They Didn’t Ask You to Be There… So How Are the Best Reps Still Showing Up?
You’re not on the schedule. No one called you in. So… Now what? The reps who win don’t wait for access, they create it.
Lisa and Cindy break down the real strategy behind getting into hospitals without a case. From mastering credentialing to leveraging inventory checks and relationships, this episode flips the script on how you think about access.
If you’ve ever felt stuck outside the door, this is your playbook. Learn how to bring value, build trust, and position yourself as the rep they want in the room before they ever pick up the phone.
Episode Chapter Markers
00:19 Viewer Question on Access
01:18 Hospital Rules and Credentialing
02:38 Credentialing Systems Breakdown
03:10 Drug Testing Tangent
05:28 What’s the Secret?
06:30 Bring Value Without Cases
09:15 Inventory Checks as Entry
12:16 Partner with Counterparts
14:17 Early Morning Inservices
15:58 Support The OR Team
18:12 What Not To Do
22:17 Trust Before Access
Must-Hear Insights and Key Moments
Follow the Rules First – Cred entialing isn’t optional. It’s the baseline for credibility and access.
Flip the Mindset – Stop asking “How do I get in?” and start asking “Why would they want me in?”
Inventory Is Your In – Checking stock is one of the easiest, most overlooked ways to gain legitimate access.
Leverage Your Network – Partner with counterparts and borrow trust to open new doors faster.
Gatekeepers Are Power Players – Build real relationships and solve their problems to earn priority access.
Bring Value Every Time – In-services, product knowledge, and reliability make you indispensable.
Don’t Just Pop In – Wasting time is the fastest way to lose trust and future opportunities.
Access Starts Outside the Hospital – Dinners, conferences, and conversations build the relationships that open doors.
Words of Wisdom: Standout Quotes from This Episode
“You don’t have to have a case to bring value, you just have to show up with intention.” - Anneliese Rhodes
“Every day you’re invited into that hospital is a privilege to act like it.” - Anneliese Rhodes
“Don’t be the rep that walks in and makes people wonder why you’re there.” - Anneliese Rhodes
“Respect the spoken and unspoken rules, that's how you earn your place.” - Anneliese Rhodes
“If you don’t follow the rules, it’s the fastest way to never get back in.” - Cynthia Ficara
“Stop asking how to get in, start asking why they’d want you there.” - Cynthia Ficara
“Trust is the foundation of access. Without it, you’re not getting through the door.” - Cynthia Ficara
“You’re not entitled to be there, it's a privilege you earn.” - Cynthia Ficara
“Think outside the box because access doesn’t just happen inside the hospital.” - Cynthia Ficara
“Don’t chase the door. You need to create a reason to open it.” - Cynthia Ficara
Mentioned in the episode:
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We'd Love to Hear Your Stories!
Ever shown up to a hospital ready to “just pop in”… and immediately felt like you didn’t belong there? Maybe you didn’t have a clear reason. Maybe you thought access would come naturally. Maybe you assumed being credentialed was enough but it wasn’t. We want to hear your story. DM us or tag us and share a time you struggled to get access and what you did next. Did you shift your mindset, start bringing real value, build relationships with gatekeepers, or learn the hard way? Your experience might be exactly what another woman in med device sales needs to stop chasing the door and start creating a reason for it to open.
Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Welcome everyone to another episode of Secrets in Medical Device Sales, brought to you by the Girls of Grit. We are here, Anneliese Rhodes and Cynthia Ficara. We are so happy to bring you guys another awesome episode today, which airs every other week. Remember every other Tuesday. Um, and yeah, this one is a good one.
It is another question that somebody wrote into us on that I love, right? Like it's a great question.
The Non-Negotiables of Hospital Access
Cynthia Ficara: It is and you know, so let me read the question so we're all on the same page here. The question and statement was written, and I'm gonna quote, this says, access to hospitals if you are not being requested for a case can be hard.
Mm. What are some creative ways and best practices for getting access now? I think that's amazing because I think it applies to a lot of us. You know, when Lisa and I were talking about this, we almost feel like there's two different ways we can interpret this. So first, I think it's really, really important that we set the stage that is.
