Ever get that time when your B2B sales funnel seems to be moving in slow motion that it’s starting to be alarming? Yup, it’s scary as it sounds. Then again, this instance could be all too familiar to you as it can be an event that has occurred not only once.
Having a business that specialized only to Health Care maybe tricky, it requires you to have the top-quality product or service you could give to prospect or future clients. Of course who would want a Health Care service that is just starting off, I know I wouldn’t. Why? Because most of your clients will be hospitals that are top-notch and don’t want faulty product or service.
Well, the first trailer for Avengers: Age Age Ultron is finally out. And in case you haven’t been following, the premise of the upcoming superhero flick isn’t actually unlike a usual scenario in your prospect’s organization.
Such division however isn’t always beyond the healing capacity of your lead generation strategy.
Some of the problems that characterize marketing can reach the point of cliché. And for the medical industry, one such problem is the imbalance between expectations and reality.
Medical appointment setters often feel like they’ve been served the short end of the stick when, say, a medical breakthrough isn’t actually that much of a breakthrough. But when there’s often a shortage of marketable ideas, what can they do?
There are plenty of things that have changed the way B2B salespeople work. But despite the increased capacity to mine more data and broaden communications, it’s also important to remember what technology hasn’t changed.
In this regard, medical appointment setting, both on the level of patients and practices, have plenty of areas that are at risk of neglect simply because technology offers a false sense of security.
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: