Posts

Activities That Will Draw New Clients To Your Medical Billing Business

2018 has marked the year of a lot of developments in digital marketing and as marketing develops dynamically into a multifaceted force in the digital world, so has lead generation campaigns for niche industries such as medical billing.

In this article, we will be discussing some of the ways that you can reach more people with your physical and online marketing activities in your start in the medical billing industry.

Related: Industry Insights: Fixing What’s Wrong With B2B Healthcare Marketing 

It can be daunting to attract customers, especially in a particular niche, but with just a little effort, it can be done efficiently and effectively. So read on and find out what you can do to generate more leads for your medical billing company.

 

#1 In This Industry, Referrals Are King, But Don’t Be Afraid To Reach Out

We were all the new kid at many points in time. Think of this industry as a professional schoolyard and you are new. You have to put your name out there and show people who you are and what you’re made of. Most of the most potent connections that you will make will come from past clients, but if you are dealing with no clients, then you should make the first move.

Determine who exactly your market is and focus your efforts towards that market. If you thought this business was a niche, you have to consider the different medical “niches” that you can go after, too.

Contact associations and introduce yourself and what you can offer. You will need something substantial to prove your worth, too. This is where you can get creative and think of the things that you can provide because you’re new. You can sponsor if you have the cash to blow, but if you’re on a tight budget, being helpful to associations and going to events will do wonders in the long run.

Related: Selling Tips for Medical Sales Reps to Succeed

 

#2 Take Your Activities Online

Do some keyword research and find out if people in your area (or in your district or country) are actively searching for a keyword that shows buyer intent for your services and build a website.

In today’s world, even the simplest things are things people search for, and it’s better if you appear out of nowhere in their search results than nowhere at all. Ensure proper SEO on your site to make the best out of your campaigns and consistently try to rank for the first page of the SERP.

While you’re at it why don’t you start a little social media campaign and produce relevant content that you think doctors will like, it might be a way of reaching out. If it gets shared, you’ll have started the lead generation process without even having had your material in front of the person making decisions.

Related: Becoming an Online Entrepreneur: The Expectations vs. The Reality

 

#3 The Cold-er Touch To Your Activities

If cold calling produces a little anxiety, then you should not be alarmed. You are not alone. A lot of people hate the cold call method not only is it so demanding in time and resources, but it also requires particular workforce to execute. However, its power cannot just be disregarded.

Do not limit yourself just to cold calls, but use the technology around you to get your name out there. By now you would already be familiar with the tremendous effects of email campaigns that are properly run, so use these at your disposals.

Introduce yourself in your emails and give them value.

Pro Tip:

Adding value does not mean giving away your service for free, but instead establishing a way for your potential customers to recognize you as a potential market leader that knows what they are doing. This means putting in content that can serve as a lead magnet. An article, an infographic, or even a spreadsheet calculator is a great example.

However, you will also have to realize the nature of a physician’s office, because they differ from more traditional businesses and this is an entirely different industry. You have to be ready to adapt.

Related: Effective Lead Generation Channels to Watch For (In Case You Missed Them)

 

#4 Don’t Stop Connecting With People

This may strike you as a no-brainer, but there should be a constant effort in your marketing activities. This is a great niche, but every niche has stiff competition, and the competition in this field can get fierce.

Add value and character to all your marketing efforts, determine your edge, and work relentlessly to outclass your competition.

There is a lot of value in working in a specific niche, but we must not forget that no matter how lucrative a niche can be, there is still a lot of adapting and tweaking to get your message across.

Related: Break the Habit, Use Lead Generation Fad for Medical Businesses

 

With a proper marketing and strategic plan in place, the determination to make the appropriate connections, and a little imagination, you will be scoring a lot of leads in no time at all.

 

Ways to Keep your Healthcare Sales Pipeline Healthy

Health is wealth as they all say. And there’s nothing more important in life than one’s own well-being. This reason alone is enough to point out the crucial position that the healthcare industry has secured for end users and also for other stakeholders.

The industry continues to be a massive contributor to progress, which makes all the more sense when governments across the world are paying close attention to the healthcare needs of citizens. But it’s actually private enterprises that are pushing important innovations in the market. Insurance products, diagnostics, and treatment facilities have been possible through the efforts of these companies in keeping this ever essential sector up and running.

