10 Feb 5 Best Practices for Selling Medical Devices in the New Year
5 Best Practices for Selling Medical Devices in the New Year
You can be a go-to resource for understanding and achieving positive ROI by serving as a transparent font of information. To help you make the most of the shifting landscape, we’ve put together an updated list of five best practices every medical device rep should follow, no matter what legislative changes may come this year.
Understand How People Buy with 2 Questions
Are you selling what people want or what they need?
It’s likely that you can answer that right away, so take a moment to think about it and then ask yourself this second question: is that how my potential customers see it?
The “want” is an intellectual desire, such as doctors wanting to provide the best care to a specific patient group they think of when imagining their future. The “need” is the emotional response they have that causes them to think of the people they care for today and if your device solves those patients’ concerns.
Prospects who currently treat a significant number of patients with chronic pain and inflammation can be approached as the “need” group for the WellnessPro PLUS bioelectronic device because of its immediate ability to provide care for a wide range of inflammatory and pain-related concerns.
If your potential customer does not currently see these types of patients but plans on expanding their practice to include areas where they would interact with this patient group — long-term care settings, physical therapies, rehabs, etc. — then you can target them as the “want” by knowing that they desire to grow their practice.
People buy what they need in any moment and what they want when they’re ready for growth. Know your market, and you can capitalize.
Improve Your After-Sales Support
Hospitals and physician practices require significant levels of support to manage and maintain all of the clinical equipment they use. You can be either part of their problem by selling a device then walking away, or be a key part of their solution by giving after-sale support and care.
Every practice experiences device failures of the equipment they use consistently. Sometimes it is because the age of the device, while other times it is user error. You are a great touchpoint to help them figure out which is the cause and then how to proceed.
Please note, we are in no way suggesting you try to repair medical devices.
Through our work with care providers, we do know that giving them a few minutes to answer a question or point them to someone who can help will give you a better relationship and better chance to have a repeat customer. Often that just means having the device maker’s phone number and the name of real person to ask for when the client needs it.
Always Respect Their Time
Care centers’ most precious resource on the day-to-day level is time. People who will make the purchase decision will be pressed for time during every interaction. Respect that by being brief and giving them what they need to say “yes” as quickly as possible.
One key focus in this space is to always be transparent and clear with your device, training, and capabilities. Promise what you can prove so that they aren’t spending time checking everything you said — because if they are double-checking every single thing, you’re likely going to lose that sale.
Network Every Chance You Get
You love your territory. So, make the most out of it by getting out to see all of it every chance you get. There are many different networking opportunities that medical device reps don’t take advantage of because of the travel, timing, or other concerns.
So, to avoid loading up every single hour on networking events and then seeing the same 20 people each time, we suggest you look for a diverse group of people and events. This can be a Meetup.com group for local practitioners, your local APTA chapter meetings, or even the continuing education opportunities that are in your region.
Plus, LinkedIn is a great way to find reps with non-competing devices to share tips, leads, and other information. You can start something for these folks allowing you to share information while also grabbing a drink, watching the game, or doing a group hike.
Always Make It Easy to Buy
This is one of the more common things we hear from practitioners and from the best reps around. When the rep makes it easy to purchase a medical device, they generate better sales numbers.
Making it “easy” is mostly about being available when the buyer needs you, from training and answering questions to product demos and materials you can leave behind. We try to help you out by giving you places to request a brochure for the WellnessPro PLUS for free.
Remember, the easiest purchase is one the client knows is safe, reliable, and effective. And that’s exactly why our distributors tell us that they can make a good living off the WellnessPro PLUS alone!
If you want to learn more about the benefits of electrotherapy and how electrical stimulation can provide you with all-natural pain relief, download your free brochure about the WellnessPro Plus , the most advanced doctor-recommended TENS unit on the market. If you have specific questions, contact Electromedical Technologies or call us at toll-free (888) 880-7888.