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How to sell medical devices to hospitals

The Ultimate Guide on How to Sell Medical Devices to Hospitals

The massive growth in the global digital health market is scurrying and will reach $612.40 billion by the end of 2028 at a robust CAGR speed of 17.25%. The surmount surge in the development of the digital healthcare market has led to the growth and demand for advanced healthcare infrastructure and high-tech medical devices for delivering high-quality treatments.

global digital health market

These advanced medical devices can develop effective business routines for healthcare experts to perform optimally under stressful situations. This leaves you pondering, and the question arises: how to sell medical devices to hospitals?

This comprehensive blog covers the vital techniques that can be implemented by the medical device manufacturers to reach their target audience & obtain higher sales counts and lead conversion.

Techniques to Sell Medical Devices to Hospitals

Techniques to Sell Medical Devices to Hospitals

We have curated a list of proven techniques that businesses can incorporate for selling their medical devices to hospitals:

1. Comply with the legal medical regulations

Implementing medical devices has benefitted healthcare professionals conducting diagnostic tests and other medical procedures. Medical device manufacturers and suppliers must confirm that their products are certified and safe for use.

The ideal method to tackle the situation is:

  • The medical device supplying corporations must confirm that the safety standards are taken care of seamlessly with the developed product.
  • Constantly monitor the latest updates from the government and other medical & healthcare-oriented safety boards to avoid any significant penalty.
  • Medical billing devices must have their license updated and approved under the Food and Drugs Administration (FDA), which is essential for the functioning of the supply chain from the business point of view.

2. Identify the prospects’ requirement

Before making any business decision, medical device manufacturers must always circle their way in categorizing the needs and ongoing requirements demanded by the healthcare professionals.

The effective ways to identify the needs of your prospects are:

  • Enlist the targeted sectors from the medical & healthcare industry, including various specialties of hospitals, their specialization, locations, and medical institute size.
  • Narrow the needs of the potential prospect you aim to acquire as your client.
  • Identify the actual decision-makers and their respective roles across the organization.
  • Collect the details on the purchase pattern and what drives their instinct in making the final shots.
  • Identify the sources the decision-makers utilize for obtaining the details of the products and prepare your marketing strategy to target the source that they find reliable and exciting.

Remember, the better your business comprehends your target audience’s needs, the more sales conversion can be achieved.

3. Understand the entirety of the medical device for demonstration

Corporations developing medical devices must be confident and aware of the operating style, the benefit it will provide in return, and its actual purpose. Understand the ins and outs of how the healthcare professionals and experts will utilize the product. The higher confidence you display in presenting them will determine the future of the sales.

This is followed by another challenge of illustrating your medical devices professionally. Displaying these enormous medical devices can be a mammoth task as the decision-makers and stakeholders from the healthcare industry prioritize interaction with the developed devices.

Presenting these exorbitant devices can be a hurdle for negotiating with the challenges; businesses can utilize the advanced technology in the suggestive method.

  • Virtual reality (VR)

The exposure that virtual reality presents to the users is surreal. Prospective decision-makers can witness the functioning of the medical devices and get real-time experience from the operating room rather than being there in person. This can be pivotal for the decision makers to conclude purchasing by experiencing the diagnostic procedure and handling exposure.

  • 3D medical animation

Medical device development ventures can enhance their online presence by implementing 3D medical animation clippings into their business profiles and websites to depict the functionality to the ideal target audience.

4. Platforms to implement for marketing your medical device

Incorporating tech advancement into your marketing strategy can optimize business productivity. Using various in-demand advanced method is the ultimate solution that can assist in obtaining higher lead generation for sales conversion. Once the initial steps are achieved successfully, businesses must enforce technological advancement in their marketing strategy to witness rapid potential growth.

The top featuring platforms and tools that can inject fuel into your marketing strategy are as follows:

1) LinkedIn

LinkedIn is the most commonly used platform by decision-makers and working professionals to stay updated on the latest developing trends in the industry. Decision-makers of the Medical device manufacturing units can invest in creating high-value content about their products and services and deliver it to the potential target audience.

Informative content such as 3D animated videos, carousel ads on the intricate details of the products, benefits, and more can set the business tone for potential sale discussion, which can suitably benefit both the B2B parties.

2) Marketing automation

Decision-makers can opt for automated marketing tools to inform potential prospects about their developed devices’ latest updates and upgrades. Automated tools help marketers with hyper-targeting for distributing information via multi-channel marketing campaigns like email blasts etc.

3) Content marketing

Content marketing is the feasible approach that medical device suppliers can implement into their businesses by delivering high-quality, informative content that entices infographics, operating videos, blog, and more.

Creation of the content & marketing it adequately can provide potential opportunities for fetching newer targeted audience that trust the potential of your brand against the existing competitors.

5. Networking with industry professionals & target audience

Using a personalized hospital email database can help medical device suppliers get in touch with decision-makers across the globe to share direct information for the development of the sales cycle and better networking circle.

Businesses can approach the targeted audience by various means; the ideal approach can be achieved by hosting product-based webinars and conferences that can support them in learning the depth of the products, vision, and future growth of the business. The corporation can follow up with the targeted audience by emitting information via newsletters, sharing the top offers & benefits, advantages related to their medical devices, and more.

The alternative method for networking and marketing the business is by conducting and hosting trade shows, business networking events, and sales conventions. Corporations can set up various rooms with VR to endorse the product’s functionality, which can be experienced in person by the decision-makers and other interested prospects.

In Summary

Growth in sales for medical devices can be achieved by the corporation invested in the relevant sector. Businesses must invest their time to understand the target audience’s needs before formulating their approach and other strategies that can make or break the business goals. Medical regulation compliance should be mandatory to set their foot in the industry. The corporation can idealize further sets to demonstrate the developed product to the targeted audience using the advanced technology available in the market. Businesses can also invest a portion in acquiring a healthcare email database comprising potential contact details of global decision-makers interested in purchasing the medical device.

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