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You’re about to sell medical software. What are the most important things you need to know?

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Selling medical software is not like selling any other product. You need to understand the specific needs, challenges, and regulations of the healthcare industry, as well as the features, benefits, and value proposition of your software. In this article, we will cover the most important things you need to know before you pitch your medical software to potential clients.

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1 Know your target market

The first thing you need to know is who your target market is. Medical software can serve different purposes and functions for different types of healthcare providers, such as hospitals, clinics, laboratories, pharmacies, or insurance companies. You need to identify your ideal customer profile, their pain points, their goals, and their decision-making process. You also need to research their current software solutions, their budget, and their willingness to switch or adopt new technology.

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2 Know your product

The second thing you need to know is your product inside and out. Medical software can be complex and technical, so you need to be able to explain how it works, what it does, and why it is better than the alternatives. You need to demonstrate how your software can solve the problems, improve the outcomes, and save the costs for your target market. You also need to highlight the unique selling points, the competitive advantages, and the return on investment of your software.

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3 Know your compliance

The third thing you need to know is the compliance requirements and standards of the healthcare industry. Medical software must adhere to various regulations and guidelines that ensure the quality, safety, and privacy of the data and services it provides. You need to be familiar with the relevant laws and policies, such as HIPAA, FDA, HITECH, or GDPR, depending on your geographic location and scope of operation. You also need to be able to show how your software complies with these rules and how it protects the data and rights of your customers and their patients.

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Mahesh Bijarnia

CEO & M. Director at Takemed International Pvt. Ltd.
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Understanding compliance requirements is crucial when selling medical software. Familiarize yourself with healthcare regulations like HIPAA, FDA, HITECH, or GDPR, depending on your location. Ensure your software adheres to these standards to guarantee quality, safety, and data privacy. Demonstrate how your software complies with regulations to reassure customers about data protection and patient rights, building trust and credibility in the market.

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4 Know your pitch

The fourth thing you need to know is how to pitch your medical software effectively and persuasively. You need to tailor your pitch to your target market, their needs, and their expectations. You need to use clear and simple language, avoid jargon and acronyms, and use stories and testimonials to illustrate your points. You also need to use visual aids, such as slides, demos, or videos, to show how your software works and what benefits it delivers. Finally, you need to anticipate and address any objections or questions that your prospects may have.

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Kunal Banerjee

Healthcare Enabler | Sales & Business Development | Med Affairs | Launch Excellence | Strategy | Pharma / Medical Device | IIM-Kozhikode Alumni | Ex-AZ, BD, Roche & Novartis. Talks about # Healthcare # Business # CRM
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Crafting your pitch ensues once you have defined your target audience and become thorough with product characteristics. However, a pitch is all inclusive and has to be sufficiently persuasive to trigger change in behavior. So it should not be limited to target audience and product characteristics only. Rather one should do a deep dive and try to define buyers persona, social media consumption, purchasing behavior, etc. Better if we can curate a go-to market (GTM) strategy.

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5 Know your follow-up

The fifth thing you need to know is how to follow up with your prospects after your pitch. You need to maintain communication and rapport with your leads, provide them with additional information and resources, and ask for feedback and referrals. You also need to track and measure your sales performance, such as the number of leads, the conversion rate, the average deal size, and the customer satisfaction. You need to use a CRM (customer relationship management) system to organize and manage your sales pipeline and activities.

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6 Know your growth

The sixth thing you need to know is how to grow your medical software sales career. You need to constantly update your knowledge and skills, learn from your peers and mentors, and seek new opportunities and challenges. You also need to network and build relationships with your customers, partners, and industry experts, and leverage your reputation and referrals to generate more leads and sales. Finally, you need to set and achieve your personal and professional goals, and celebrate your achievements and successes.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You’re about to sell medical software. What are the most important things you need to know?

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1 Know your target market

2 Know your product

3 Know your compliance

4 Know your pitch

5 Know your follow-up

6 Know your growth

7 Here’s what else to consider

Medical Sales

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