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.