Sticking to the Plan – The Role of Women in Marketing for Adherence

Nov 24

In a time of unprecedented economic challenges and sweeping healthcare reform, the role of women in managing chronic disease becomes increasingly critical to the overall health and well being of the family. Often engaged with  the needs of aging parents while simultaneously responsible for the health of children and spouses, many women find themselves making important decisions about which illness and family members require medicines the most, and how best to ration prescription medicines with so many competing needs. Not surprisingly, adherence-the commitment to starting and continuing a medication as prescribed by a physician-is an onerous goal. An alarming one in two people fail to take their medicines as prescribed. Three out of four people don’t keep follow-up appointments with their doctors. And 50 percent of people suffering from a chronic illness stop taking their medicine in the first year of being diagnosed. Guilty as charged! While I am committed to taking care of myself and being healthy for my family, I often struggle and ask myself: Do I really need to take my diabetes medication when I don’t see or feel any symptoms and I actually feel fine?

Pharmaceutical companies spend significant dollars encouraging the uptake of new and not so new medicines and occasionally spend even more on encouraging patients to stay on their medicines in order to effectively manage chronic diseases and maintain a healthy life. These programs often focus on a few traditional issues associated with adherence to medicines: cost, forgetfulness, and the management of side effects. While these are fundamental barriers to adherence (I certainly fall in the forgetfulness category), there are several other important barriers that get in the way and should be addressed in any adherence program:

-  Some people may not be ready to fully accept their diagnosis and are hesitant to make changes needed to properly manage their condition

-  Low health literacy causes individuals to struggle with understanding health and medical information which often leads to trouble making good decisions about their health

-  Lack of communication between patients and their health care providers and poor communication due to language barriers can increase difficulties in understanding conditions and treatments

-  Cultural beliefs, which may differ among groups, can affect how people manage their chronic condition, such as how they view prescription medicines or health care providers. Some cultures may mistrust their health care provider about their diagnosis or the effect of a medicine; while others may hold doctors in such high esteem that they hesitate to ask any questions even when there is confusion or lack of understanding about how to take certain medications.

We know from a multitude of research and data that women play a central role for themselves and others in dealing with diagnosis, deciphering health information in a meaningful way, communicating with physicians and other healthcare providers, and managing the cultural beliefs of the family especially as they pertain to health and illness. As pharmaceutical companies continue to engage patients with more creative and motivational programs that focus on sticking to the plan, addressing the role that women play in influencing behavior around these barriers must take center stage. The greater role women play in the development and implementation of adherence programs, the more likely they will stick to the plan for themselves and be empowered to assist family members in making better and longer lasting medication choices over their lifetime.

The Doctor is Online

Nov 22

As I mentioned in last week’s post, women are increasingly seeking health information online, and a third of women rate their online health sources as better at taking care of their families’ health than their regular doctors.

In an article by Rita Rubin in Friday’s USA Today (http://tinyurl.com/2u8g6uy), she talks about a growing number of online physician consultation services that cater to time-pressed consumers – one of the prime reasons women go online to get health info, according to our research.

What do you think?

Trends and Developments that Will Affect Women’s Health Communications in 2011 (Part 2)

Nov 19

The other day I talked about five of 10 trends and developments that will likely affect women’s health communications in 2011.  The insights were based on findings from a recently conducted TNS survey where we asked 512 women about a variety of health issues.  I presented these findings this week at the second annual M2W®–HC™ — Marketing Pharma & Healthcare to Women Conference.  Following are the second set of five.

1.     Online Buying Groups Will Change Healthcare Shopping Habits – Social retail sites like Groupon, Livingsocial, and scountmom are quickly growing since they combine two activities firmly routed in women’s Web activity – retail and networking. Last month, Groupon reported that approximately 15% of site deals nationwide were for healthcare services such as eye exams, teeth cleaning services and other basic healthcare services. We expect that this percentage and the types of services available will increase in 2011.

2.     Social Media Will Become Too Much for Some Women — Our survey found that while most women do not expect a change in how much time they spend online in 2011, half agree that it is difficult to keep up with the daily flow of information and that with the increasing number of ways to get information (e.g., Facebook, IM, personal email, work email, etc.), it is sometimes stressful to keep up with it all.  As communicators we have to keep it short, be where these women are looking for information, and be targeted.

3.     Women’s Smart Phones Use Will Shift – Smart phones are a huge opportunity to reach women with health information in 2011. However, access to smart phones and mobile Internet usage is not yet equally available to all women. Currently, women generate a smaller share of online activity in the mobile space, but this is because they are less likely to own a smart phone or have an unlimited data plan, both key drivers of mobile Internet usage. We believe the increase in affordable smart phones and data plans will change that over the next year.

