A usual routine in appointment setting involves finding a process your prospect doesn’t do very well and say you have the resources to do it better.
But while problem solving is essential for building up rapport and relevance, it can be misleading in one small way. Just because a prospect doesn’t do one thing right doesn’t mean they’re completely shabby.
These days, the healthcare industry is going to include more and more people with less and less medical knowledge. And surprise! This isn’t entirely a bad thing. In fact, you might want to change your lead generation strategy once non-medical prospects are being counted among your medical leads.
Is it always worth going to great lengths for your medical leads? It’s a consensus among marketers that your old customers generate more value to your business than the new ones you acquire.
Why then are so many businesses still bent on getting new customers? Perhaps the real reason is that, while they’re not as valuable, converting a new customer into a repeat one is what gives them more value over time.
But what of a situation where you are openly challenged by a prospect to prove your worth against a competitor? Do they still think you have a shot or are they just looking to validate their decision?
It seems that online reviews are affecting even the medical profession. All the more reason to build up your online reputation right? But of course, reviews can be flawed in of themselves. They could come from particularly disgruntled patients. And in your case, is it really all right to know that an unruly practice is out there badmouthing your firm?
Still, that’s the price you pay when you give away advice but don’t make sure if prospects actually follow. It’s like the old flesh wound joke where the tough guy refuses treatment for injury.
Then, again maybe they’re not all tough guys. Maybe they’re the types who actually have trouble following your advice when you’re sharing your expertise.
With an ancient art like prospecting, it’s quite surprising why many of its modern practitioners still fail to follow up with leads the right way. It really goes without saying that marketing and sales folks who overlook this crucial step are wasting a lot of opportunities. From lead generation all the way to closing the deal (and beyond), a clear follow-up plan has to be part of your sales process.
Of course, the follow-up tactics you use vary as the prospect moves further down the funnel. The way you follow up a fresh lead is very different from how you would deal with a prospect who’s already in the decision-making stage. Today’s post looks at prospect follow-up at the first few points in your sales cycle, particularly lead generation. There are plenty of strategies and best practices for following up with leads at such a juncture, but thankfully you only need to take to heart these five timeless rules:
All doctors are busy. However, that has never really stopped medical telemarketing campaigns has it? All you really need is good timing, knowledge of DNC regulations, and finally a relevant marketing message.
But what if a doctor has more than a busy day at the hospital? What if the doctor doesn’t work in one at all? What if their clinic is practically on the edge of civilization?
February brings a lot of ideas that center around romance. This is the month where you’ll read about the dating, the hearts, the flowers, and most importantly, the relationships.
And one thing about relationships is that one shouldn’t really keep secrets. Here’s a funny catch, you think that applies only to couples? Clearly, even business relationships can get rocky when some things are left unsaid.
Rickety architecture, unkempt lawns and trees with claw-like branches. Your typical haunted house wouldn’t look out place in a Scooby Doo episode. But despite their associations with bumps in the night, strange lights and noises, and a shady history involving violence, terror and tragedy… the houses in Scooby are really just trick fun houses with a Halloween twist.
These tricked out homes though are good models for your B2B marketing campaign.
When using medical telemarketing to qualify prospects, your biggest red flag is complete rejection of your business values. This is not the same as the typical telemarketing rejection of your offer though. If a prospect just simply does not hold the same values as you do, you are better off finding another one. No amount of money or promise of better business is worth compromising values that have kept your business on a good path.