How to Sell in Healthcare PODCAST Episode 6 - Technology Adoption Lifecycle

In Episode 6 of the How to Sell in Healthcare PODCAST You Will Learn What the Technology Adoption Lifecycle is and How It Can Help You Sell Innovative Healthcare and Health Insurance Solutions to Employers.

The Technology Adoption Lifecycle Segments Buyers into 4 Categories:
1) Early Adopters - 17% of the Buyers... They Will Purchase Innovative Solutions Early, Be Less Price-Sensitive and Tolerate 'Bugs' in the Product.

2) Pragmatists - 33% of the Buyers... They Will Purchase to Solve a Specific Pain-Point, Buy Out of Peer Pressure or 'Social Proof' Because They See Others Buying. Pragmatists Are Still Somewhat Less Price-Sensitive.

3) Conservatives - 33% of Buyers... They Will Buy a 'New' Product or Service When It is Already 'Baked-In' to an Existing Vendor's Solution. They Are Very Price Sensitive and Have No Tolerance for 'Bugs' in the Product or Service.

4) Skeptics - 17% of Buys... They Will Never Buy the New Product or Service.

**Based on the Work of Geoffrey Moore and His Book 'Crossing the Chasm'

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[markhaye]

Great analogy, target marketing buyer types in this space is like hand crafting wood furniture.