It is the, the, if you, if you don't follow the rules, it's the quickest way to never, ever be allowed in the hospital.
Anneliese Rhodes: Well, this is
Cynthia Ficara: true, right, Lisa? I mean, this
Anneliese Rhodes: is very true. Yes, yes, yes. Yep. I have, uh, I've done some things like that. Yep. Mm-hmm.
Cynthia Ficara: And, and you know, let's face it, everything is getting like. Much harder than it used to be.
So I just think, let's just state the rules here. First and foremost. Know your hospital vendor, right? And what do you mean by
Anneliese Rhodes: that? What do you mean by that? Tell everybody what you mean by that. I mean, I know what you mean
Cynthia Ficara: by that. Oh, that's really good question. Okay. That's a really good question. So in a hospital, many of them will have vendor credentialing and there's multiple different ones.
There's Simlar, which now Rept TrackX is part of Simlar. There's vendor made, there's green security, there's or tracks. If you're into a va, there's multiple different things. While doing these, it requires you to upload all of your, you know, your, your records, your PPD, your background check. Like there's a lot of information that kind of puts you in the computer.
You go into the hospital, you log in, you get a sticker, and then they know that you are credentialed to be there. And I think that's flu shot, that's really important. So, um. It's, it's their rules that we as vendors respect because it's a privilege for us to be in their hospital.
Anneliese Rhodes: Yeah.
Cynthia Ficara: So,
Anneliese Rhodes: yeah. So what, what, let's just name 'em really quick.
So you got the rep track, right? You've got simpler, you've got GHX is gx. Oh, that's,
Cynthia Ficara: well, that's vendor made.
Anneliese Rhodes: Okay. Alright. I always forget, um, and like Intelli is now RevTrax, I don't know, there's a, there's a number. Green security. Oh yeah, green security. Oh yeah, that's right. That's a big one. And then HCA facilities, which not everybody that's parallel has an H, right?
Correct. But not everybody has.
Cynthia Ficara: Yeah, that is like a six week pro process. I will say that. I know that one is extremely lengthy.
Anneliese Rhodes: Oh, I know. I feel like we could do a whole episode on these.
Cynthia Ficara: Oh my gosh. Some of them need the 21 drug panel testing that you can't get done anywhere, but special labs. So all of those things are important.
Anneliese Rhodes: Don't do.
Cynthia Ficara: That's for sure.
Anneliese Rhodes: Sorry, but I literally just thought of like, I just literally gave my kids some advice that we were driving. Where were we? Oh, I think we were gonna, the beach or coming back from the beach and I was like talking to them about drugs. Like bad stuff that's out there. Right. Good. And um, and I said to all, it was just the older kids, actually the youngest was not in the car, which is probably good.
And I'm like, listen, you guys are gonna see this stuff. It's terrible. It causes birth defects, it causes all sorts of crazy stuff to happen to you. And I said, I need you to know that. And then I named off all the drugs that stay in your hair for life. I'm like, when they test your hair, because they will, you will test positive for cocaine, crack, LSD, like all the bad stuff.
And they were like, and I'm like, so don't do drugs because drugs kill.
Cynthia Ficara: Actually I don't even think I realized they test your hair. I was like,
Anneliese Rhodes: oh yeah, mine got tested back in the day when I first started. We're talking what? You know, 27 years ago?
Cynthia Ficara: Yeah.
Anneliese Rhodes: Oh yeah. They did a hair test. They took a hair sample and I'll never forget, they were like.
You better hope you've never done anything in your life. 'cause everything shows up in your hair. 'cause it's your DNA. Yeah. Wild. Right? Well
Cynthia Ficara: it's out there.
Anneliese Rhodes: Mm-hmm. Mm-hmm. Anyhow, back to back to sick back. And then you tell your
Cynthia Ficara: kids don't do drugs and they're like, whoa, mom. Okay. Freak 'em out.
Anneliese Rhodes: I do. I'm like.
