There is a certain challenge that arises when you are speaking to people or companies that are outside of your own market base. I work primarily with technology companies that are looking to expand both inside and outside of the United States. We work primarily with software companies, social media companies, and other technology companies. On a recent project, however, I found myself working with a few hospitals and dental practices that was a new challenge for that I wasn’t used to.
Like I said, I work primarily with tech companies, and there are a number of things that you take for granted when you are dealing with people inside of your own field. Many of the doctors and dentists that we were dealing with had very limited knowledge of the technology we use, so communicating with them was a unique challenge.
First a little background information. I went to a few two dental practices to show them how some of our new tools can assist them in the surgery process. One of the practices specializes in performing dental implant surgeries in Pontiac Michigan. In this type of surgery a number of highly technical tools are required and we have developed some new versions that greatly expedite the process and assist doctors in their procedures.
The second practice that I went also performs dental implant surgeries, but some dentists in Auburn Hills Michigan providing affordable dental implants have had different types of reviews. This practice already had some of our technologies for their surgeries, but was interested in our client tracking software that is specially designed to help dental practices keep track of their clients’ appointments and their payments.
As I said earlier, it was a little difficult communicating with people who knew very little about the products that we were explaining to them, but I came away with a few important takeaways from the experience.
Number one, listen more than you talk. After you give your explanation or presentation, ask if there are any questions. Usually with new products there will be a host of new questions so be sure to actually listen to each of their questions and address their concerns as specifically as you can. If possibly ask them a few questions to find out what their concern is related to. Sometimes if you ask a few follow up or prior questions before answering this can help your answer be the best possible.
Number two, be patient. Don’t get frustrated with these people. They aren’t out to cause you trouble; they’re just trying to understand what it is that you’re setting into place because soon they’re going to have to use it every day.
Last but not least, make sure to give them contact information. Not only is this a great maxillofacial public relations for dentists move to offer yourself for future questions, but it allows people to ask you questions that they might not have thought of while you were giving your presentation.
So next time you find yourself talking to people outside of your own field of expertise, don’t fret; just implement these three rules and you should be more than fine—and they’ll love you!