How to Polish and Refine Your HealthCare Marketing Development and Sales Presentation |
Make a listing of all the good and positive points about your company. This may include information like; average length of stay, number of patients discharged back to their home, number of critically ill patients who survive, sales ratings for your product, customer service satisfaction successes, employee satisfaction is another. Another great selling point is successful technology applications and breakthroughs from your company and special awards that your company has received. Any and all positive facts that can be discovered about your organization should be added to your list. These are your Brag Facts or Talking Facts. After you have completed your list of these Talking Facts, (these statements must be true, documented and demonstrable-never use nebulous statements that cannot be backed up or proven). The next step is incorporating these Talking Facts into your presentation for marketing your clients. Your presentation will now include who you are, what your company does, why you are marketing at your customer’s location, what you have to offer the client, why your service is superior to the competitors and why your company is the best choice for your clients. Your goal is to persuade the client to make you and your company their choice for the service you are marketing.
Now, practice reciting your presentation over and over until everything is committed to memory. Continue to refine you presentation including your body language, your best smile, tone and level of voice until the presentation is polished and comes naturally and includes all the talking points on why your company is the best choice. Practice especially to pay attention to your clients connection to you during the presentation, do you have their full attention, are you engaging the client? Get your co-workers to work with you on the presentation giving you feedback on how persuasive your presentation is. Continue to refine your presentation until it is completely polished, and you know the content and can present it with total confidence. Remember, no one wants to hear a memorized monotone script that is presented without expression, is lifeless and fails to capture your clients’ attention. If you bore your client you will in fact turns off your client totally to you and your company. Now, you have the tools and technique in place to will build the confidence you need to own your territory.
The use of data and graphics or articles and studies to reinforce your presentation and talking facts is a nice touch as long as the material and data are not extensive and too time consuming to relate and review. Provide just the high points and important attention grabbing facts. Most clients will not have time to review a 30 page study on the application findings of your product. But, if pre-prepare the material in the study and highlight or add a summary findings addendum that can be delivered in 4 or 5 lines of attention getting facts, you will gain the trust and appreciation of the client for making their work easier. For an added level of completeness, print your own custom pamphlets and place them in a folder with a clear front cover. This adds another degree of professionalism and preparation readiness to your presentation. These pamphlets can be handed out to your client with all you particular contact information and presentation material along with your support data attention getting facts for your customer to review again and pass on to other associates and members of their team. Remember, complete presentation preparation and knowing the material you are presenting while being able to make your presentation with persuasive and smooth with confidence is the key to successful marketing.
Article by Ray Vaughn, HealthCare Marketing Specialist Developing Successful Marketing Strategies for HealthCare Sales & Development Contact Info; firstname.lastname@example.org or email@example.com
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