I'm like, so like zero to a thousand. Anyhow, okay, so yeah, so these credentialing companies are super tough, you know, whatever. Anyhow, you guys need to make sure that you are good to go because that's literally like the easiest thing for a gatekeeper to say. Gatekeeper, being a materials management person, a purchasing person, an or director, even an, you know, not an office person, but like anybody that's gonna stop you at the hospital doors.
That is the very first thing they can look at you and say. Are you approved to be in this hospital? So if you're not, yeah, do your homework and get that done first.
Cynthia Ficara: Okay. So now that we realize that's the ground rules, I'm excited to really kind of get into some really fun conversations and really help you truly with your question of how to get access.
Yeah. So Lisa, let's start the very beginning of this conversation. Revealing our secret. Oh yeah. Because we have a secret to make this successful for all of you today. Yeah.
Anneliese Rhodes: You, you reveal it. You did good. You named the secret.
Think Outside the Box
Cynthia Ficara: So our secret today coming from none other than the girls of grit to you, is to think outside the box.
So look, we get it. We know that okay, I have to walk in the front door and I have to sign in. Of course. And you know, our jobs can be extremely challenging. When there are obstacles in the way, and I think we just spent a few minutes explaining, and just to reiterate, it is extremely important to follow the rules of the hospital.
So now within the confines of the hospital, within the rules, within your credibility to step foot in the door. Now how do we do our job? How do we get to have these conversations that's gonna move the needle and, and, and bring us some sales, is what we're there to do.
Anneliese Rhodes: Yeah.
Cynthia Ficara: So, yeah. Um,
Anneliese Rhodes: yeah, so you don't wanna be looking like, you know, number one, you don't wanna be the sore thumb that when you walk into the, or you walk into the hospital and you don't have a case that somebody's like, why are you here?
What are you doing here today? Instead, you wanna be seen as, and this is something that, you know. We may even take for granted now, Cindy, 'cause we've been doing this for so long. But I have a hospital that literally like if I'm there, they're like, oh, hey Lisa, what's going on? You got cases today? And even if I'm like, no.
They're like, okay, well, you know, have a great day. We'll see you later. Like it's no big deal. Right? Because I'm there a fair amount for cases. They know that I've done all the credentialing stuff. They know I know the rules. They know I'm dressed appropriately for being around and inside the or, like they know that I respect all of the spoken and unspoken rules, but they also know that I bring value when I'm there, like nine times outta 10.
Cindy, when I'm in these accounts, there's always a question for me regarding my products. Like somebody usually stops me and is like, Hey, what about that? X, Y, Z product that, you know, I ordered last week that's on back order. Can you help me with that? So right there, that gives you a reason to be in the account because you are servicing the account for a specific reason.
Maybe there are some products that of yours that are on the shelf that might be back ordered. So you're gonna be asked these questions, so you're already bringing value to the account even if you don't have a case that day. You don't have to have a case in order to bring value. Sorry, I just through my mind.
Cynthia Ficara: Well, I love what you're saying because, and it's almost like, it's like flipping the switch here, right? So this question comes from a vendor side. How do I get in? Okay, well why don't we start thinking, how do they want you in? How do they, what can you bring to want you to come in? Yeah. Instead of just asking for a case.
There's a lot more that goes into our job than actually doing a case. It's the best part, it's the rewarding part, but all that, the steps it takes to get in there so you can do a case. So I want you to kind of like flip your mind a little bit on this and. I'm gonna reframe the way you're thinking.
Instead of just thinking, how do they want, how, how can I get in there, think about how can they want me, what do I have? What can I bring? How, as Lisa said, bring value. Because think about this. This question came in from somebody who clearly has done cases before, who knows what it's like to be in a case.
So think about what that feels like, right? Like when everybody knows you and you're comfortable and it's like, oh, welcome. Hey Lisa, it's so great to see you, and it. Feels good, right? Well, what took you to get there? Think about all that you did to earn that. Now you just have to pick that up and model it somewhere else.
So
Anneliese Rhodes: yeah,
Cynthia Ficara: it's hard to start from the beginning. I get it. Oh, but there's many creative ways to do it when we get I know. Outside the box.
Anneliese Rhodes: And you had I Exactly. And you had a great idea when we were discussing this earlier that, uh, today. Um, why don't you tell 'em the very first one? 'cause that was your idea.
