10 Proven Strategies to Enhance Your Networking in Medical Device Sales
What if the key to breaking into a coveted industry wasn't just about your resume but about the connections you cultivate?
In this episode, The Girls of Grit dive into a pivotal secret for breaking into the medical device industry: networking. They emphasize that effective networking hinges on creativity and authenticity, offering invaluable insights for both new graduates and industry veterans.
Networking isn’t one-size-fits-all. It requires creative thinking and leveraging every opportunity, no matter how unconventional. From college lab partners to social media connections, networking can happen anywhere.
As networking is a long-term investment, the key is to be patient, persistent, and consistent. This practical advice will empower you to unlock doors of opportunity through genuine, creative engagement.
Ten Actionable Steps To Refine Your Networking Strategy
Define Your Objectives: Know your goals to focus your networking efforts.
Research Your Target Audience: Use LinkedIn and other platforms to find key industry players.
Develop an Elevator Pitch: Prepare a concise, compelling introduction.
Attend Industry and Community Events: Engage in various settings to expand your network.
Be Approachable and Engaging: Maintain positive body language and be open to conversations.
Leverage Social Media: Utilize platforms like LinkedIn and Twitter to connect with industry professionals.
Follow Up: Maintain relationships with timely, professional follow-ups.
Offer Assistance and Value: Be proactive in helping others, fostering reciprocal relationships.
Seek and Become a Mentor: Build and share knowledge through mentorship.
Be Authentic and Maintain Integrity: Trust and genuine connections are foundational to successful networking.
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Did you know that one of the best secrets in medical devices is networking? What's fascinating is that networking can look different for everyone, whether you are the recent grad or you're already in the industry.
Cynthia Ficara: We've discovered one key element to mastering your networking strategy. Tune in as we uncover
this one secret.
Good morning, Cindy. Good morning to all of our listeners out there. Good morning, Lisa. Good morning to everyone. Thanks for tuning in. So jumping right in,
Anneliese Rhodes: we are coming off a really Great interview. Very interesting, actually, I thought, with Emma Grace, Cindy's daughter, who was a recent grad from Davidson, who basically jumped straight into a coveted role of medical devices straight out of college.
And, - we talked to a ton of You guys out there that are graduating, looking to graduate, or even recently graduated, but just cannot seem to get into the medical device industry. And Emma did such a fantastic job of talking about like, not only how she did it, but what did it look like to her?
Because your life completely changes when you go from college life to not only working life, but medical device industry, working life, which looks great. Totally different to everyone, no matter where you're coming from. it was a fantastic episode. So if you didn't hear it, you absolutely needed to go back and listen to it.
I thought it was really great. but you know, one of the things that Cindy and I were discussing that Emma Grace did a really great job of doing without realizing she did it, Was networking she figured out real quick how she was going to get into the medical device industry by taking advantage of the places that she was sitting in currently and just Blowing that out of the water, and that's how she networked her way into the medical device space.
And Cindy, I'll let you recap that for all of our listeners, but this breaks down to that one secret. And Cindy, I will let you give that away.
Cynthia Ficara: Oh, thank you. Thank you. So before I reveal this one secret. I will remind you, this is what Emma Grace's situation looked like. She's sitting in class in her lab and she's speaking with her lab partner who knew someone who was in medical device and referred her to Davidson net, which is a College based, most similar thing to like a LinkedIn, the college itself had its own LinkedIn and there's many colleges out there that have something similar.
So just by simply sitting in lab, she meets a person and strikes up a conversation and she's not afraid to talk about what she's interested in because you never know when these opportunities come up. But if you think about it, nobody could pay that way. And there's no written prescription to go sit in the lab and ask your lab partner.
But what makes this so interesting and so unique Is this unveils the one secret that Lisa and I think is completely crucial to networking. And that is creativity. There is no one path and it's all creativity. Keep your eyes, your ears open, and there's opportunity around you everywhere. And what's so great is when you meet with certain people, they can help connect you where you want to be.
And I mean, you can unlock doors of opportunity. Unbelievable opportunity and really help you achieve your goals. So what we want to do today is we are going to take this one secret and we are going to give you 10 action steps to really help you with effective networking. So you can apply this, whichever way works for you in creative situation you may come across.
