Vital Content to Include In Your Sales Meeting With Hospitals or Doctors
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Vital Content to Include in Your Sales Meeting with Hospitals or Doctors

Sales meetings are an important part of medical sales. This is where you pitch your products as a way to solve any hospital or doctor’s office issues. However, before you even get to that part of the pitch, you first need to show the team you’re meeting with just how much you know about their company, specialty and patients. This sets an informative tone for the entire meeting, showing them they aren’t going to be sitting through yet another generic sales pitch.

Wondering what should be included in these pitches? Here are some great suggestions to help get you started.

Demographics and Statistics

There are several different types of demographics and statistics you can include in a sales meeting presentation. One is the demographics of the people who frequent the hospital or clinic. Include information about their genders, ages, income status, where the patients come from geographically and so on.

The other option requires you to take a deeper look at the medical practice itself. Going beyond the patient’s information and into the general information provided publicly for the medical practice, such as the number of doctors they employ, their specialties and more. Gathering this information shows you’ve done your research and are ready to address their pain points.

Procedures, Prices and Insurance Coverage

Make sure to cover things like the procedures offered and completed by the hospital or clinic. Do they do outpatient surgery? What categories do those surgeries fall into? Do they handle standard general care? Or a number of other specialties? If so, how many of each?

In addition to covering procedure and appointment information, also find out their overall costs. How much do they spend on certain things? What percentage of their patients are insured? What type of insurance do they have? Are there ways for the hospital or clinic to cut costs by using your products? This is where you can begin to show them how your medical products can make a difference in their practice.

General Affiliations

Sometimes, you may be meeting with a clinic or single doctor’s office that has a special affiliation with a larger company. For example, they may send people to a specialist at a certain hospital group or even have an additional office within that hospital group itself. This is important information to share because you can use it to begin to point out any pain points the clinic or office may have.

Information on Their Team

While some of these details should be included in your opening statistics, you can go into more depth on the overall care team employed by the clinic or hospital later in your presentation. How many people are a part of the team? Where did they go to medical school? What do they specialize in? This information is crucial, especially if your products play a role in helping them care for patients under their specialty. Plus, it shows that you did plenty of research on the hospital or clinic prior to the presentation.

Referral Information

Where does the hospital or clinic refer patients? How many referrals do they give out in a year and in which specialties do those referrals lie? Do they receive referrals, and if so, what are they for and how many? These are all questions you can answer in the referrals section of your presentation. By answering these questions, you can again reiterate how important your products are and how they can help those patients they receive via referral. 

Details on Their Competitors

Finally, you’ll need to talk about the clinic or hospital’s competitors. This is vital information that shows where they can improve. By providing these details as a point of comparison, you can further address those pain points, mentioning a few suggestions of where the practice can improve their quality of care. And again, you can bring up your products as a potential solution.

Including Vital Content in a Sales Meeting

While it may feel a bit redundant to include this vital information in your sales presentation, they may not have this information on hand or even have the time to look it up. By providing it to them as a part of your pitch, you’re showing them you’ve done your research and are worthy of becoming their sales provider. Plus, this information allows you to begin touching on their pain points, before you get to the end of the sales pitch, thus emphasizing your worth.