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.
It is only fitting that a medical lead generation strategy should fulfill the role of the combat medic (or simply medic as they are popularly called). Medics are widely understood to be highly non-aggressive even when they are serving one side of a conflict. And like them, your lead generation process should be geared to a purely supportive role and avoid engaging in the heat of combat.
When you take in sales leads, it is like taking in multivitamins. Like these commercial supplements, your sales leads provide different nutritional values to your sales process. Different vitamins serve to provide different support to various parts of the body. In that same sense, your leads can provide multiple support to different kinds of business marketing processes.
Lead generation campaigns commit a mortal sin when they do not tell prospects what they are signing up for. You get so much advice on how to sell something but have you ever tried to put yourself in another’s shoes when it comes to buying? Chances are, there are times when buying advice ends up leaving a stronger impact than your entire lead generation strategy.
Be it lead generation or healthcare, getting an explanation for something is not always enough. You have a goal to achieve whether it is getting more sales leads or maintaining medical equipment. Furthermore, it only goes to show how sharing knowledge has its limits.