Every Patient Engagement and Education salesperson wants to reach and pass their sales goals and increase their sales volume to shut even more sales. A great plan, but this doesn’t just happen. Closing more sales means you need to use strategies and out-of-the-box thinking. In the fast-paced, ever-changing world with even more accessibility to information (many thanks to Google), an effective sales strategy relies on how well you align the buyer’s process of buying, at the correct time, with the most relevant informational content.
Here are a few of the sales strategy tips to help you close even more deals for your Patient Engagement and Education business:
Understand your Buyer’s Journey
It can’t be stressed enough: one of the best ways to up your close rates to sell the way your potential customers want to buy. To do that, you need to know where in the Buyer’s Journey they are and approach them as necessary. The three phases of the buyer’s journey and ways to use them are:
Awareness Phase: Here, your leads are trying to better understand their troubles. They might have signed-up for your e-newsletter or given their contact information in exchange for premium content on the barriers they face. Your task at this phase to connect with these new leads, help them recognize their issues and find out if they are qualified leads. With your limited time, you need to assess whether your Patient Engagement and Education business’s options can help them or if they aren’t the right fit. Then, frequently connect with them to inform them of new information regarding their issues that they are trying to figure out.
Consideration Phase: Your potential customers in the Consideration Phase have determined their issues and are looking for solutions. It is crucial to keep in mind that the leads in this phases are not looking for a particular product or service yet. Instead, they are looking for different options and trying to make a decision on which way to solve their problems. At this phase, you are connecting with potential customers who are engaged in the buyer’s journey. They’ve shown this by taking trackable action online, like opening up Lead Nurturing Emails, or downloading premium content from your site that aligns with subjects in the Consideration phase. You are trying to start up exploratory discussions with potential customers to get a better understanding on their objectives, obstacles, and options. With the information you get from these conversations, you can advise them using information that can’t otherwise be found online, building their trust.
Decision Phase: This is the phase in the buyer’s journey where your potential customers understand their issues and are looking for the perfect product or service. They are currently looking into particular Patient Engagement and Education remedies based on exactly what they’ve found. This phase is where you could check out and find out about their one-of-a-kind difficulties and then set up demonstrations to show exactly how your product or service can help. Your potential customers typically aren’t there to learn more about the basic advantages of your firm. They have done their research. Make the meeting individualized, highlighting factors your leads will find important and showing how your Patient Engagement and Education business’s remedies are much better compared to those of your rivals’.
Complete understanding of your perfect prospect’s Buyer’s Journey is critical for preparing individualized, customer-centered techniques for all of your leads in a manner that they will find appropriate.
Concentrate on being the solution
Identifying the Buyer’s Journey could help you focus on certain types of buyers. Detailing the key differences in their typical obstacles, duties, and objectives is key to preparing how you will communicate your service to them. This sort of identification is called a Buyer Persona.
For instance, let’s say buyer persona ‘Private Practitioner Peter’ is thinking about getting a practice management software program. Your persona’s top priorities are probably to save time, be more efficient, and get organized. It won’t matter to them, then, whether or not your software comes with an eye-catching user interface or fonts. For that reason, when crafting your sales pitch, blogs, or infographics, don’t invest too much time talking about the functions of your service or product. Instead, talk about your prospect’s problems and how your remedy can solve them. Think about content and marketing from their point of view, instead of the other way around.
Developing Evergreen Content based on frequent prospect discomforts will help you be a beneficial source for your key customers. Create short blog posts, infographics, ebooks, and more to build credibility and offer more ways to connect and engage.
Send out lead nurturing emails
You know it’s important to keep your leads engaged, whether they have just submitted their contact information or have been on your mailing list for a long time. To effectively engage your potential customers, you could send out Lead Nurturing Emails that are targeted for every Buyer Persona. These emails contain content like helpful blog articles or videos that your potential customers will find useful. It’s critical that you use engaging subject lines that will capture their attention and encourage them to open and click the CTAs to find out more.
Use case studies
Despite how much information you share, some potential customers will still want proof that you can provide exactly what they need. Case studies are a great way to show the return on investment (ROI) that your service or product can give to possible clients. Demonstrate how your Patient Engagement and Education business options helped a firm in your prospect’s market get their desired outcomes. Once you win their approval, selling will be a piece of cake.
Don’t change your premium pricing
A lot of customers aren’t actually concerned with the costs of your services or products. They are more worried about the value you offer and the end results you will help them achieve. If you decided to reduce your rates, potential customers might stop taking you seriously. You need to stick with your rates to make sure potential clients know your Patient Engagement and Education services are beneficial. This is particularly crucial when you are offering premium remedies that entail a substantial financial investment from your prospect’s end.
Meet decision makers in person
You’ve learned a lot about how to leverage content, strategically email, and make calls to connect with potential clients. You should also think about making an effort to meet the customer in person to increase your opportunities of closing more sales. Even if you have to drive a few hours, take a train, or plane, do your best to meet the person face-to-face.
The main takeaway
In the past, salespeople were the main resource of information that leads had before making a buying choice. Now, any information they want can be found online via research. This is where the Inbound Sales Methodology helps. As we have laid out, an Inbound sales rep can offer beneficial details about the potential customer’s needs and can also connect and advise.
It can be hard to do all of this alone. At Responsify, we work with Patient Engagement and Education sales and business development pros to offer strategy, support, and help in applying these tasks. By collaborating, we assist marketing and sales teams tactically bring in brand-new website visitors, convert them to qualified leads, and then pleased clients.
We’ve helped lots of sales pros include Inbound right into their existing detailed sales procedures. Don’t hesitate to book your cost-free strategy session to review your current methods and get free advice on how to better use the Inbound methodology.