So I will just start it off. And the very first step that we believe is important in networking is helping you get focused. And number one is define your objectives. So what do I mean by that? Really just identify the purpose and the goal of what you're trying to achieve. In Emma Grace's example, she wanted to get into medical device.
So is this a new job? Are you looking at maybe you're in a stage where you want to just expand? Your networking relationships, you could be at, like, a, vendor event and make sure you go to the different tables and see who you want to meet exploring different opportunities to partner with people.
Sometimes if you're currently in the industry. And you're working at a vendor event. You may be able to partner with someone who knows the doctor you're trying to meet. So it's always thinking about what your objectives are and that's really going to help you connect. Now, if you're a new graduate, this is about landing the job, but think this is where you need to think, what am I interested in?
do I want to travel? Do I not? Do I want to stay close? Do I want to be on call? Do I like OR? Do I want to do distributor? But maybe just kind of sit down and you don't have to know that answer, but think what are my goals in the next couple of years? If one year I want to be here, maybe five years, I want to work my way up.
But a simple exercise, take out a pen and paper, define your objectives. It's really going to help you tune into paying attention, when to network in conversations and seek out certain people.
Anneliese Rhodes: Well, and you know, a lot of podcasts talk about this, but that manifestation of what you really want in your life, right?
So if you want to think about, the fact that let's just say you're a new grad and you're looking to network and what does this even look like? And wow, it can be so overwhelming. Just be open to anything. I mean, honestly, it's funny when you start thinking about what you truly want. And if your goal is to get into medical devices, Every thought, every action, every person that you come across will some way, shape, or form potentially be part of that networking goal of getting into medical devices.
It could be somebody in the supermarket that you run into and turns out that their wife is a CEO of a small medical device company. Right. So I think that this, in terms of defining your objectives, what that's doing is that's putting it out there. It's saying, okay, what am I looking to do? What do I want to do?
Let's say you're in the medical device industry and you're just kind of stuck and where you're at and you're like, well, where do I go now? How do I network? How do I find the people? Go to where you look at a lot of information, go to LinkedIn and start connecting with all the folks that. are in the medical device arena that you are now interested in.
Maybe you're in cardiac and you're looking to move to vascular. Well, start looking up these vascular companies and we're going to get into that a little bit more as we roll through these, but it's really important when you define your objectives to put it out there. It's like asking the universe to give you what you're asking for.
So, know, along with that is number researching your target audience. You know, really important. You can do this, like I mentioned through LinkedIn. Or Facebook or maybe even Instagram. I'm not sure there, but for sure with LinkedIn, because if you want to reach out to a hiring manager of a company, the first thing you should do is go and look them up on LinkedIn, find out, what their background is.
How to get a hold of them and DM them, let them know, look, you're interested in diving into this position. Maybe you can even find out if there's a position open. A lot of times managers put out there, Hey, I'm hiring in this area. I just saw one the other day. So network your way into figuring out where to go and who to talk to.
And again, that's being creative. It's figuring out what your objective was. And now let's be creative and reaching out to those specific people to really get you to that next step.
Cynthia Ficara: that's really great information, Lisa. having a target audience and knowing where you're going is really going to help for number three.
Cause number three is develop an elevator pitch. And gotta be honest with you. This one, I think it's really, really key and here's why. If you have an elevator pitch, you will be more open to opportunities and not miss 1. so what do we mean by an elevator pitch? It's just a very concise, compelling introduction.
of you or summarizes what you want value want to bring, you know, it's a way to engage. And like catch somebody's attention, like picture going into an elevator and you have 10 seconds to the floor beeps and they're standing, you're like Steve jobs and you want to go work in it. Well, boom, you got to know what to say.
You got to make it important. You got to know who, what can you do to make him know who you are and remember you very quickly. But if you walk onto that elevator and go, Oh my gosh, I'm seeing somebody as big as somebody like Steve jobs where you're just. Your jaw drops and you don't say anything, there goes your opportunity.