Against this backdrop, competition will further play a significant role in providing healthcare buyers quality services and products. Deloitte points out several key predictions for 2018. As much as we want to point out uptrends in healthcare demands, the website was able to underscore a downside to this scenario. It goes on to state that “public and private health systems have been facing revenue pressures and declining margins for years.” This is due to higher demands for advanced treatment methods and equipment which, in turn, demands more intensive resource allocation. In other words, as more patients want better care, companies will have to make extra investments to be able to deliver on these demands.

Related: A Rundown of the Benefits of Marketing Automation for Healthcare Services

In the struggle to be on track towards one’s revenue goals, it is crucial for healthcare companies to develop strategies for getting more potential buyers into one’s pipeline. In this case, it is crucial for such companies to use the right methods and approaches to getting quality healthcare leads.

Keeping one’s sales pipeline is essential to achieving a steady cash flow, and healthcare companies could hardly ignore this important process. Still, we have to acknowledge the fact that it’s difficult to maintain a healthy pipeline. But like the human body, it’s just a matter knowing what it needs to keep fit.

 


Emails not getting opened or read? Check out our Email Marketing Tips Video


 

Keep your database updated

Keep your database updated

Quality is an essential factor in making sure your sales teams zero in on high-value prospects. In this sense, accuracy is something you should always keep in mind. You are probably handling a lot of leads in your pipeline, and the main challenge is to identify those that have a potential to open up opportunities. What gets in the way are leads that have not been updated, which could actually affect your team’s focus. Addressing this problem requires you to update your database. This might take a little more time, but you can get around this caveat by implementing an effective lead management tool.

Related: Why Customer Profiling Could be the Best Investment your Company Makes

Cleanse your leads

Cleanse your leads

For leads that have been around for quite some time but affecting your efforts, you should be able to get an effective data cleansing service to get rid of them. At your disposal, such a service will enable you to eliminate unwanted leads and leave you with quality contacts. Moreover, it also helps you in terms of avoiding unnecessary resource expenditures which could hurt your profit margin.

Related: The Problem with (and Solution to) Database Decay [Slides]

Keep your leads nurtured

Keep your leads nurtured

When it comes to getting qualified healthcare leads, it is important to keep in constant contact with decision-makers. The challenge has become more complex as these buyers have well-defined expectations for which type of service or product they want to purchase. With that said, it is crucial for healthcare companies to have a robust lead nurturing strategy to keep potential customers interested and on track towards an appointment with a sales rep. Using an array of content such as blog posts and email will surely get things rolling, although social media and telemarketing are also important strategies to consider.

Related: A Crash Course on Lead Nurturing… And Why it Matters

 


Leverage the power of technology to nurture your leads!


Articulate value over volume

Articulate value over volume

Deloitte has also pointed out that healthcare buyers are bearing nearer towards value-based offers. This should encourage providers to focus more on innovation and creating products that are relevant not only in the present but for the succeeding years as well. This should allow marketers to concentrate on educating prospects on new treatment and diagnostic technologies and tie them up with market expectations. This might sound intricate, but companies in the healthcare sector can use a variety of strategies in order to help their clients understand their own needs and get them take necessary actions.

Related: 5 Ways to Maximize Lead Quality

 

 

Looking for Healthcare Sales Leads?
Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Break the Habit, Use Lead Generation Fad for Medical Businesses

How’s your medical business going? Getting more clients or having problems with sales numbers?

When it comes to successful promotion of medical products and services, old marketing techniques are still a thing that you should not overlook. For instance, email marketing has always been an excellent way in pursuing potential customers in your market. However, with the fast-changing needs of consumers across the globe especially in the healthcare industry, using new lead generation fads can help you keep up with the current market demands.

Related: Top Healthcare Marketing Trends to Expect in 2017

Even before the onset of up-to-date technologies, traditional lead-generating techniques have been used by telemarketers to score profitable markets, make arrangements with qualified targets, and generate quality healthcare leads. So whether you are using old marketing approach like publicity, affiliate marketing, opt-in email blasts, SEO, paid search, fax, trade publications, and direct mail, upgrading your methods is the way to successfully penetrate your modern market. After all, it’s all about the customers, right?

Latest Fads to Consider Today in the Healthcare Industry

But why stick to old techniques when you can break the habit and enjoy innovative lead generation approach? Here’s the thing, I’ve read a lot of medical-related posts on the internet today and it’s interesting to know that there are new fads in the medical industry to learn from. What are they? Here are some of the best healthcare marketing trends to consider:

#1: Integrated systems

Due to changes made in the rules under the Affordable Care Act of 2010, healthcare institutions are now spending money in medical practices to successfully form integrated systems that can coordinate care between hospitals, doctors, and other delivery systems in the medical field. In other words, physicians are becoming employees in hospitals with 20% increase in 2014.

