"Our patients may not be comfortable with this technology."

Underlying Concerns:

• The prospect is concerned that their patients, especially those who may not be tech-savvy, will struggle to use the platform or may resist adopting new technology.
• They may worry that implementing new technology will create a barrier for patients, especially those who are older or less comfortable with digital tools.
• The prospect could be afraid that this technology might disrupt the patient experience, leading to lower satisfaction or frustration with the clinic or hospital.
• They may have seen or heard of situations where patients struggled with tech adoption, leading to concerns about how their own patients would handle it.

How to Tackle the Objection:

1. Acknowledge patient concerns: Empathize with the fact that many clinics initially worry about how comfortable their patients will be with using new technology.
2. Highlight ease of use: Reassure the prospect that your platform is designed to be simple and user-friendly, requiring little to no technical knowledge from patients.
3. Offer real-world examples: Mention that many clinics who initially had the same concern found that once patients used the platform, they appreciated the convenience and ease of access it provided.
4. Suggest a small pilot program: Propose piloting the platform with a small group of patients to test their comfort and see how they respond, offering a low-risk way to assess patient satisfaction before fully committing.

Sample Script (Detailed and Simple Language):

Prospect: "Our patients may not be comfortable with this technology."

You: "That’s a valid point, [Prospect’s Name], and it’s something we’ve heard from a lot of clinics initially."

• "What’s worked really well is offering patients very simple, easy-to-use interfaces—whether it’s through mobile apps or patient portals that require little to no technical knowledge. It’s designed so even patients who aren’t tech-savvy can use it without any hassle."

• "In fact, many clinics have reported that once patients try it, they appreciate the convenience and how much easier it makes accessing their health records, booking appointments, and communicating with staff."

• "Would you be open to piloting it with a small patient group to test their response? That way, you can see how it works for them without needing to roll it out fully right away."

Probing Questions to Engage the Prospect:

• "Are there particular patient demographics that you think might have the most trouble adopting new technology? We can focus on making it as simple as possible for them."
• "Would it be helpful to test the platform with a small group of patients first to see how comfortable they are before rolling it out fully?"
• "Have you had previous experiences where patients struggled with technology? I’d love to show how we’ve addressed those concerns with other clinics."

Call to Action:

Offer to run a pilot program with a small group of patients, allowing the clinic to test patient comfort with the technology in a low-risk setting. This gives them the opportunity to see how well patients adopt the platform before committing to a full rollout.

Example:
"Let’s run a small pilot with a few of your patients and see how they respond to the platform. We can keep it low-pressure, and it’ll give you a chance to gauge how comfortable your patients are with the technology before fully implementing it. Does that sound good?"

Key Points to Emphasize:

1. Simplicity and Ease of Use: Highlight that the platform is designed to be simple and user-friendly, making it easy for patients of all ages and tech comfort levels to use.

2. Positive Patient Feedback: Share that many clinics initially had the same concern, but after implementation, patients appreciated the convenience and ease of access the platform provides.

3. Pilot Program: Suggest a small-scale pilot to test patient response in a low-risk environment, allowing the clinic to gauge patient comfort before fully committing.

4. Ongoing Support: Reassure the prospect that you’ll provide ongoing support throughout the pilot to ensure both staff and patients have the help they need to get comfortable with the technology.