How can you demonstrate medical device features in a way that is easy to understand?

1 Know your audience

Before you plan your demonstration, you need to know who you are talking to and what their needs, challenges, and goals are. Different types of customers, such as physicians, nurses, administrators, or patients, may have different levels of knowledge, expectations, and interests in your product. You can research your audience by asking questions, reviewing their profiles, or getting referrals from other contacts. Knowing your audience will help you tailor your demonstration to their specific pain points, preferences, and priorities.

2 Use simple language

One of the biggest mistakes you can make when demonstrating medical device features is to use too much jargon, acronyms, or technical terms that your audience may not understand or care about. Instead, you should use simple, clear, and concise language that explains the features in terms of benefits and outcomes. For example, instead of saying "This device has a patented XYZ technology that delivers high-resolution images with low radiation exposure", you could say "This device lets you see more details with less risk to your patients". You should also avoid using too many numbers, statistics, or specifications that may confuse or bore your audience. Focus on the key points that matter most to them and illustrate them with examples, stories, or testimonials.

3 Show and tell

A picture is worth a thousand words, and a demonstration is worth even more. Showing your audience how your device works and what it can do is much more powerful and persuasive than just telling them. You can use different methods to show your device features, such as live demonstrations, videos, simulations, models, or samples. However, you should also make sure that your demonstration is well-prepared, well-practiced, and well-timed. You don't want to waste your audience's time with technical glitches, irrelevant details, or long-winded explanations. You want to keep them interested, engaged, and impressed by your device and your presentation skills.

4 Involve your audience

Another way to make your demonstration more effective and memorable is to involve your audience in the process. You can do this by asking them questions, soliciting their feedback, or inviting them to try the device themselves. This will help you create a dialogue, build rapport, and address any objections or concerns they may have. It will also help you showcase the ease of use, functionality, and performance of your device in a realistic and interactive way. By involving your audience, you can make them feel more confident and comfortable with your product and your solution.

5 Follow up

The last step in demonstrating medical device features is to follow up with your audience after the presentation. You want to reinforce the key messages, address any remaining questions or doubts, and move them closer to a buying decision. You can follow up by sending them a thank-you note, a summary of the benefits, a case study, or a testimonial. You can also ask them for their feedback, their level of interest, and their next steps. You want to keep the communication open, consistent, and professional until you close the sale.

Demonstrating medical device features is not just about showing off your product, but about showing how your product can solve your customer's problems and add value to their work and lives. By following these tips, you can make your demonstration more easy to understand, relevant, and engaging for your audience and increase your chances of success.

6 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?