Tips for effectively demonstrating your products in a Medical Device Trade Show

Nothing sells a product like a convincing demonstration. It creates images in the mind of visitors. Buyers go to Hospital Equipment Fairs because they want to get their hands on the real thing, see it in action, and compare multiple manufacturers at the same time. A demonstration is a good attention better and it delivers proof that the product works. Here are some of the tips for effectively demonstrating your products.

Assign your most experienced and charismatic sales people to demonstrate

Identify the booth staffers who are charismatic, articulate, and familiar with both the product and have the ability to present the message and conduct the demonstration. Choose one who are good at “meeting and greeting” to engage, qualify and transition interested prospects.

Don’t bring too many products

To avoid creating confusing clutter, consider bringing only your biggest sellers or your key new products.  This is proven advice shared by many exhibitors who increased their results after making the change. One-on-one demonstrations work best in small booths. When possible, design the demonstration for multiple visitors, since the visitors’ questions multiply the value of the demonstration and make it more memorable.

Do not exceed the ten minute mark

Don’t exceed the ten minute mark if you want to hold people’s attention. A good rule of thumb is to conduct the demonstration as many times as possible.  At a minimum, four times per hour should be targeted.

Don’t have a product to demonstrate?

If your product is a service, you may think that you are at a disadvantage, because you do not have a physical product to show and demonstrate.  However, you can still use graphics and create experiences that vividly communicate what you do and why people should buy from you. 

A good demo is extremely effective in stopping traffic, engaging prospects, and leaving a lasting impression.  This is one of the hallmarks and advantages of Lab Equipment Expos and trade shows over other media.  Invest considerable time in creating and practicing great demos for a better medical device trade show results, and then designing spaces for those demos in your booth.

Tips for efficiently exhibiting your products in a Hospital Equipment Expo

Buyers go to Hospital Equipment Expo because they want to get their hands on the real thing, see it in action, and compare multiple manufacturers at the same time. The following are some simple tips that will help you in making a mark at your next Hospital Equipment Expo.

Demonstrate your products: Presenting equipments at Lab Equipment Expo’s using live demonstrations is a great way to attract traffic, engaging prospects, and leaving a lasting impression.  Invest considerable time in creating and practicing great demos for better results, and then designing spaces for those demos in your booth. This is one of the hallmarks and advantages of trade shows over other media.

Competitor Product Knowledge: While it is essential to know your own product, studying the pros and cons of competitor’s products gives you an extra edge. You can use information collected from competitor’s products to compare yours against theirs. Don’t give attendees skewed information about the competitor’s products either – that affects you and your company’s credibility.

Tell why you’re better: Do your products last longer? Do more, faster? Cost less over time? Take less energy? Tell your products’ story with graphics. Give yourself more visual proof by supporting your products with graphics that make your products’ benefit obvious. 

Preparation: Be sure to bring a good amount of supplies to the Hospital Equipment Expo so you do not run out of important literature, brochures, business cards, and giveaways. Make sure the staff’s are knowledgeable about the company, current and new products and services, market trends, and competitors, so they can carry on an intelligent conversation with prospective customers.

Enthusiasm:  What adds the selling factor best is the emotion and attitude you have when educating booth visitors. If you show enthusiasm about your product, the audience will feel that impact in a positive way. By being passionate about what your company has to offer, your sales and customer satisfaction ratings will increase. Generate enthusiasm with all staff that will be representing your company at your booth.  Encourage them to interact and engage with attendees, gather contact information with the leads qualification survey, and visit competitor booths.