And I'm like, oh my gosh, that's like such a great one. It's an, you know, sometimes it's like easy enough to just forget about, but it's such a great point. Like it's such an easy one. Very true to use.
Cynthia Ficara: It could be the easiest oversight that any of you are forgetting about.
Anneliese Rhodes: Yeah.
Cynthia Ficara: This. Goes along with checking inventory that is already on the shelf.
Maybe that's not the reason you're going there. So let me put it this way, some. Vendor positions have multiple products. I mean multiple products. Yeah. You know, uh, years ago I used to work for, it was at the time called Bard, which is now bd, and I think it was like 600 line items. A lot of different things.
Oh
Anneliese Rhodes: my gosh. And.
Cynthia Ficara: I don't even remember what they all were. I mean, but it's all, you know, disposable distributor, you know, it's on the shelf and there were maybe some things that I didn't really sell, but they stocked them there. And my, and the company's name is on the shelf. So, you know, I would set up appointments, say I just wanna come check inventory and see what's on the shelf.
And I will tell you, you know, you mentioned materials management, the very beginning. That is one of the best relationships to have. And they want you in there because think about it, if you have anything purchased or, well, especially consigned, they wanna make sure everything that you are doing is compliant with them.
And if you say you only check inventory once a month, right? But you're really trying to get in front of a surgeon. And Lisa, you, you, you said something that I think would shy some people away earlier when you're like, what if somebody stops me? He says, what are you doing here? Uh, easiest answers. I'm checking inventory for, blah, blah, blah.
Yeah,
Anneliese Rhodes: yeah.
Cynthia Ficara: You own it. You can do it. And I think that's really, really important. So,
Anneliese Rhodes: yes, I agree. I think
Cynthia Ficara: checking inventory is a simple way in.
Anneliese Rhodes: Well, and you just said, you know, thinking outside the box, so, and you just said something that I never even thought of, but like, if your company name like a BD or I don't know, Boston Scientific, Abbott, uh, Medtronic, j and j, like all these companies have multiple divisions with multiple products.
If you're a good, smart rep. You not only know your counterparts in those companies, you know their products, you know, if they're on the shelf. Like even if you are not on the shelf, your company's counterparts. Products may be on the shelf. 'cause maybe they're like disposables used every day, blah, blah, blah.
Kimberly Clark, another one of those, you can say, Hey, I need a check, so-and-so's product. Make sure that's okay with the other rep, but like that's a great idea. I didn't even think about that. Like even if they're not directly what you sell, you're still checking inventory. You're still doing, and I guarantee you there are reps out there that do that.
Cindy, that was a great thought. I didn't even think about that. But I actually know somebody who was doing that just the other day and I'm like, huh, what's you doing here? And he was in the back like looking at other products in his company, but they're not his that he sells. And I'm like. Did he just like literally say he was gonna check that or does he actually have to check it and Oh my gosh, as soon as you said that, I was like, oh my God, it's such a great idea.
So if you guys are lucky enough to work for a very large corporate, um, company and you know your counterparts and you know their products, use that as an example or an excuse to get into the account to look at inventory, you know, while you're in the hospital, right? And you don't have a case, but you have approved access.
Cynthia Ficara: Then don't forget to leverage relationships too. So if that counterpart has a really good relationship with materials management, walk in with them, have them introduce you, and then you can even call that person like say, Lisa was my counterpart, and I can say, Hey, I'm heading into so-and-so's. Hospital today.
Um, do you want me to give you a count of such and such, or, and then you're like, Hey, I'm here to help Lisa today. I just need to check her line real quick and let 'em know. And then you're walking through the hospital. You can walk around, check the or board, see what's on the schedule as you're walking out.
Are there any. Physicians doing your cases, your competitors, all those things are legit. Oh yeah. And remember, you have to be legal and you have to respect, but this is very great way to get access. Like, I love doing this a
Anneliese Rhodes: hundred percent.
The Relationship Advantage
And it reminds me, you know, as we move through this, um, we did do an episode on Gatekeepers a long time ago.
