The Critical Steps


Identify the right target customer

·         Canvass market for early adopters

·         Generate leads through effective promotion programs

·         Screen potential customers for likelihood of success 

Sell to the whole customer

·         Identify all functions involved in the buying decision
 

·         Train reps to speak to technical issues, clinical issues and financial issues

·         Provide call point materials customized to the concerns of each function, including those less interested in the “oh wow” (e.g. administration, purchasing and biomedical engineering) 

Avoid the common success stoppers

·         Prevent eternal evaluations

·         Don’t get lost in hospital committees

·         Provide flexible pricing plans to address hospital financial guidelines

·         Keep usage growing after the initial sale

Selling a new medical device against standard medical practice is a special exercise in market creation.  Converting the “oh Wow” to permanent product placements requires a sophisticated sales approach.  FocusOn Strategies can help you create the tools, skills and capabilities to grow your customer base of long-term “happy” customers.

A clearly defined and well-executed sales process at the customer level is key to growing business.

FocusOn Strategies can help:

·       Articulate a robust and scalable sales process