth RuffaBrittany Redding, Digital Marketing Manager at MedstarJenna Maschino, Senior Support Specialist at MedstarJudi Vallano, Medstar +1 others
Posted by Chris Zelig ·

How to Follow Up Potential Clients and Allergan Reps


Vids
First part of video
Second part of video

Allergan Reps
Search @allergan.com in chris@medstarmedia.com inbox
1. Look for introduction to providers via email
2. Look for introductions via text
3. Look for reps who have replied and send out follow ups. We should be in contact at least once a month.



Allergan Hierarchy + Management
Allergan reps have a different position based on job titles.
Practice Development Manager (PDM) - this is the person who works with providers. This our main target.
Regional Manager - this is the boss of multiple practice development managers - chris usually deals with these.
Allergan Practice Consultant - similar to PDM but they deal with all aspects. We too want to communicate with them.

Allergan Management
We manage contact with the Allergan reps in Hubspot our main field we use is 
"Representative Referral Status"
  1. Intro active - a rep who has sent us a provider referral in the last 60 days
  2. Intro inactive - a rep who has introduced us to someone but hasn't provided a new referral in 60 days. 
  3. Connected - someone who we have communicated with but they have not sent us a client. 
  4. Super Active - these are reps or managers who we are in active talks with in the last 30 days. They may have attended a meeting. Our goal is to pay attention to them so they refer us to someone. 
  5. No Contact yet - someone who has not replied to any of your emails 
  6. Do not market to- select this if they do not want to be marketed to or they do not have a job title that matches this. 

Referred Companies: put a list of companies that a particular rep has sent us.
Rep Intro Client Date - the date the last intro'd us to someone.


Potential Clients
When rep introduces our goal is to set a consult
Send a consult request - template in hubspot
Hubspot : update lifecycle stage to "sales qualified lead", enter contact information of the person who we were intro'd to, enter the allergan reps name in the "rep referral" field. Set a task to book an apt.

Hector Mota, Operations Manager at Medstar Hector  - can you watch these two vids before we talk. I need your laser vision to detail for some help on this. 

Comments & Events

Hector Mota, Operations Manager at Medstar Hector Mota, Operations Manager
Chris, good morning. 
I did not see this in time and we did not go over this when we spoke yesterday. I will watch them today so that we can go over it later on if we have the conference. 
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Hector Mota, Operations Manager at Medstar Hector Mota, Operations Manager
Just finished watching both videos. 
They are very good and thorough, easy to follow. 
Let's go over these when we speak since I spotted something we may need to look into. 
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Chris Zelig, Medstar Chris Zelig
Hector Mota, Operations Manager at Medstar Hector - i wanna start rolling this out this week. You have time to jump on a call and watch me do some of this tomorrow 
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Hector Mota, Operations Manager at Medstar Hector Mota, Operations Manager
We need to finish up on the call as it was cut short. 
Let's resume later on today so you can let me know exactly what you need me to do on my end. 
Notified 2 people