Um, I kind of quick did a quick search, but I couldn't find it. But, um, I mean it was like, I think it was like two years ago, but like, you know, it was all on access to even getting through the. Gatekeepers at the office. But you know, a lot of these gatekeepers kind of look and act same, right? So,
Cynthia Ficara: mm-hmm.
Anneliese Rhodes: You know, make sure when you're talking to these gatekeepers, I'm like, well, why are you here?
You're bringing something of value, right? Like, this isn't just a, Hey, random willy-nilly, I'm just gonna swing into the hospital and be like, Hey, what's up? And go bother all the physicians. 'cause truly that's what they're trying to keep you from doing, whether it's in an office. An a SC or a hospital, they don't want you as the rep taking up the physician's time when their time is so valuable and they have cases to do, patients to see all of that stuff, right?
So make sure when you are coming in, you are bringing value. Are you truly checking an inventory level? Are you answering questions? Are you bringing, you know, new products in? Are you doing an in-service? Like, that's another great way to get access to a hospital that we didn't talk about is are you gonna do a staff in in-service, right?
Sometimes those inservices are really early in the morning. You know, honestly, the best time I always felt, and I do still feel, in fact, I've got one scheduled here in about a month and a half is an early morning inservice. I'm talking like six o'clock in the morning. But you know what they love? They love coffee, they love donuts, and they love a bright, smiling face in.
You're bringing value, right? They don't want their time wasted. Just like you don't want your time wasted. But that's another great way to, number one, get access into the hospital, but two, start to make those connections and those relationships with those people in the hospital. So the next time you're in there, they're gonna remember who you are.
They're gonna be happier there. And oh, by the way, you are bringing some sort of value to them. So I think, I think so, you know.
Cynthia Ficara: You, you reminded me in that gatekeeper episode. You know what I remember? Um, maybe it was two years ago, but you talked about in that episode, getting to know the, um, getting to know the gatekeepers, like be nice to them.
You see a picture of their kids, oh, these are cute. Like, how old are your kids? And like, you get to know them as people that you're not there to ruin their day. Then once they kind of know you now. This is one of the most efficient things you can do is solve one of their problems. Because think about it, they have a job to do as well.
Like, how can you make their job easier? What can you do to make it flow better? Not have a delay, make it faster. And then when they see you as a problem solver, they're gonna, you're gonna come in the door, they're gonna see you. Three people back, wave you on. You're
Anneliese Rhodes: so right. You're
Cynthia Ficara: so right. It's so true.
Like, it's so true. Know how you can help them. That is so, so key.
Anneliese Rhodes: You're so right. And you know what I, you just made me think of something else. Um, you know how physicians have a lot of like PAs or they have a scrub tech or they have somebody that like always works with them. Yeah, get to know them as well too, right?
Like bring value to them. I mean, maybe it's just value in and of, they know that when you are in the room or you're in the hospital, you're taking care of the products. They don't have to search for the products. They're not gonna run out of the products. They know how to use the products, like all the things that make their job easier, so they're not getting yelled up by the physician because, let's be honest, when things go wrong, the physician usually turns to the person that's next to them, and that's working with them most of the time.
Sometimes it's in jest. Sometimes it's not. So make their life easier. Don't, don't put, don't set them up for failure. And then when you see them in the hospital and you don't have a case and they walk by you, they'll be like, Hey, Cindy, hey Lisa. You know, Hey, what's going on? I'm, and they'll give you information too.
They'll be like, Dr. Smith is doing X, Y, Z. And you'll be like, Hmm, he didn't call me. And you might even get to a point with that PA or that scrub tech where they'll be like, I gotcha. I'll say something to him like, why is he not using your product right now? Oh my gosh, like win, win, win, right? So just, you know, being creative, being kind, being valuable, I think is really like a top priority of yours when you're trying to gain access and keep the access good and open door type policy within these hospitals.
Cynthia Ficara: And I think one of the last. Most important creative ways of revealing our secret of thinking outside the box is exactly that. Outside the box. Okay.
