HHP Step 2: Present & Trial/Demo

Prepare for the HHP Pitch – Follow these steps to prepare for your HHP Pitch to the customer

  • Prepare first by practicing the HHCM Pitch and tailor your deck and conversation to your target customers’ specific pain points
  • Get access to and review the HHCM Dashboard (email HHCM Support); navigate to the training tab and work through the materials to ensure you understand how the dashboard works
  • NIGHT BEFORE DEMO: Set up the Demo Kit to ensure you know how to properly use it and know how it works, refer to the How to Guide

Present the HHP Pitch – Follow these steps to gain buy-in & close a Full Service Agreement directly or secure a paid Trial

  • Pitch/Demo should be done in person, on-site
  • Present the Pitch Deck and Demo. Aim for an hour. Ideally, you will have a diverse group of attendees that you coordinated with your Champion in Step 1
  • If they are not already a soap / sanitizer customer, be sure to emphasize the ease of implementation. Ecolab handles everything, including the change out of dispensers, and brings in experts to make sure it goes smoothly.
  • Come with your prepared Questions to Ask and helpful “Leave behind” materials
  • Push to close without a trial, if possible, after presentation. If customer still asks for a trial, aim for a 2-month Trial of one unit.  Leverage the Implementation Brochure
  • Define the success criteria for a HHP Trial with the Champion; determine if others should be included in this discussion to ensure success
  • [COURTESY NOTIFICATION] Work with the Champion to share the Hand Hygiene initiatives and general HHP trial with the Materials Manager to ensure they are informed and not an obstacle to further implementation

Nurture the Opportunity – Follow these steps to help encourage and push the customer towards a “YES!” decision

  • NEXT DAY AFTER MEETING: Send customer a thank you for taking the time to meeting with you as well as a Leave Behind Packet with relevant articles
  • ONGOING - Be present! This can make a big difference when you are going up against other systems that don’t have as good of a sales force!
  • If the hospital is interested check in with them once every week to see how they are doing to answer any questions
  • If a hospital is not currently looking at electronic monitoring systems, check in with them once every other month to see if anything has changed
  • Continue to feed your Champion with new marketing materials and relevant news articles about the system as they are released
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