4.     2011 May be The Year You Get on Oprah — 2011 marks the launch of OWN, The Oprah Winfrey Network, which dramatically expands programming options and visibility. While there are still questions about the audience that this network will attract, we know that some well known Oprah personalities, including Gail King, Dr. Oz, Dr. Phil and Cat Cora, will be hosting shows. Be ready with your stories!

5.     Let’s Talk About Those Other Diseases — My final prediction for 2011 is that this will be the year we talk about “other diseases.”  In September, the Institute of Medicine came out with a Women’s Health Report, which stated that “major progress has been made in reducing mortality for women from breast cancer, cardiovascular disease, and cervical cancer. More limited advances have been made in depression, HIV/AIDS, and osteoporosis. However, few advances have been made in reducing unintended pregnancy, autoimmune diseases, maternal morbidity and mortality, alcohol and drug addiction, lung cancer, gynecological cancers other than cervical cancer, non-malignant gynecological disorders, and Alzheimer’s disease.” From a communications stand point, this means that if you are planning to launch a new treatment for a condition that has seen few advances, you can craft a very strong unmet need/solution story. Also if you are looking to take on a cause, these conditions may provide an interesting place to start.

What Do You Think the Next Big Communications Trend in 2011 Will Be? We would love to hear what you think will be the major trends or developments that will affect how we communicate with women in 2011.  Please join the conversation!

From Careability to Shareability

Nov 17

The M2W®–HC™ — Marketing Pharma & Healthcare to Women Conference in Chicago has provided a great opportunity to spend two full days talking about reaching women – not as a segment, but as a market.

A great, simple demonstration of the power of women in purchasing decisions is when Mary Dean, founder of KickSkirt Inc., asked women in the audience to hold up their purses and compared them to the size of men’s wallets. (And, I’m sure many of those bags were purchased within the past six months!).

In the area of healthcare, women make the bulk of the purchasing decisions for their families. What all the attendees here are thinking and talking about is how to create a deeper connection with women so that they become brand loyalists. To do this, we must listen to women, understand and have a dialogue. It’s no longer about talking at them and pushing messages on them. We all now know this – the key is how best to do this. We need to LISTEN to them and respond accordingly. To build trust, we need to offer women tools and services that support them and will make them want to continue their relationship with the company or product.

Another area of focus that has generated buzz here is moving from ‘careability’ to ’shareability.’ Pink Tank demonstrated several examples of how getting women to share information, actually can move sales and demonstrate ROI. Getting a woman to share means she has to believe in the brand or initiative and she must want to attach herself to your brand. For healthcare initiatives, shareability is such an important factor in the success of a disease movement- think Red Dress or One Less.

Trends and Developments that Will Affect Communications in 2011 (Part 1)

Nov 17

I did it last night – did you?  I looked up information online about that strange pain in my side.  Was it my appendix? Gallstones? That dinner at the airport?

Turns out I am not alone. In fact, an estimated 85% of women use the Internet to obtain health information, and two out of three go to the Internet to find information about a health issue.

These are some of the findings from a recently conducted TNS survey where we asked  512 women about a variety of health issues.  I presented these findings today at the second annual M2W®–HC™ — Marketing Pharma & Healthcare to Women Conference, as well as 10 trends and developments that will likely affect communications activities in 2011.  Here are the first five.  You can find the full data results from the 10-question survey here (link).

1.     Facebook is Changing the Game…Again — Social networking is central to women’s Internet experiences. Facebook is evolving and focusing more on “how” people communicate – from the recent introduction of the groups feature allows people to engage in more closed off communities to this week’s announcement of a range of new messaging features that will compete with email and let people communicate directly with one another.  These features will impact how women share and speak with one another within Facebook about more private issues, specifically health issues.

2.      Dr. Google Is Always “In” – Dr. Google is becoming a first-line of defense for health for today’s American families, with  one in three women (36%) agreeing that, at times, online health information does a better job at keeping their families healthy than visiting a doctor. The survey also found that women rely on the Internet to obtain health information because it is quick (67%), available any time of day (64%), and less expensive than going to the doctor (29%). For communicators, this means that we must provide clear, responsible and accurate educational information online.

3.     Managing Healthcare Costs Is A Continued Concern – Healthcare costs (overall and insurance) rank high on women’s’ lists of health concerns for 2011, with 31% of those surveyed believing that their ability to manage their family’s healthcare costs is worse compared to last year. This reinforces the need to communicate the value proposition of a new service, device or treatment.

4.     Blogs Will Become Even More Influential – More than half of women are reading blogs. As my colleague, Kevin Silverman, pointed out in his posting (link), when you see that 43% of women read blogs to “seek advice and recommendations,” it becomes clear that they are seeking information presented with a point of view. This means that if women are searching a blog for information about a product or condition, they want to know about that person’s experience with the product to help guide their purchase.

