As a former Pharmaceutical Sales Recruiter, my coaching clients find it strange when I state that networking with Pharmaceutical Representatives is the key to landing your first job. pharmaceutical sales interviewinstead of just calling a recruiter. But let’s face it, if a manager can hire a sales professional recommended by their representative at a much cheaper rate than through a recruiter, which one do you think the manager will choose?
And, while networking seems to be dreaded by many first-time pharmaceutical sales candidates, it has become increasingly easier to do in recent years.
Why?
Pure numbers, my friend! With over 100,000 Pharmaceutical Representatives in the United States alone, chances are good that someone in your network of friends or acquaintances is a Pharmaceutical Representative, or at least knows one.
In my pharmaceutical sales interview training business, I found that only the strong survive the pursuit of a career in pharmaceutical sales. To put it bluntly, landing your first job in pharmaceutical sales is not for the faint of heart. You must be willing to “put yourself out there” and not be shy about using your network of friends/family or approaching pharmaceutical representatives you don’t know.
Here’s how to jump-start your networking activities and land that pharmaceutical sales interview:
- First step: Send networking letters to everyone in your circle of family and friends. Let them know of your fervent desire to win a job in pharmaceutical sales and ask for more networking contacts.
- Second step: Develop a system for tracking your network: who you’ve talked to, the results of the conversation, and if follow-up is required. It’s important to get started right away, as you’ll soon have so many contacts that it will be hard to keep track of your next move.
- Third step: Make a list of your doctor’s/medical assistant’s contacts. Your children’s pediatrician, your personal doctor, a family friend who is also a doctor – these are all perfect connections for networking. Contact these people by phone or write an informal note and leave it at their place of work.
- Fourth step– Use your current relationships with office staff at local medical clinics to provide networking contacts. Ask for a copy of the local pharmacy rep association list, or at least the names of 3 or 4 reps that the office staff really like and trust.
- Fifth step: Visit your local pharmacy and ask the pharmacist for the business cards of the representatives who frequent the pharmacy.
- Step Six: What’s the matter camping in a busy medical clinic all day, dressed in your best clothes? Feel free to approach the pharmacy representatives as they leave the clinic. Just take a minute of your time and provide a 45-second “infomercial” on your education and professional history that qualifies you for a career in pharmaceutical sales. Finally, ask if you can reach them at a future time that is convenient for them.
- Seventh step: Introduce yourself to a local meeting of the Association of Pharmaceutical Representatives and ask to be introduced at the beginning of the meeting. Recite your “infomercial” and request business cards, so you can follow up with reps at a later time. Chat with representatives afterward to determine immediate openings and set dates for later conversations.
What are the keys to this networking system?
- Constant Follow-up: Follow up by phone and email with your contacts on a monthly basis to discover new opportunities and keep the relationship “hot”.
- Organized System for Tracking Activities and Next Steps: Track your progress every step of the way; use spreadsheets and update accordingly.
- Build Relationships: Develop a personal relationship with each of your contacts. Remember and keep track of the “little things” (such as your contacts’ likes/dislikes, birthdays, names of family members, etc.) and use that knowledge to create a positive bond with your networking contacts.
The 3 tips above can literally make or break your career search progress. Think of it as internship for the pharmaceutical sales job you’ll soon have: Organizational, tracking, and reporting skills are a huge component of a successful pharmaceutical sales career.
But what if you still can’t get a pharmaceutical sales interview?
It’s time to reflect… take a step back and take a look at the big picture. If you have a large network of pharmaceutical reps (30-40 is good), you’ve run your resume through your contacts, and yet you still aren’t getting interviews… your resume may be the cause. Your resume should be a powerful piece of marketing that showcases your skills/abilities/experience in a way that MAKES hiring managers interview you! Consider a pharmaceutical sales resume writer to boost your interviews. Be sure to choose a resume writer with experience in the pharmaceutical sales industry, as this will ensure effective use of keywords and industry keywords…essential for landing interviews!
And lastly, don’t give up! Remember…pharmaceutical sales is not an easy career; in fact, it is extremely challenging, as reflected in the high turnover rate. Today’s challenge of networking in a pharmaceutical sales interview will seem insignificant, once you land a pharmaceutical sales job. Keep this challenge in perspective and refuse to give up. I’ve had clients waiting in medical clinic parking lots, ready to approach pharmaceutical reps as they get into their cars! Are you willing to be so determined and tenacious? Chances are… your competition is!