How can you ensure that procurement managers understand the benefits of your product?

1 Know your product and your market

Before you approach a procurement manager, you need to have a clear understanding of your product's features, benefits, and competitive advantages. You also need to research your target market, including the needs, challenges, and goals of the healthcare providers and patients who will use your product. This will help you tailor your pitch to the specific context and priorities of each procurement manager.

3 Highlight the benefits and outcomes

Procurement managers are not interested in the technical details or features of your product. They want to know how your product can help them achieve their goals, such as reducing costs, improving quality, increasing efficiency, or enhancing patient satisfaction. Therefore, you need to highlight the benefits and outcomes of your product in terms of these metrics. You also need to provide evidence and testimonials to back up your claims and demonstrate the value of your product.

4 Address the objections and risks

Procurement managers are risk-averse and will have many objections and questions about your product. They may challenge your price, quality, performance, or compatibility with their existing systems or processes. You need to anticipate and address these objections and risks in a confident and respectful manner. You also need to show how your product can mitigate or eliminate these risks and offer guarantees or warranties to reassure them. You also need to emphasize the opportunity cost of not choosing your product and the potential losses or problems they may face if they stick with their current situation.

5 Follow up and close the deal

After you present your product to a procurement manager, you need to follow up and close the deal. You need to maintain regular contact with them and provide any additional information or support they may need. You also need to handle any negotiations or contracts with professionalism and transparency. You need to create a sense of urgency and scarcity to motivate them to act quickly and avoid losing the deal to a competitor. You also need to ask for the sale and confirm their commitment and satisfaction.

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?