Related: The Advantages of Medical Tourism: Why Aren’t You Hopping on a Plane Yet?

#2: Informative content

Did you know that healthcare consumers today are becoming keen researchers? They don’t just rely on what the physician tells them. In fact, before a patient go to the doctor, they’ve already researched about the symptoms and possible treatments they can use.

Studies show that 72% of today’s internet users are looking for medical information online.

 

#3: Major players in the medical field

Marketers currently target payers and consumers who are actually the major players in the healthcare industry. In fact, they are the primary market when it comes to promoting medical products or services. Hence, doctor decision-making gradually shrinks just like decision making moves to medical consumers and payers. And the fad is that medical marketers increasingly targets payers and consumers.

Related: Lead Generation: The Main Road to Success in the B2B Healthcare Industry

#4: Digital channels surpasses old marketing

Understanding the profile of your target audience is important, this helps align your marketing strategies with the current needs of the market. However, when promoting on digital platforms, remember that people aging between 30 and 50 don’t have social media accounts. Instead, you can target those 20 to 30 years old because they are guaranteed to have profiles on LinkedIn, Facebook, Twitter, Google+, and other channels.

Related: Why Healthcare Companies should Outsource their Lead Generation Processes

These fads combined with multi-channel marketing remain a great way to reach your target audience like C-Level decision makers wherever they are. You can integrate email, social media, voice, mobile, and web marketing to meet standards. But don’t forget to track your success in order to keep updated with how you can improve your sales marketing approach in the long run.

 

Get qualified healthcare leads today! Dial 888.810.7464

The Crucial Benefit of Telemarketing in the Field of Healthcare

Get our FREE Ebook, Subscribe to our newsletter The Savvy Marketer’s Blog

 

Lead Generation: The Main Road to Success in the B2B Healthcare Industry

The healthcare industry is currently worth trillions of dollars, and there are two undeniable reasons for this.

First, the idea that “health is wealth” is as important as ever. More and more individuals and families have in recent years enrolled in health plans that grant access to quality care.

The second (and also a consequence of the first) is that medical institutions, from hospitals to clinics, are investing a great deal in meeting patient expectations. This has inevitably led to a growing demand for effective personnel management software, ward maintenance, diagnostic equipment, and medical training.


And for these two reasons, better systems of acquiring healthcare leads have to be underscored by suppliers.


But insofar as the highly competitive environment of the healthcare industry is concerned, B2B lead generation provides the only route toward securing high rates of profit, forming a loyal client base and (more importantly) satisfying the medical needs and well-being of patients.

With an efficient marketing system in place, the following can easily be facilitated:

Awareness

Using a variety of communication channels, brands are provided avenues through which they can promote their offers and effectively attract healthcare leads.

Buyer education

Getting the attention hospital executives, doctors, nursing home administrators and other related decision-makers has to involve the production of educative content that provide important insights and information of a solution they want to buy.

Better sales numbers

Important lead management tools help position health leads for a better chance at a purchase. In this sense, the sales department is able to meet its numbers faster.

New and better products ­

A lead generation system can also lead towards innovation. Research into customer trends and preferences also reveals a lot about what is needed in the market but presently absent.

To better realize these ends, using the right approaches is nothing short of crucial. B2B healthcare providers are allowed a whole wealth of actions for locating and engaging potential buyers.

Telemarketing in this case is the most suitable channel.

This is because it addresses client inquiries immediately and ensures a methodical conversion of a prospect. Social media can also be considered, but a company needs to spend a great deal of its time and resources for generating effective messages.

Multi Channel Marketing_Ebook

Download our latest Ebook now! Run your own marketing Campaign.

 

 

Related Posts:

Multichannel Marketing: Is It Worth Adopting To?

The 3 R’s of Appointment Setting for the Healthcare Industry: Relationships, Revenue, and Reputation

Ending a Cold Caller’s Nightmare: Steps to Bid Anxiety Bye-bye

 

 

 

Learn more about sales and B2B marketing or get qualified healthcare leads today!