But if you've practiced and you know what you want to say, you can come across important people or just somebody, they don't have to be somebody very important or big and already established. It can be the simplest connection. I'm going to tell you a simple story. This has nothing to do with medical device, but this is what I mean by knowing what you want, when you want it, and a quick elevator pitch standing in line after a race actually I was with my daughter and there was an adorable baby in front of us like four months old.
So then we talked to the mom about how cute the baby was. Turns out the mom was the wife of somebody who ran a division one training program. And literally again. Top of mind, what you're looking to do immediately. My daughter had her elevator pitch about this is what she's seeking for. Who can she find?
What can she do? And lo and behold, she spent years training with her husband all because we simply commented on what adorable baby it was. You never know when your opportunity is going to come up about something you're looking for. So just think about it. Be concise. Know what to say when you need to say it, and if you practice it, you'll never forget it.
Anneliese Rhodes: That's a great story. fantastic story of just making connections. And that's what networking is. It's making connections. And you're right. Get that five minute elevator pitch or five second even can sound daunting. I think sometimes. So I think writing it out and then practicing it on people that Maybe already know what your, goal is in life is really important because when that time comes, you got to be able to spit it out.
You got to be able to say it with confidence, with, a hundred percent honesty, passion, all of the things so that when somebody asks you, well, what are you looking to do? Boom, you have the answer right there. So I love, I love that story. It's, it's a great example. So, number four, you mentioned this Cindy, but attending events and community events, right?
So like industry events. So let's just say, you know, if you're in the industry. Obviously, it's a lot easier for you to attend these events because you're already going to them for your current job. So if that's where you're at. Start walking around, look at the different vendor sites, see what kind of devices interest you, see what different specialties interest you, start talking to people, just make friends.
I mean, it's all about those connections. So start connecting with the reps, the managers, the VPs, just all of that is part of this networking process. Be creative with it though. stand out from the crowd, tell them why you're interested in it. Maybe personalize your stories. Maybe one of your family members.
suffered from this disease. And now they have a product that can help cure the disease or help, stop the disease from progressing that kind of thing. So at these industry events, it's really important to go out there and make friends. I mean, nobody said having too many good friends is a bad thing.
So I think that that's a really key thing. If you're a recent grad, Go online and see if you can find out where maybe some local events are happening, or maybe your college is having something that they're hosting just for medical, or there's a, awareness, there's a community awareness out there that you can go and join just for the day, just get used to it and meet people,
Cynthia Ficara: I really want to take another minute on this fourth point because yes, Community events and medical device.
All these things are great, but let's also think outside the box here. How many of you, especially new grads are already involved in other communities? Maybe you're in a running club, you know, how many medical device people are physically active. Maybe somebody in there already works in medical device.
Maybe you belong to a church. Maybe, you know, somebody's. Parents who are in medical device, never be afraid to ask if you know somebody else where maybe you were in a sorority or you were in a fraternity or you were somebody knows somebody and this is where you ask. It could be a volunteer event at a YMCA.
Where you meet somebody medical device, you have your elevator pitch, you get in the right place, you ask. And it's just, really great. Networking can be so much fun and so creative because the opportunities truly could be really just. endless. So let's move on, move on to number five, and this is to be approachable and engaging.
I think this is so key. So just by simply smiling, maintaining good body language. We talked a long time ago in an early episode about. Body language. So if you're somebody who goes to one of these events, say you make all the effort. Well, be warm, be engaging, be open. You don't, don't cross your arms and sit there in a corner.
Like you're pouting. Nobody's going to speak to you, just be open and maybe your conversation is only about, what's going on right now, but we've got like a ice hockey champions. Maybe somebody's talking about the Stanley club. Well, then maybe you run into that person again, and he brings up a hockey team you had in common.
then you find out about their work and then, oh, wait, knows somebody in medical device. So sometimes your simple conversations are just a connection. That connection can lead you to, you don't know yet. So be approachable, ask open ended questions about what they do. Listen to Where they are building that relationship, whether it's based on an ice hockey team, you have in common or something that's related to work, but getting outside your comfort zone will also help with this.
it's really fun. If you, stay on a comfort level, you'll never ever know what it's like to be uncomfortable and experience new things.
