As a medical supplier, you sell medical supplies to improve the lives of patients. 

You work hard to provide hospitals, doctors, and other healthcare organizations with the critical supplies and tools they need to care for patients.

Whether you are a seasoned medical sales representative or new to the role, you should always be ready to learn new strategies. These effective selling strategies can help you improve your business and keep pace with the rapid industry growth of medical supply sales.

Key Takeaways

• Use advanced technology to provide visually engaging demonstrations of complicated products.
• Create a personalized buying experience for your customers by getting to know them and staying engaged.
• Keep yourself educated with up-to-date medical information that helps you fully understand your products and answer customer questions.

Sell Medical Supplies More Effectively with These 6 Strategies

These sales strategies can help you improve your medical sales as you look towards 2022 and the incredible progress of the healthcare industry.

According to IBISWorld, the medical supplies wholesaling industry is expected to grow by 3.8% in 2021. This is faster than the average annual growth of 2.5% between 2016 and 2021.

You can improve your sales strategy as you look to the future with these 6 tips.

1. Offer Advanced Demonstrations of Complex Products 

Some of the medical supplies you sell are complicated. Offering your potential customers a brochure or one sheet for these products will not give them adequate information. These types of materials will not effectively demonstrate all the product’s features, and they have the potential to include outdated information.

To improve your chances of making a sale, you want hospitals and physicians to visualize your products in their facilities. If they can’t imagine this, you will have a harder time closing the sale.

Showing off your products, and even letting your clients experience them for themselves, is one of the most effective selling strategies. Unfortunately, some of your most valuable equipment is large, expensive, and not practical to carry around. Modern technology can help you get past this roadblock. Consider using some of these advanced visualization options:

• Medical Animation: A medical animation can show healthcare professionals a detailed view of how your product works, even on a cellular level. It can show off the inner workings of a product. This gives information to your clients that they might not know even if they are holding the product in their hands.

Augmented Reality: Augmented Reality (AR) is when digital objects are superimposed on top of real-world objects. It is used in everyday apps, such as with chatting filters that make your face look like an animal. In a medical setting, AR is interactive and can be used with a smartphone, tablet, or virtual reality headset. In a demonstration, AR can show digital details and facts on top of a real-world view.

• Virtual Reality: Virtual Reality (VR) is similar to AR, except all the images are digital. A VR demonstration of a medical product allows physicians and other medical personnel to try out the product for themselves.

Advanced visualizations like this are a powerful tool that can help bring products to life. Doctors and hospitals can see a clear image of how your products will work in their facility.

This YouTube video shows a good demonstration of how virtual reality works in the medical field.

2. Be Engaged with Customers through the Entire Sales Cycle 

Imagine how easy your job would be if customers were always reaching out to you. Unfortunately, that is not how the medical supplies world works. You need to be fully engaged with all your customers through every step of the sales cycle. This includes continual communication, support, and guidance when your customers or prospects have questions.

When you are making frequent visits, responding quickly to their emails, or staying in contact with virtual meetings, you will have a much more rewarding relationship, whether it ends in a sale or not.

Being engaged with your customers is something you always have control over, unlike other parts of the sales cycle. It is worthwhile to set aside part of each day to connect with and respond to your customers. Make sure you follow through with whatever you say to your customers, so they maintain their trust in you.

3. Create a Personalized Experience for Your Customers 

The modern medical supplies sales cycle includes multiple stakeholders. You no longer deal with one buying representative. Instead, you must convince an entire committee of the benefits of your products. These committees may include surgeons, physicians, hospital administrators, nurse managers, and other support staff.

Before you come to a meeting with these groups, you need to learn as much as you can about the people, their responsibilities, and their goals. The more you know beforehand, the better you can customize your presentation to their specific needs.

During the sales conversation, try to engage each person and ask about their expectations for you and your products. This will create a strong foundation that you can build on for future meetings.

4. Stay Up to Date on Medical Technology

Medical technology is making big advancements year after year. As a medical supplier, you need to stay on top of these advancements and know what is happening in the industry. Keep yourself educated by reading medical journals, attending conferences, and speaking with colleagues. As you learn more about new technology, think of ways to incorporate these updates in your sales strategy.

5. Fully Understand All Your Products

You are the representative for your company and your products. You are responsible for knowing every detail of every product you sell. Without this knowledge, you will not be a successful representative. 

Each person you interact with will have different questions about your products. You need to answer them all with precise information. This could include technical specifications, pricing information, and how it works.

Use whatever resources you have to your advantage so you can effectively address each question with relevant information.

6. Keep the Focus on Patients

Everything you sell is meant to improve the health of patients. Your customers have their patients’ experiences at the forefront of their mind. Every sales decision they make is based on how they think your product could benefit their patients and how it compares to other medical devices.

When you talk to your customers, make sure you keep your focus on the patients. Show your customers how your products can add value to the patient experience, and they will be more likely to purchase from you.

Want to learn more? Contact Share Moving Media today to get started!