Anneliese Rhodes: Yeah. It's
Cynthia Ficara: not all about the hospital, everybody. It's not all about one building. Yeah. What about setting a message, having a dinner? What about, Hey, there's a conference coming up in six weeks.
Are you gonna be at that conference? And then you're building a relationship outside the hospital that allows you to get into the building. Yeah. So again, thinking outside the box is way beyond. There's so many different points of contact and conversation to get you to where they say, Hey, we have a case.
You'll walk in, you're waved through the door. Life goes on. So
Anneliese Rhodes: I love it.
Cynthia Ficara: I think, I think this was an excellent question because it summarizes a lot of what we do, but sometimes if you just think about it, there's a lot of ways to really, really move your business.
That Kill Trust Instantly
Anneliese Rhodes: I agree. So I think we talked about a lot of good practices.
Yes. Best practices I should say. Let's talk about what not to do really quickly. So this,
Cynthia Ficara: yes,
Anneliese Rhodes: we can give you guys some thoughts on what not to do because that's as important if not more important Correct. Than what to do. Right. So obviously the most obvious one is don't just pop in, quote unquote. Don't just be like, Hey, I'm here.
And they're like, okay, great. Why are you here and what are you doing for me today? Right? Like it isn't one of those, oh, I just said I didn't pop in today. No, no. Again, nobody wants you popping in because nobody's ti, nobody wants time to be wasted. You shouldn't be wasting your own time, but you should not be wasting your physicians, your customer's time and customers are everybody.
Right? It's not just the physicians, it's the nurses. It's the the techs, it's the PAs, it's the office managers. It's whatever you're talking about. Or directors. They don't want materials management. They don't want their time wasted because they're all busy, right? So don't just pop in.
Cynthia Ficara: This is so important, and I have seen people do this, so I, I want you guys to really kind of understand what this feels like it receiving this type.
So let's pretend you are at your computer in your office, right? And your manager's like, I need all this expense in, or finish out this report. You've got 15 minutes to finish. Oh, so you're focusing, you're looking up numbers, and somebody walks into your office and stands in front of you. Hi, I'm here to pop in.
Yeah, yeah, yeah. What do you need? They're just sitting,
Anneliese Rhodes: that is such a bad image. Like, oh, that stresses me out.
Cynthia Ficara: It's like, let's just put a monkey sitting on top of your thing here. I'm woo woo woo jumping around. Like, what is that? So like, really, really. That's a, a great
Anneliese Rhodes: point.
Cynthia Ficara: Do not do that. So, okay. And,
Anneliese Rhodes: and wouldn't you, if that was you, wouldn't you be like, the next time you see that person, that was what you would think of?
Yes. Right? You'd be like, I don't even wanna see you anymore. Like, you are super annoying to me. Like, don't be that person because they're not gonna forget about that the next time. Yes. Even if they're like, it's fine, you're okay. Guaranteed the next time they see you or they see your name come across on a text, not text message, but a phone call or an email, they're gonna be like, eh, delete or ignore.
Cynthia Ficara: Okay. Do not go in without a plan.
Anneliese Rhodes: Yeah.
Cynthia Ficara: Because then you've just ruined five more visits down the road. Um, you know what, I think something I've seen, Lisa, this just made me think of that too, is not to act entitled. To access. I've seen people get, oh,
Anneliese Rhodes: I see that all the time.
Cynthia Ficara: Chips on their shoulder. Oh, what do you mean I gotta be in here?
I ain. Gotta do this. Well, you know what? No you don't.
Anneliese Rhodes: No
Cynthia Ficara: you don't. You are not a hospital employee. Remember that? That's important. Do not. I
Anneliese Rhodes: love that. You're so right. And you know what, coming from you who's a nurse practitioner, you know better than anybody. No, you don't. You actually don't. You're not entitled to be here because, correct.
You're not on the clock. You don't work for the hospital, you're not doing what I'm doing. You're lucky to be here, type thing. So keep that mindset and I really try to always do that. Cindy, I mean, just yesterday I was in my favorite account and I had a case and it, and there was a, I was there early, right?
Like. Six 30 maybe, and they were having their staff meeting right. Where all the staff stands around the, the front of the OR desk. And they're, they're getting their update for the morning on the patients, on the surgeries, on all the stuff, right?