Anneliese Rhodes: It's a great point. And let's remember, sales is all about engaging people, right? If you're not going to engage with people, if you're going to sit back and you're going to wait for them to come to you, well then maybe you might not be cut out for sales.
Because sales is all about being open, being honest, being engaging, a people person, all those things. Catch phrases. It's all true. If you're going to be a stellar sales rep, you're going to have to learn how to embrace everyone, all opportunities and be happy and excited and open to it. So moving right along, media platforms is number six and using those social media platforms.
So Obviously, I mentioned LinkedIn, which is a big one. Twitter, you know what? Twitter has been interesting. was a big thing, and then people kind of got off of it, but now people are back on it again. So, I will say that, Twitter or X, what it's called now, is another great platform, especially if you know some people that are already on it, and then you can just start engaging with them.
kind of working through those people and engaging with the next set of maybe surgeons, maybe physicians, maybe your parents know somebody that's a surgeon and you can connect with them on Twitter and you start networking that way. Especially you younger guys out there. You guys are so good at all these social media platforms.
I think you're way better than me, those are great ways to reach out. I mean, it's really remarkable how quickly things have changed, especially since COVID with regards to virtual introductions, virtual meetings, e greets, those kinds of things. Those are all really big now.
Cynthia Ficara: And I'm really hoping your, wheels are spinning with your own creativity.
As we've talked about these past six, we've got a few more. Okay. Number seven, we'll pay attention to this one. Number seven is follow up and nurture relationships. Now I'm going to say follow up again, because if you're in sales, your entire career involves follow up. What makes a great salesperson? It's following up.
So if you, after a meeting, you meet someone new, follow up with a personal message. It was so great meeting with you. Say you went to that church event and met somebody, or you were at a vendor industry, medical device event, and you got somebody's business card. That was three tables over from you.
Follow up. Hey, it was great to meet you. Maybe I'll run into you at the next convention or the hospital, or you want to grab a cup of coffee and just really kind of stay in touch because. 1 of the things I'm actually going to back up for a 2nd and talk a little bit more about those, vendor events it's a current event.
opportunity as well, keeping in touch with what companies are doing, there's a new startup company. There's one that's about to be bought. There's this new other device. And it just makes you think if you set your goals, like we said at the beginning and you know what you're looking out for, maybe you go to a meeting, you find out, Hey, this company is coming out with this great innovative technology that really interests me.
I need to make sure I. Stay in touch with this person who's connected to that company. So again, follow up simple things, coffee run until me here and there. andjust think that following up, I mean, Lisa, do you agree with me on this with customers and in your current role of sales? If you don't follow up, you could make or break your entire career.
Anneliese Rhodes: 100%. Absolutely. I'm shaking my head at you. I'm nodding my head at you. Yes, absolutely. it's such a key thing. I mean, it is simple as writing a quick thank you note, handwritten notes are the best, but unfortunately I feel like we've gotten away from that a lot, in current days, but don't do it through text.
If you can manage to get their email, send them a nice long email. It doesn't have to be too long, but nice professionally written, no slang, no, thanks so much, bro. You need to be professional because you're looking to engage with them on a professional level. So that's really important.
You bring up another good point. Cindy is grabbing those business cards, no matter what they may not be hiring right now, but. They might be hiring six months from now, they might be hiring a year from now, and it might be perfect timing for where you are in your life. And this brings up another really great point on this building, relationships is do not ever burn any bridges.
So, one of the key things that you will find out when you are in the medical device industry is it's very small. And everybody knows everybody to a certain degree and you may run into that person that was selling one device this year and a completely different device next year and you may end up wanting to get into that company.
It's really important you constantly keep a good relationship with all your connections no matter what. Try your very hardest to keep those relationships strong and don't burn bridges.
Cynthia Ficara: You never know where those people are going to end up. And it is a scary revelation for the years we've been in this, years and years ago when I worked as a nurse, there was somebody I knew that I had a coworker that did not get along with.
Then fast forward 10 years, That same person ends up in a position that I then have to call on in my job. It was a crazy, like what I would say, twist of circumstances, but thankfully it was me that got along with her that want to go ahead and have this conversation. But I actually remember that was like my reality of, Oh, this is what never burn bridges means that if this were the other coworker I knew, what if she had the job I currently had?
