Medical distribution is the industry based on companies that serve as a link between medical manufacturers —such as devices, consumables, supplies or medicines— and hospitals, doctors, and other medical facilities.
We are dedicated to creating connections with medical equipment brands to later offer their products to the final recipient, whether that is an institution, medical facility, NGO, or health professional.
“Feature marketing” is what is called to sell something based on the qualities it owns over its competition.
This is the most common way of marketing technological devices like these since they share a lot of characteristics that, in general, don’t make each brand or item special on itself.
A clinic surgeon, hospital administrator or independent dentist won’t think the same, won’t behave the same, and won’t speak the same. A buyer persona is a very detailed profile of the person you would like to sell to.
Decide who your ideal customer is and study (whether it is by observation or polls) how they think, behave and speak. The better you match with their principles, attitudes and language, the more likely they’ll buy from you.
It doesn’t matter how amazing the marketing efforts are if there is no follow-up in the sales stage of the process.
After creating awareness and showing your buyer persona the medical equipment they need, they’ll contact you to know more about your brand or equipment.
Once they communicate with the sales team, they must be trained to know: how much information does this person have already? How close is he or she to buying? How can I make the payment process smooth so that it won’t be inconvenient to acquire my products?
Most importantly, both the marketing and the sales team must chase one goal: to make the life of the customer easier by solving their problems and answering their questions.
The most valuable asset nowadays is trust. If you want to sell medical equipment, you have to assume the responsibility of only selling original products, of good quality that fill the customer’s expectations.
Keep in mind you’re not selling musical instruments for rock band members. This is a highly professional industry and you must act as such. Decide on a formal vocabulary, respectful treatment, and organized processes to show how invested you are in accomplishing your mission by offering valuable medical equipment.
When buying medical supplies, whether they’re expensive or not, having the peace of mind that your money is protected is vital. Make sure your customers have good guarantee periods in case their product has a factory default or performance malfunction.
Whether you’re a medical equipment brand marketing its products, or a distributor, offering technical support is a strong positive aspect. As clients, getting new medical products is a lot less stressful if we can count on special technicians via phone or email to solve doubts, help us configure our devices, or set them up.