 

Why Healthcare Companies should Outsource their Lead Generation Processes


Healthcare companies have seen a rise in the demand for solutions ranging from diagnostics equipment to patient management facilities. In light of this, health care contractors are hard pressed to grab a big share of the market in a bid lead within the competition.


But such would be a long shot without an effective B2B lead generation platform. Generating B2B leads is essential in saturating the market with your products, thereby maximizing your capital inputs. But this is not to say the task is easy. Like a surgical operation, it requires a great deal of care, problem-solving, and knowledge of intricate processes.

Now, for businesses within the health services industry, outsourcing marketing operations can be considered. No, it may very well be a necessity, especially for companies that have great products to offer hospitals and health insurance providers.

Then again, some might think about the many risks that outsourcing entails. This is mainly because not much focus is put on the many wonderful benefits it can give to an ailing marketing arm.

So, if you think your business is suffering from lead anemia, then consider the following points.

Outsourcing saves you money.

Having an independent partner take care in maintaining a lead management database saves you from having to purchase software packages or develop in-house systems by yourself. Depending on the B2B service provider, your business can gain access to upgraded lead scoring and analytics technologies that can otherwise exhaust your budget.

Dig Deeper: The 5 Perks of an Outsourced Lead Generation Campaign

Outsourcing provides competent manpower.

Another thing to consider about outsourcing is that you get to have competent personnel to handle your telemarketing and appointment setting functions effectively. This allows you to avoid extra costs in hiring additional staff as well as training them to be effective.

Dig Deeper: Lead Nurturing Done Right: Introducing Callbox Pipeline’s Lead Nurture Tool

Outsourcing guarantees you get the right people for your pipeline.

Much of the trouble in lead generation rests in targeting the right people. You will need to locate and track hospital managers, independent health practitioners and directors of clinics and other medical institutions. With a reliable marketing partner by your side, you can rest assured that only the best prospects enter your sales pipeline.

Dig Deeper: Poor Conversions? Better Use Progressive Profiling

Outsourcing allows you to focus on other important functions.

Knowing that your marketing and sales processes are in good hands, you can turn your attention to more important administrative agenda. In the health care business, it is equally important to free yourself from stress. With outsourcing, you can do so all the while witnessing your business’ steady expansion.

Dig Deeper: Make your Revenue Grow (among other things) with an Outsourced Lead Generation Program

Learn more and get qualified healthcare leads for your business!

 

Better sales opportunities. Faster client acquisition.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Download Ebook

Why CRM Solutions in the Healthcare Industry are Heaven-sent

A decade ago, when healthcare providers and hospitals needed to cut down on their expenses, the marketing budget would always be one the first ones to go. Why? Back then, there was no urgent need for them to employ professional marketers to help increase marketability and profit.

But those days are over. Marketing is now an indispensable aspect of any business, and healthcare providers are not excluded. They have become more competitive and aggressive throughout the years, and they have gradually shifted from general advertising to targeted marketing.

The role of CRM

A Customer Relationship Management (CRM) solution is basically a tool for organizing business operations and creating a fluid, synchronized system for analyzing, sharing, and consolidating data.

In the context of healthcare industries, CRM solutions can help in evaluating one’s pool of information to identify the potential marketing opportunities, particularly in zeroing-in on target markets and how they would go about sending their marketing message.

The target market can be in the form of patients, non-patient consumers, referring physicians (owned and non-owned), and non-referring physicians.

Benefits of CRM for healthcare providers

Here are some of the reasons why it’s worth considering:

  • It quantifies your ROI – If you’re in the healthcare industry, having a well-oiled CRM solution can give you a clear picture of how this investment can bring in the dollars. It allows you to see how much exactly you’ve spent on attracting your targets and how much you’ve earned by keeping them.

  • It improves relationships – Knowing who to target and how to reach out to them enhances your ability to be a “people-business” in the eyes of the community and the business industry. Organizing business processes can help you focus on what methods work and which ones fail.

  • It allows you to do your work more effectively – CRM solutions can pave the way for more efficient outreach programs, effective case coordination, and flexible medical case management. This does not only enhance your reputation as a reliable healthcare provider, but also helps you achieve your bottom line – which is to provide quality healthcare services to the public.

  • It embraces technological movement – With every sector of the community riding along the waves of technology, you wouldn’t want to be left behind. It’s a long-term investment that can help you move forward.

Sources:

CRM for Healthcare Presentation

CRM healthcare industry

How Customer Relationship Management Can Help Your Hospital Improve Its Bottom Line and Achieve Its Mission