How the Emotional Factor of Freedom Influences the Buying Decision of a Doctor:
As a healthcare industry sales coach, I have learned that doctors are like most people – they value their freedom. When it comes to buying decisions, the emotional factor of freedom plays a significant role in their thought process. In this blog post, we will explore how doctors’ desire for freedom and flexibility influences their buying decisions, and how you can leverage this to increase your sales.
Doctors Like Freedom of Choice and Options: Doctors are used to making their own decisions and having a wide range of options available to them. They value the freedom to choose what they want and when they want it. When considering a new product or service, doctors want to be sure that it is not going to limit their choices or restrict their options in any way.
If a Doctor Buys from You, They Give Up a Certain Amount of Flexibility and Freedom. When a doctor makes a purchase, they are giving up a certain amount of their freedom and flexibility. They are committing to using your product or service and relinquishing some control over their choices. As a result, doctors can be hesitant to make a purchase and may need some reassurance that your product or service is the right choice for them.
If the Product is Unsatisfactory, the Doctor Loses Both Money and Freedom. When a doctor makes a purchase and the product turns out to be unsatisfactory, they not only lose the money they spent but also the freedom to choose another option. This type of negative experience can create significant buying resistance in the future.
How to Leverage the Emotional Factor of Freedom to Increase Sales. To leverage the emotional factor of freedom and increase your sales, it is important to position your product or service as a way to enhance, rather than limit, a doctor’s freedom. This can be done by highlighting how your product or service will give them more options and flexibility in their practice.
You can also offer a satisfaction guarantee or return policy, which can give doctors the reassurance that they have the freedom to change their minds if they are not completely satisfied with the product or service.
Finally, it is important to provide excellent customer service and support. This can give doctors the confidence that they have a partner who will work with them to find the best solutions to their unique needs and challenges.
Conclusion: In conclusion, the emotional factor of freedom is a critical consideration when selling to doctors. They value their freedom of choice and options, and any buying decision will involve a certain amount of giving up that freedom. By positioning your product or service as a way to enhance their freedom, offering satisfaction guarantees or return policies, and providing excellent customer service and support, you can increase your sales and build long-lasting relationships with your customers.
About the Author:
Dr. Vijay Viraj is a seasoned healthcare sales and business strategist with expertise in expansion. He specializes in training and mentoring sales executives, managers, and heads in modern sales methodologies, particularly in the healthcare sector. His efforts have resulted in generating revenue of over INR 30 crore across various products for his clients. Dr. Viraj is also an accomplished corporate leadership speaker who provides guidance to CEOs, startup founders, entrepreneurs, budding coaches, and trainers, helping them to 10X their revenue.
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