Medigear connect
Medical Equipment Sales: From First Contact to Closed Deal
Nine stages, three to nine months, and a long stretch in the middle where nothing appears to happen. Only two of those stages need anything from you.
Stages one to three: opening
The only part of the cycle where what you do changes the outcome. After stage three the deal is running on our paperwork.
First contact
Somebody mentions a problem. A unit that keeps failing, a department expanding, a service line about to open. This is a conversation, not an enquiry, and it is usually months before anyone writes a specification.
Register the organisation the same day. Not when they show interest. The day you first speak.
Qualification
What is actually needed, for which department, and against which budget. A vague requirement produces a vague quotation, and vague quotations lose. The useful questions are what it replaces, who will use it, and when the money exists.
Pass on what you already know. You do not need to run a formal discovery.
Specification and quotation
MediGear prepares the quotation against the requirement, in the buyer’s currency, with lead times and terms. Your referral identifier is attached at this stage and carried through every document that follows.
Pricing, availability, lead times and terms. Check that your identifier appears on the quotation, and why that check protects the whole deal.
What does each model actually involve?
The distinction that matters is not the title. It is who owns the equipment, and who owes the buyer.
Evaluation
The quotation goes to people who were not part of the conversation. Clinical leads compare specifications, finance compares total cost, and procurement compares suppliers. Demonstrations and references are often requested here.
Technical documentation, demonstrations, clinical references and comparison support.
Objections and clarification
Running costs, service coverage, training, warranty terms and installation requirements. Most deferred decisions are deferred here, because one question could not be answered in the meeting.
Consumable requirements, maintenance scope, training provision and site requirements.
Purchase order
Terms agreed, payment method settled, lead time confirmed and the order raised. For public buyers this may follow a formal tender award with its own timetable.
Contracting, payment terms and order confirmation. Your identifier moves to the purchase order.
Where deals stall, and what it means
Silence is not failure. Knowing which kind of silence you are looking at saves a lot of unnecessary chasing.
Normal Delays
These stall a deal without threatening it. Waiting is the correct response.
- The budget cycle has not opened yet, so there is nothing to spend.
- The committee meets monthly or quarterly and the next date has not arrived.
- A clinical lead is on leave and the specification cannot progress without them.
- Estates has not scheduled the preparatory works the room needs.
Delays worth acting on
These need a message from someone, and often that someone is you.
- A question about running costs or service coverage went unanswered.
- The specification was written around a competing product.
- Your referral identifier is missing from the quotation.
- The contact who wanted the equipment has changed role.
Three ways to work with MediGear
The same three models, as they exist here. You can start at the first and move up when the evidence supports it.
You carry no cost
No stock, no capital, no invoicing, no freight, no regulatory obligation. A deal that collapses at stage six costs you time and nothing else.
You keep the relationship
The introduction stays yours. We quote and supply, but the person who trusted you enough to take the call still deals with you.
You earn on what follows
Commission is not limited to the first order. Every order that organisation places inside your window pays you, without a second introduction.
MediGear connect
Refer Buyers. Earn Commission.
Free to join at every tier. No targets, no minimum volume, no cost. Applications are reviewed within two working days.