She never would have gotten further they were completely unrelated. It's not just like, well, I'm working in this industry now. I don't like that person. I'm moving on. You may completely leave medical device end up in a whole nother industry it or something, and you come across the same person.
So just be aware of that. and I think that is a huge, huge, huge thing. So, number 8, the number 8 step is to offer assistance and value. And I think this is really big because when you're proactive and helping others and connecting other people, it comes back to you. So, just for instance, you may be looking for a job.
But then maybe somebody next to you that you're talking to is interested in somebody, you know, so you help others connect, then you bring value to somebody else. It also feels good to give back, but how you can impact people, there's all different ways this can look, but you can offer value for, again, let's go back to say you join a community, a volunteer of something.
You just give a little bit, you never know what position that puts you in to put you in front of a person you need to meet to network into again, the goal that you set early on.
Anneliese Rhodes: I love that. All right. Number nine is seeking mentors and seek to mentor, which is also that service mentality. But you know, I was just sitting here thinking about this.
your mentor doesn't have to be in the medical device industry. It can be an attorney. It could be a lawn care person. It could be anybody who might have some number one really great business advice for you and just advice in general working in any industry. But also they may know someone. seek out the people that you really are looking to turn to for great advice, absolutely networking opportunities.
maybe they have some creative ways of doing things. They might've gotten to where they are because of the certain things that they did along the way. So you can learn from them in terms of what they did. And it's really important also to proactively be a mentor to someone. I think that's again that service mentality.
It really brings a lot and you never know if you help that person or they may be in five or ten years from now you may end up need their help for something else.
Cynthia Ficara: Exactly. And, if you're sitting there wondering, how do I find a mentor? Who do I want? I want you to kind of think about this. Who is it that you connect with in business, social, family, otherwise, that just lifts you up?
Who makes you feel good? Who do you speak to that energizes you? Who do you speak to that you walk away feeling like, Oh, wow, I want to do something like that. Or, Oh, let me ask this person, because you may have opportunities to have people mentor you in ways that you didn't think. So just think about that.
Cause I know there's all of us have come in contact with people who just are magnetizing. And so remember who that person is and seek them out. So we're going to wrap up our 10th step with what I think is the most important of all, because this is something that throughout your life, when you do this step and approach it with everything that you do, you cannot fail.
And that is, To be authentic and maintain integrity. Above all, the only person who can sell yourself is you. You are like nobody else. The one unique factor you have, if everybody has a resume and you're looking at qualifications and everything's equal 4. 0, this school, this sport, the same times in a running or swimming event, but they're not you.
So, you go in and networking and talking and job interviews to customers and you be yourself and you show them be genuine in all of your connections. I mean, it just, it opens so many doors being ethical, being confident, honoring commitments that you say, I am going to do this today. And then you do it.
You follow through, you follow up, when people can look at you and trust you. Your networking will be so big because everybody will know what your reputation is as being authentic and genuine and trustworthy and people are going to want to help you as again as you help others.
Anneliese Rhodes: People want to work with people that they like. They want to work with people that they trust. That they're inspired by. That they know that if, times get tough, they've got their back. Those are the people they're going to hire. So be that person. Like Cindy said, remind yourself that you are your own individual.
It's only you out there. Sell yourself in the best way possible. Be authentic. Be honest, be trustworthy, all the things that you stand for. Let that exude out of you when you are talking with these folks, when you are networking with them, when you're interviewing with them and when you're working for them.
Cynthia Ficara: So in summary, I hope all of you keep your eyes and ears open and really just have fun with this one secret that's unique to networking and that's your creativity. We hope you've inspired you a little bit today and thinking some of these 10 steps. That's how you can incorporate a little bit here, a little bit there.
And then you never know what doors will open until you crack them. So networking is a long term investment. Be patient, be persistent and consistent in your efforts. And good luck out there in your networking endeavors, and we can't wait to hear of your creativity. So please feel free to write to us and let us know because we're very, very excited as so much just begins with networking.
