Cyberchondriacs Unite!
It’s a smart strategy. Any Marketing 101 course will teach you to focus your resources on the people most likely to buy your product, and to avoid campaigns targeted to the “general public.”
Do you wonder how they plan to pull off direct-to-patient marketing? Through doctors? Nope. Through pharmacists? Uh-uh. Through posties and the mail? Wrong again. The patients will be reached via the Internet.
According to David Stern, VP-Marketing at Serono, Rockland, Mass. (As reported at EyeForPharma.com)
"It's a tumultuous time. The return on investment for traditional advertising is really waning . . . the Web is where we can get a return on our investment."Sweet mother of darkness.
Stern said DTC spending had skyrocketed, but patient demand at the doctor's office was relatively flat. He suggested one alternative was to custom-build Web sites for individual doctors who could then recommend their patients seek more health information from the site. The pharma marketer would then end up knowing more about the patients' interests than the doctor would, Stern said -- invaluable for sales reps on their next visit with that doctor.
And of course, those sales reps will have nothing but my best interest at heart when they're telling my doctor about their latest miracle cures.
No doubt BMS’s decision to switch advertising media was based on some solid research that lead them to believe they would get a better ROI from websurfers than from channel surfers. Studies, perhaps, such as the one recently done by polling house Harris Interactive.
Now, the target audience for the poll that Harris Interactive did is pharmaceutical company decision-makers, not the public. It's not you or me. I raise this point to draw attention to the language that BMS is using regarding their new strategy as compared to the language the polling company is using for what would be the same target audience.
While BMS is talking about marketing their products “direct-to-patients via websites,” Harris Interactive calls the people who look for health information online “cyberchondriacs.”
I think that much can be gleaned from this choice of a moniker for pharma’s target audience. Of course, a hypochondriac is a person who has imaginary symptoms or ailments. A cyberchondriac, more than just being a person who looks for health info online, implies that this person is someone who goes online to find the disease that matches his or her symptoms. I’m very happy to be challenged on my leap of logic, but that’s how I read the word.
And, if a cyberchondriac really is someone looking to match their symptoms with an identifiable cause (disease, condition, you name it), then are they really “patients” or, are they “want-to-be-patients,” or perhaps, “primed-to-be-patients?”
Given that the word was used in a report directed to pharma industry folks, I suspect in the full report (which I cannot access) the word is well-defined and defined in such a way as to indicate that cyberchondriacs are ready and willing to be moved to action, which is what BMS clearly said it wants its advertising to result in: "patient demand at the doctor's office."
So, what did Harris Interactive find out in their research?
- In 2004, 117 million American cyberchondriacs went online to look for health or medical information.
- That cyberchondriacs look for health info online an average of 7 times per month.
- That 90% of the adults surveyed say the information they find online is either “very reliable” (37%) or “somewhat reliable” (53%).
- And that 57% of people who have sought health information online say they have discussed the information with their doctors at least once.
Just think about this. Pharma builds the patient-oriented websites that have your trusted doctor’s face and name on it. The website surveys you and collects all kinds of data that you feel comfortable telling your trusted doctor. The website gives you information about the symptoms that match diseases you have indicated you are either predisposed to or concerned about in your survey. The solution that is presented is the name of a drug and the ubiquitous, “See your doctor if you have further questions.” The doctor, of course, is complicit, having his website paid for by the pharma company, so he is primed to write the prescription to you, his patient, the cyberchondriac.
Maybe I’m a conspiracy theorist…but industries don’t manage to earn billions of dollars a year unless they are very strategic. And this approach to grabbing market share is pure brilliance.