How to Attract the Right Customers

Are you tired of the ones who come in for one prescription and you never hear from them again? What about the customers that wastes a lot of your time? Do you feel sometimes like all you get are the problem customers but none of the good stuff? Well, let’s talk about how you can change that problem. Please note that this is a frustration for most independent pharmacy owners. You are not in this boat alone.

To tackle these issues correctly, we will separate them into 2 posts. Today we will cover attracting the right customer. In 2 weeks we will discuss what to do with those pesky problem accounts.

The first thing you must do is define your ideal client. Here are some questions to help you with your definition. Keep in mind while answering these questions this is your “IDEAL” client and not the ones you would settle for if they walk in the door.

Age of Client - pick a range. Keep in mind 0 - 99 is not an

option. Narrow that range down to something reasonable.

Do they work or are they retired?

If they work, how much would you say they make a year?

Do they have a family? How many people in the family?

How often do they go to a pharmacy?

What kind of car do they drive?

What do they do for fun?

What types of businesses do the patronize?

You are probably thinking, why do I need to know this information? Amazingly enough, these details are vital to attracting the right customer. Get your employees input as well. You would be amazed at what they notice.

Once you have the IDEAL CLIENT identified, answer the following:

1. Who do you know that fits this description?

2. Who do you know who might be acquainted with your ideal customer?

3. Where can we go to meet these ideal prospects?

4. List 5 ways you can keep your pharmacy in the mind of your customers

5. List 3 ways that these prospects would benefit from coming to your pharmacy

Once again, it is a good idea to get your employee’s involved with this exercise. The more involved they are, the more buy in you will get from them. They will even offer to help find the ideal customer for you. Like you, they are tired of dealing with the difficult customer. They want to see the right people in your pharmacy. So, get let them participate as much as they want.

Be sure to check back in 2 weeks as we will discuss what to do with those challenging clients.