5.     Moms Take Shortcuts With Their Health Due to the Economic Downturn – More than a third of women (36%) with children under the age of 18 were unable to go to a physician, and a third of them were unable to fill prescriptions for themselves during the financial downturn. For care providers, providing mom-friendly hours, facilities and resources may help bring them back.  Others should consider discounts and loyalty cards, and I am sure a bit of mom pampering could go a long way.

Tomorrow I’ll be sharing five additional trends and developments that will likely affect communications activities in 2011.  Stay tuned!

If you would like to hear what’s being discussed at M2W, follow #m2whc on Twitter.

Looking to Reach Women about Healthcare? Don’t underestimate the Power of Blogs

Nov 16

Women remain (arguably) our most influential consumers – especially in the healthcare space. Not only do women make up a significant portion of consumers overall, they are also a driving force and key influencer behind many of the purchases men make. When it comes to healthcare, this is no exception (and if the men are anything like me it may even be more of the rule). As a result, marketers spend a lot of time studying how women make these buying decisions, and social media channels are providing an avenue women actively use to make these decisions.

Given that I’m a guy, I couldn’t presume I knew anything about women1 so I turned to a recent study by BlogHer, iVillage and Compass Partners examining women’s media habits. What I found is that in the healthcare arena, blogs are an avenue that should not be ignored. They are an influential source to women, crucial to observe for feedback and provide an understanding about products/therapeutic areas, even if they are not appropriate avenues to use to actively engage women.

According to BlogHer, the number of women who regularly read or write blogs is staggering. Of all women surveyed, 22.7 million (55%) said they read them, with 12 million (29%) engaging on them (posting/commenting), and 8 Million (19%) creating content by publishing their own blogs. And health/wellness places within their top five interests.

According to the study, 49% of women who read blogs – approximately 11 million women – are interested in health information. In fact, it ranked higher than some surprising topics (to me), including fashion/beauty/shopping (42%), sex/relationships/dating (31%), and parenting (27%). This makes it a great place to provide content about health and see what women are saying.

Women in the survey noted they aren’t just reading passively – they are turning to blogs over social networks (such as Facebook and MySpace) to actively digest. Of women who read and/or post to blogs, 64% do it to “get information”, compared to just 32% of those who participate in social networks. When you factor in that 43% of women read blogs to “seek advice and recommendations” it becomes clear that they aren’t seeking that information as impartial news sources — they want information with a point of view. This means that if women are on a blog for information about a product or condition – or your product/condition area – they don’t want a balanced account – they want to know about an experience with the product to help them develop their own point of view. This means making sure that influential bloggers not only know about your product (or campaign) but that they receive your point of view and have a positive experience along the way.

Lastly, what I found interesting was that women of all ages, across generations, are participating on blogs. While Millenials (age 18-26) have the highest percentage of their generation participating (73% – 9.7 million women) Generation X (age 27-43) and the Boomers (age 44-62) combined form the greatest number of women participating in social media – approximately 28.7 million women. Meaning blogs remain an importance influence for women of all ages. It isn’t just for the younger audiences.

So, if you want to know more about what influences women to make a particular healthcare decision, turn to the blogosphere – the answers may be clear on blogs.

1 This statement has been fact checked and validated by my mother and my girlfriend

Join the Conversation!

Nov 16

Welcome to Ogilvy Public Relations Worldwide’s new group blog, WomenOlogy: The Anatomy of Marketing to Women!

Through WomenOlogy, we hope to foster a dialogue around how to reach the world’s most influential customer – the woman. American women are currently the decision makers for 80% of U.S. household spending, making them a powerful force to reckon with.

Our diverse perspectives reflect our work across multiple locations and practice areas including Healthcare, Consumer, Social Marketing, Digital and Corporate Affairs. However, there is one common denominator among our work – the woman is a key customer and determining the best way to reach her is paramount to our work.

Our collective experience spans the gamut in terms of targeting women. We’ve created movements around vital health issues, such as the Heart Truth campaign for heart disease and celebrated women’s empowerment through a year-long 50th Anniversary of the Pill campaign. And we’ve elevated the profile of iconic brands through creative campaigns, such as hosting a live wedding at TJ Maxx and launching the first Marshall’s store in NYC. These are just a few of the examples that we hope to share our insights around.

Our hope is that this blog will serve as a forum for discussion and provide a platform for sharing insights and diverse points of view on how to reach different groups of women with compelling communication strategies.

We invite you to join the conversation and share your insights, feedback and questions as we explore the anatomy of marketing to women.