Savvy pharmacists have discovered the key factors to excellent sales performance, regardless of market conditions. Never has this been more important than right now.
The cold, hard fact is your pharmacy’s survival depends on customers making a conscious choice to come to you. Convenience is everywhere now. You can no longer rely on location alone.
Having begun my career as a pharmacy assistant and evolving into a pharmacy mentor, I’ve seen thousands of pharmacies over the years, and I’ve worked in them too. From the local pharmacy in the small shopping strip to the large semi- supermarket in the shopping mall.
Here are the hidden assets of high performing pharmacies, revealed. Adopt these practices to create immediate improvement in your sales:
1. Create a vision for what you want to achieve financially, for the community and for your staff. Make it intrinsic to everything you and your staff do.
2. Create engagement in your staff as individuals and as a team. Keep them motivated by rewarding them regularly in unexpected ways like giving public recognition of something specific they did well as a team or as an individual. Listening, acknowledgement and praise go a long way.
3. Initiate change and get your staff involved. They know your customers. Ask for their ideas. Treat your pharmacy as a small business whether the turnover is $1 million or $10 million. Stay hungry and look for the next achievement- read widely for ideas you can adopt, network within and outside of the industry.
4. Look after your customers in a way that proves you are as passionate about your community as your business. Go the extra mile to give to others without any expectations. Constantly talk to your customers to tap into what they want and then surprise and delight them. Give them extra value, every opportunity you get, and reward your staff for genuinely caring for the customer.
5. Try new strategies and accept mistakes and failures without drama. They’re good ways to learn. Take the same attitude as Thomas Edison in inventing the light bulb. When asked how it felt to fail 1,000 times, he replied, ‘I didn’t fail 1,000 times. The light bulb was an invention with 1,000 steps.’
Remember, in every adversity there is also opportunity.
What pharmacy can deliver right now has never been more valuable- unprecedented levels of medical knowledge and support, a place and people for the community to connect with and who make a difference every day, one customer at a time….