Know Your Customer & Their Needs – Follow these steps to build a working knowledge of your customer, their needs, competition on site, etc.
- Determine if the targeted account is valid for the HHP by working with RSM/CAM/IP counterpart
- Research the Industry Targeting Tool to see if this customer is listed and identify any potential opportunity available
- Visit target account and identify pain points using the Uncover Questions Tool (CLICK HERE); begin to highlight how our Hand Hygiene Program can help
- Research the Competition (Battle Cards - Internal Only) – Who is on-site? What are they supplying the hospital?
- Identify a Champion on-site that can support you through the sales process (IP Manager); begin to build a relationship and their knowledgebase on our offering… the more the better
* Be ready to change your champion or walk away from the opportunity if your champion is not strongly convicted to help you sell within the organization
Schedule a Demo – Follow these steps to prepare for a demo of the Hand Hygiene Compliance Monitoring (HHCM)
- Schedule a Planning Meeting with your RSM, Area Service Consultant, and CAM (if applicable). Marketing and Training can be optional attendees.
- Request a Demo Kit from your RSM, or Marketing if your RSM does not have one available
- Customize the HHCM Customer Presentation for the account with output from Planning Meeting, including your recommendations and knowledge of the Customer’s needs
- A standard Interactive HHCM Customer Presentation can be used for initial, high-level conversations
- Plan a Demo – Working with your Champion, identify an hour to work through the Demo and Pitch. Identify other Key Decision Makers to target for the demo. Get as many as you can of the following groups: Quality, IT, IP, CNO, CMO, COO, EVS, etc.
- Prepare for potential questions from the audience, develop a list of Questions to Ask and put together a “Leave Behind” Packet of information