Medical Device Sales: Leveraging Auto Dialers While Staying Compliant

Posted In | CRM | Help Desk | Auto Dialer | Biopharma and Medical Device

The medical device industry is a dynamic and fast-paced sector where efficiency and productivity are key to success. One way that many companies are maximizing their sales efforts is by leveraging the power of auto dialers. However, given the strict regulatory environment in which medical device companies operate, it's crucial to use these tools in a way that remains compliant with applicable laws and regulations. This article explores how medical device sales teams can effectively use auto dialers while staying within the bounds of compliance.
 

Understanding Auto Dialers

Auto dialers are a type of software that automatically dials phone numbers from a pre-set list. Once the call is answered, the software can either play a pre-recorded message or connect the call to a live agent. Auto dialers can significantly improve efficiency by eliminating the need for manual dialing, reduce human error, and allow sales representatives to reach a larger number of potential customers in a shorter amount of time.
 

The Regulatory Landscape

While auto dialers can be a powerful tool for sales teams, they must be used carefully to ensure compliance with regulations. In the United States, for instance, the Federal Trade Commission (FTC) and the Federal Communications Commission (FCC) have established rules under the Telephone Consumer Protection Act (TCPA) that place restrictions on the use of auto dialers. These rules include requirements for obtaining consent before calling, providing an opt-out mechanism, and adhering to time-of-day restrictions.
 

Leveraging Auto Dialers While Staying Compliant

Despite the regulatory challenges, it's quite possible for medical device sales teams to leverage the power of auto dialers while staying compliant. Here are some strategies to do so:
 

1. Obtain Prior Consent

Before using an auto dialer to call a potential customer, it's crucial to obtain their prior express consent. This might involve getting them to fill out a form or checking a box online to indicate their agreement to receive calls.
 

2. Provide an Opt-Out Mechanism

Every call made with an auto dialer should provide the recipient with a clear and easy way to opt out of future calls. This is not just a legal requirement – it's also good practice, as it respects the preferences of potential customers and can help to maintain good relationships.
 

3. Adhere to Time-of-Day Restrictions

Always be mindful of when you're calling. The TCPA places restrictions on the hours during which telemarketing calls can be made, generally limiting them to between 8 a.m. and 9 p.m. local time.
 

By taking a careful and thoughtful approach, medical device sales teams can leverage auto dialers to boost productivity and efficiency, while still staying compliant with regulatory requirements. This can ultimately lead to improved sales outcomes and greater success in the market.