Chris Suchanek, CEO of Firm Media and Forbes™ Agency Council Member, has 25+ years of marketing experience and has launched brands like Omniblend™. He also co-founded Project Boon and manages CASKS Restaurant Group in Los Angeles.
With over 25 years of serving specialty medical practices, my agency supports more than 200 doctors nationwide, helping them through strategic marketing focused on value. Throughout this time, I've learned that successful sales and marketing go far beyond the initial transaction. They’re about building partnerships that support our clients in growing their practice.
Ten lessons that have shaped my approach to marketing and sales
1. Know your client’s clients (or patients)
To serve your clients effectively, you must understand the needs, preferences, and concerns of their clients or patients. By diving deeper into their audience’s mindset, you can craft campaigns or services that resonate, build trust, and drive results for your clients.
2. People decide emotionally, justify rationally
Buying decisions are often made based on emotions and then backed up with logic. In the specialty medical industry, doctors seek marketing partners who understand their challenges and can provide reassurance and empathy. When you create a message that resonates emotionally and logically, you earn the opportunity to establish value faster.
3. Sell the outcome, not the service
Clients aren’t just interested in what you do; they’re interested in how it will impact their practice and patients. Position your offerings regarding results—such as more consultations or increased ROI. Highlighting transformation, rather than services, is key to meaningful engagement.
4. Be the expert without overshadowing the client
Doctors appreciate working with knowledgeable professionals who respect their expertise. By positioning yourself as a trusted advisor and showing humility, you build a collaborative partnership. Recognize that while you bring marketing expertise, they bring patient care expertise—together, it’s a powerful combination.
5. State your price, then be quiet
After stating your price, embrace the silence. This approach conveys confidence in your offering and allows the client to process without feeling pressured. Silence gives them time to understand the value of what they’re investing in, often leading to a more favorable response.
6. Offer a guarantee to build trust
Especially in an industry where a steady patient flow is crucial, a strong guarantee reassures clients that you’re committed to their success, not just the sale. A guarantee demonstrates confidence in your work and instills confidence in the client.
7. Listen more than you speak
A skilled marketer listens twice as much as they talk. This approach allows you to better understand a doctor’s unique needs and adapt your services to meet them. Listening not only reveals their pain points but also uncovers new opportunities for you to add value and serve them better.
8. Present costs as investments
When presenting pricing, emphasize it as an “investment” instead of an expense. This slight shift in language highlights the long-term benefits and underscores the value you’re adding. Clients in the specialty medical field appreciate seeing a clear return on investment.
9. Value-based selling outweighs price-based selling
Often, price objections indicate that the value hasn’t been fully communicated. Focus on showcasing how your services directly impact practice growth rather than merely quoting a price. In my experience, value-based selling builds more resilient client relationships than competing solely on cost.
10. Keep communication clear and simple
The most effective messages are often the simplest. Avoid jargon and focus on clear, concise communication that resonates with clients. Straightforward messaging lets clients understand precisely how your services will benefit them and fit into their practice, leading to more meaningful connections.
These lessons go beyond sales; they’re guiding principles for building trust, fostering partnerships, and delivering value. Whether you’re a new or seasoned professional, remember that in any industry, success is about adding value, serving others, and creating lasting partnerships.
Read more from Christopher A. Suchánek
Christopher A. Suchánek, Entrepreneur & Chief Executive Officer
Chris Suchanek, CEO and co-founder of Firm Media, has over 25 years of marketing expertise, launching brands like Omniblend™ and MediLearn360™. He began in the entertainment industry with brands like Warner Bros. and MTV, contributing to a Grammy Award with Brainstorm Artists International. A Forbes™ author and Agency Council Member, Chris is an expert speaker on medical branding. He also co-founded Project Boon, a nonprofit addressing food insecurity, and manages CASKS Restaurant Group in Los Angeles. His leadership focuses on strategic vision and mentorship.
