CharityRx reps are some of the best in the business. They're also some of the most generous in their desire to help other reps learn the business and get ahead in their territories. We’ve collected and curated the list below from suggestions from seasoned CharityRx reps and leadership so you can hit the ground running and make the most of the resources available to you.
Top Tips and Tricks
CharityRx vs. Competitor Rep Story by Stephen Carey
Today as I visited accounts, a rep from our competitor has been in and out of the same accounts. In a couple of places, I was behind her in line. After making my pitch in a CVS and a RiteAid, I asked both techs, who were tracking around 50 scripts, "Which card do you prefer and why?" Both responded CharityRx because of how easy and fast it is to use, the comparable prices, and the charities we donate to. Thirty minutes later, the same competitor's rep is behind me in line at another RiteAid. She listened while I made my pitch. Knowing she was there and seeing their card on the counter, I integrated it into my pitch by asking the tech how long it takes to get all those numbers and customer info entered. The tech responded, "About three minutes." Then I asked, "How long with the CharityRx card?" She responded with, "15 seconds." I then asked, "Why would you use the competitor's card?" She said, "We wouldn't and don't."
To make it worse for the competitor rep, I was delivering an XL Papa John's pizza to this account and thanked them for the 59 scripts they did with the CharityRx card. I turned to walk away, and the competitor's rep asked, "How am I supposed to follow that?" In my serious demeanor, I simply said, "If I were in your shoes, I wouldn't. You will lose. Good luck."
It's a great day at CharityRx here in Virginia today. The CharityRx card is the winning hand. Our job is to show pharmacies that fact. Some days go better than others, but just keep doing it. You will win in the end.
Trifecta Card or Triple Threat Card Pitch from David Beckley
USE THE TRIFECTA CARD:
1: Easiest fast code (to save you time and frustration)
2: Stable prices (no "tricky" or "bait and switch" tactics being used)
3: Gives back (every time you use this code, you make a donation to a charity in need)
Tips for New Reps from Angela McLay
• Don't take it personally. I don't know if I'm just a sensitive soul, but it would really hurt my feelings when someone was not receptive. I had to learn to brush it off and not carry it on to the next visit.
• Just get out of your car. Sometimes the hardest thing is to get out of your car and go into an account.
• Ask for help. I asked people for help. Dustin took the time and listened to me do my pitch over Bluetooth when he was out visiting his own accounts. I don't think you would have that experience with a VP in any other company!
Tips for New Reps from Patty Engel
Believe in the cause. When you look at the numbers, understand that behind each script is a real person you’ve helped. Each script represents a patient who saved money. The more scripts come in, the more good we can do with the various charities we support. If you approach your clients with a pure heart, they will believe in what you are saying. If you don’t believe it, it will show. Aside from that, stay focused on your goals: plan, stay organized, invest in your business, and believe in yourself. I have a saying that I absolutely love: “Those at the top of the mountain didn’t fall there.” Do what you need to do.
Tips for New Reps from Dustin Arnold
• It's a numbers game. Try to get in front of the largest number of techs and pharmacies to guarantee a quick start and the best opportunity for success.
• Be teachable. Everyone has something to learn in this business. Try to listen twice as much as you speak.
• Don't overthink it. Consistent actions will equal consistent results.
Tips for New Reps from Timothy Katko
• Set a goal every month visit-wise and share that goal with someone who can hold you accountable and encourage you in your goal. Set a goal that will push you through.
• Don't feel like you have to have it all figured out before you start your visits. Allowing yourself to learn along the way will magnify your growth.
• Reach out to people in our company who have achieved the level of success you want and pick their brains about how they did it.
Revisit Inactive Accounts by Mary Tockstein
I was working in my own neighborhood one day when I was limited on hours, and went into a Walgreens that I hadn’t been to in a while. I actually purposely gave those accounts a break in my area because it was always a hard no in the past. I talked to someone different today and she wants to be a part of the “Donut Club!” So even if you get no’s time after time maybe skip it one or two times then give it a try again.
Holding Pharmacies Accountable by Joe Maxon
One of the hardest things for me to do with my accounts is hold them accountable. Certainly, it comes from a lack of overall confidence (I've never done this type of work before), but I try to be consistently friendly to each person I meet and talk with. Well, I found a way to start asking, "Why not use CharityRx?" or stating, "You haven't used our card in months." I started doing this slowly in the last few months, but there was no holding back in the last few days, stores that I've been going into for months and months. The people know me and say they love our pens but never use our card much, if at all, so what did I have to lose, right? So far this week, three of them have used the CharityRx card over five times each! Not a lot, but they all add up. Frank Burns said, "It's nice to be nice to the nice" on M*A*S*H, but it's also nice to be nice to the stores that use our cards a bunch, so you can bring them donuts, pizza, buttons, and more pens!
80/20 Rule from Patty Engel
For new reps reading this, thinking, “Three years with no scripts! So how do you make money?” Remember the 80/20 rule. 80% of your business comes from 20% of your clients. That does not mean ignoring the 80%. That’s when you start to strategize. Do challenges or “clubs.” Find what speaks to them with our talking points. One doctor I talked to liked that we are HIPAA compliant and do not take personal info. Eventually, the 20% of people using your card increases to 40%, 50%, 70% and so on. You’ll probably never get to 100%, but you can get darn close.
Picture Album Idea from Carolyn Johnson
After our Mission Trip to the Dominican Republic in February 2023, I put small photo albums together to pass out with all the goodies I take to my accounts. The techs don't alw
ays have time to listen, but these stories capture their attention and hearts. They can look later and enjoy a couple of pieces of candy during a breather and associate a warm feeling with the PURPLE card. If they do have time to chat, I have shared a couple of the Dominican kids’ stories with their photos, especially about their hunger for love. The techs love it! I ordered five albums off Amazon for about $7 and cut them into two, making two albums with 14 pics. I printed paper photos very inexpensively as I’m part of the HP ink program. I also carry my own album and have had a few visits where the tech had time and looked at every pic showing what our company does for their people and the good for those in need.