The key is optimizing customer value. Every week bring in information that will help their practice or expand their knowledge (e.g., articles on office efficiency, new trends in healthcare coverage, cutting edge information on rare eye diseases, the expanding role of tele-medicine, etc.). Make yourself seen as a valuable resource and integral part of their practice. I know this takes time, patience, and grit but it will lead to success. Use your brain to determine what each of your offices could benefit by your personal attention. Good Selling!