How can you create a sense of urgency when selling medical devices to hospitals?

1 Understand their pain points

The first step to creating a sense of urgency is to understand the pain points and challenges that your prospects are facing. What are their goals, needs, and frustrations? How does your device solve their problems and improve their outcomes? By asking open-ended questions and listening actively, you can uncover their motivations and priorities, and tailor your value proposition accordingly.

2 Demonstrate the value and impact

The next step is to demonstrate the value and impact of your device, not only in terms of features and benefits, but also in terms of return on investment, cost savings, patient satisfaction, and quality of care. You can use case studies, testimonials, data, and stories to show how your device has helped similar hospitals achieve their goals and overcome their challenges. You can also highlight the risks and costs of not taking action, such as losing market share, falling behind competitors, or facing regulatory issues.

3 Create scarcity and exclusivity

Another way to create a sense of urgency is to create scarcity and exclusivity for your device. You can do this by emphasizing the limited availability, high demand, or special offer for your device. For example, you can say that your device is only available for a certain number of hospitals, that it has a waiting list or a backlog, or that it has a discounted price or a bonus for a limited time. You can also leverage social proof and authority by mentioning the names of other hospitals or experts that have adopted or endorsed your device.

5 Use deadlines and follow-ups

The final step to creating a sense of urgency is to use deadlines and follow-ups to move your prospects closer to the purchase decision. You can do this by setting clear and realistic deadlines for each stage of the sales process, such as scheduling a demo, sending a proposal, or signing a contract. You can also use follow-ups to remind your prospects of the deadlines, the value proposition, and the urgency factors. You can use email, phone, or text messages to communicate with your prospects and keep them engaged and committed.