Cynthia Ficara: All the rounds.
Anneliese Rhodes: Well, you, I gotta go through that in order to get, um, my paper rep scrubs or, yeah.
And um, you know, whatever. Get my stuff done right. So I don't just breeze through like, Hey, what's up? I mean, first of all, they weren't actually even talking yet, but they're all kind of circled around. You know that feeling, right? It's early morning, bright lights. People are tired, they're drinking their coffee.
They're kind of annoyed because it's the same thing over and over again. I'm not gonna walk through there and be like, either I'm so cool, or, Hey, what's up to everybody? I just kind of, I, I kind of duck my head. I'm like, you know, and I can't show you guys unless you're watching us on YouTube, but it's kind of like, you're almost kind of like.
Excuse me while I move through the, the, the crowd here, the huddle. You know, I don't the huddle. Thank you. I don't wanna be a disturbance and I feel like a little mess. That's also me saying, right? I mean, I'm not like a total like, no, I mean, I, I'm, they, everybody knows me, so they're like, Hey, what's up? But like, I'm quiet.
I'm not disturbing them. I'm not like, oh, I'm so entitled to walk through this group. No, I'm not. I, I make my way around them. I don't disturb the huddle. Like that's part of it. Don't be entitled at any given point ever. When you're in those hospitals, you need to be at their beck and call. You have a job to do.
Yes. But every day is a gift when you are invited into that hospital and that, or, and we talk about that so often, Cindy.
Cynthia Ficara: It's so true, and I, and I think there's two things to really wrap up about what not to do and, and to, to not make it about you. So it shouldn't be a, a self-serving touchpoint in, in essence, it should be about them.
And I think I really want to drive home the last point of not to force access before that trust is built because you will, you will never build any trust with them. If. You haven't, like, you'll never earned it. I, I, I meant to say you'll never build your way in to have access if you don't start with trust first.
And it's, that's great. Trust is so key to access. It really, really is.
Anneliese Rhodes: That's such
Cynthia Ficara: a great point. I really think that,
Anneliese Rhodes: yeah. So I think after this episode, I hope that you guys got a, a ton of. Information. I hope we answered that question the way that you were looking for us to answer it. Um, that's the way Cindy and I interpreted the question.
We had a good time discussing this prior to recording this episode. Um, because this is something, it's a great question. I think probably a lot of you guys struggle with this. And, and you're gonna struggle with it anytime you walk into a new account, right? Where you have new physicians and new customers and new touch points, but you're also gonna struggle it in the accounts that you currently have and you're doing business in.
So it's a great topic. Thank you for writing into us. Please keep the questions coming. Um, but I think one of the main takeaways that Cindy and I talked about is, you know, don't be the pushy. I'm entitled to be here. Why are you questioning why I'm here? Rep? Because those reps aren't the ones, number one that Cindy just talked about, which is trust.
They are not, that is not the way you build trust, right? You need to be seen as the valuable person. You are respected and you're respecting them. I think those are just so important. Follow the rules. Make sure that you are approved to be on the premises at the account. You know, don't just show up. Non vendor approved, not understanding the protocols, like all that, that, that is so key, I think.
Cynthia Ficara: And Lisa said this. So I, Lisa, when you kind of mentioned this, and I'm like, I just, I wanna say what Lisa said. You're talking about, um, when we're getting into these hospitals and it was something to the word that Lisa said, you know, don't chase the door. You need to create a reason to open it. So I love that you came up with that.
I thought that was. Awesome. So we're gonna leave today with our call to action, which is of course to write in, subscribe, tell us what you think, give us a rating. We need to hear that all the time. And secondly, if you just found this so awesome, we need you to go to our website, click down our free PDF, which is just gonna give a quick outline of what to do and what not to do when you think outside the box.
Thanks for listening.
You're not on the schedule and no one called you into the hospital,
Anneliese Rhodes: but the reps who win, they don't wait to be invited. So what do they know that everyone else doesn't?
Cynthia Ficara: Today we are answering a question from a listener that directly relates to this topic, so tune in.
