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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.

 


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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

 

 

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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.

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Multichannel Marketing: Is It Worth Adopting To?

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

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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.




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