Welcome to the final part of this three-part series on Leveraging Clinical Services in Pharmacy: How Young Pharmacists Can Ethically Increase Sales While Enhancing Patient Care.
If you missed the earlier parts, catch up here:
- Part 1: The Evolution of Pharmacy and the Expanding Role of Young Pharmacists
- Part 2: How to Stand Out in Your Pharmacy or Practice
In this final piece, we’ll focus on how to ethically increase pharmacy sales, enhance patient-centered care, and turn clinical services into sustainable revenue streams—while using social media to build visibility and trust.
Turning Clinical Services into Sustainable Revenue
The future of pharmacy is patient-centered and service-driven. Young pharmacists who focus on clinical services are not just improving health outcomes — they’re building sustainable businesses.
Every counseling session, follow-up call, or medication therapy review creates an opportunity for trust, and trust leads to loyalty and consistent patronage.
Patient Education as a Competitive Advantage
A patient who understands their condition and medications is more likely to stay loyal to your pharmacy. When you educate, you differentiate yourself from quacks and poorly trained dispensers.
Patients are often willing to pay for professional services when they understand the value behind them.
The key is transparency. Communicate that your fee covers your professional time, expertise, and continuity of care, not just the medication(s). Focus on solving problems, not just selling products.
When patients see results, they naturally return and recommend your pharmacy to others. You don’t need to be pushy to increase sales; you simply need to be knowledgeable, intentional, and service-oriented.
But providing value is one thing. How do you turn that value into profit ethically?
Bulk Up Sales Through Smart Recommendations
Offer affordable, relevant add-ons such as vitamins, glucose monitors, or inhalers to complement prescriptions.
The supplements section of your pharmacy can be a goldmine — not by overstocking, but by focusing on essentials that genuinely improve patient outcomes.
For example:
- A diabetic patient buying metformin could benefit from a Vitamin B12 supplement (since long-term use can cause deficiency).
- A hypertensive patient may find garlic or potassium supplements useful for blood pressure control.
- A diabetic patient might also need a glucometer for self-monitoring or a reminder on low-carb diets.
These are not random upsells — they are part of pharmaceutical care.
For faster cash flow, you may retail supplements in smaller quantities. Selling five tablets per patient is better than leaving a full bottle to expire. Do this carefully and accountably to avoid losses or exposure issues.
Monetizing Clinical Services
Pharmacies can ethically generate revenue by charging for value-added clinical services, including:
- Blood pressure checks
- Glucose monitoring
- Medication reviews
- Vaccinations
- Weight management or lifestyle counseling
A practical example: imagine charging ₦1000 for consultations related to malaria, toothache, or skin conditions. You’ve just created a new income stream — no extra products required.
You can also introduce online consultation options for convenience. That spare business line? Turn it into a virtual consult channel.
Sell More Than Just Medications
Don’t limit your pharmacy to drugs. Stock and recommend medical devices, wellness products, and dietary supplements.
For example, a patient buying an asthma medication could also use a spacer device to improve inhaler efficiency. If you don’t stock it, they’ll go elsewhere — and that’s lost revenue.
Partner with Insurance Companies
Many insurance plans cover chronic disease management, vaccinations, and wellness services. Partner with them so your pharmacy becomes a preferred provider. It increases credibility and ensures you get reimbursed for services already within your scope.
Leverage Online and Subscription Models
Offer monthly medication refill subscriptions for chronic disease patients. Some patients may even prepay and have their medications delivered automatically.
Keep a customer database — not just for big buyers, but for every repeat customer.
Leverage Social Media to Build Visibility and Trust
Social media is no longer just for entertainment; it’s where patients learn, ask questions, and choose who to trust. As a young pharmacist, your online presence can directly influence how your community perceives your expertise.
Share educational posts, quick medication tips, and behind-the-counter insights that show the human side of pharmacy. When you consistently educate your audience, you position your pharmacy as a reliable source of information and not just a drug outlet.
Use short videos, infographics, or Q&A sessions to simplify complex topics like hypertension monitoring, asthma management, or supplement use. When followers see that you care about their health beyond the counter, they are more likely to visit your pharmacy, book consultations, and refer others.
Social proof builds professional credibility. Every helpful post, satisfied-patient review, or tagged testimonial contributes to brand trust. This, in turn, drives real-world sales and loyalty.
Follow-Up with Care: When to Call, How to Call, and What to Say
Follow-up is one of the most powerful (and underused) clinical services a pharmacist can offer. When done right, it deepens trust and improves adherence — which translates to both better outcomes and repeat patronage.
1. Ask for consent and preferences
Always ask patients how they prefer to be contacted — call, SMS, WhatsApp, or email — and when. Record it and respect it.
2. Best times to call
If no preference is given, aim for late morning to early afternoon (11:00 a.m.–3:00 p.m.) on weekdays. Avoid calling too early (7–9 a.m.) or late (after 5 p.m.), when people are commuting or resting.
3. When and how often to follow up
- New prescriptions: Call 48–72 hours after start to check progress.
- Short courses: One follow-up after 2–3 days is enough.
- Chronic meds: Check in after 1–2 weeks, then monthly.
- Deliveries: Follow up within 48 hours to confirm receipt.
- Refill reminders: Send SMS or WhatsApp 7 days before refill due date.
4. Keep it short and valuable
Start with a polite intro and purpose:
“Hello [Name], this is Wendy from EfthaliaCare Pharmacy. I’m checking in on how you’re doing with [medicine]. Any side effects or questions so far?”
Keep it under 3 minutes. Offer a short health tip or invite them for a review if needed.
5. Sample messages you can automate
- “Hi [Name], Wendy from EfthaliaCare. How are you doing with your [medication]? Reply 1=Okay, 2=Issues, 3=Need refill.”
- “Reminder: your [medicine] refill is due in 7 days. Reply YES to schedule or call [work line].”
- “Hi [Name], confirming you received your meds on [date]. Let us know if you have any concerns.”
6. Respect boundaries and log every interaction
If a patient says no calls, switch to texts. Keep a simple log (date, contact, response, next action).
Follow-up calls don’t just show professionalism — they reinforce care, trust, and continuity, which are the core of clinical pharmacy practice.
Bonus Tips: Maximizing Your Pharmacy’s Impact
- Create a Loyalty Program: Offer reward points or discounts for repeat visits.
- Leverage Seasonal Trends: Promote products relevant to the season — antihistamines in harmattan, insect repellents in the rainy season.
- Upsell Smartly: Suggest add-ons that improve outcomes (e.g., probiotics with antibiotics).
- Build Referral Networks: Partner with doctors and dietitians to get patient referrals.
- Subscription-Based Refills: Offer automated plans for chronic patients.
- Personalized Care: Use purchase data to send health tips or reminders.
- Maintain a Clean, Inviting Space: A tidy pharmacy inspires confidence and repeat visits.
Conclusion: The Future of Pharmacy is Clinical and Ethical
Pharmacy is no longer just about dispensing medicines — it’s about delivering solutions, building relationships, and improving lives.
If you stand out through knowledge and patient-centered care, you’ll build trust.
If you enhance patient care with smart, ethical recommendations, your customers will stay loyal.
And if you monetize clinical services wisely, your pharmacy will thrive.
The pharmacists who embrace this transformation will not only make a bigger impact — they’ll define the future of pharmacy practice.
So, are you ready to transform your practice and lead the next era of pharmacy?
Leave a comment below — I’d love to hear your thoughts and experiences!