Are closing new sales accounts for your healthcare technology company a constant battle? Don’t worry, you’re not alone. According to Hubspot, 36% of salespeople say that closing sales is the most difficult part of the digital health sales procces. The good news is that there are strategies you can apply to increase your healthcare technology sales by 50%.
There is a new way of selling, where your prospect is at the center of the process. It’s called Inbound Sales. In this method, prospects find content you share and enters into your funnel. Then you become a trusted advisor, as you help them make an educated decision based on the stage they are in, in the ‘Buyer’s Journey‘.
Here are 8 ways you can improve your ‘inbound’ digital health sales procces to close more accounts:
Provide educational content
According to Hubspot, only 29% of people will consult a salesperson when looking for product information while 62% will jump right to searching online. Content is therefore a very important element of your digital health sales procces. Your content should provide answers to the questions regularly asked by your ideal customers. Use multiple channels in order to reach as many people as possible. For instance, you can regularly create blog posts, case studies, social media posts, eBooks, white papers and industry reports that your ideal buyers can access and obtain the information they need.
Here are some great ways to leverage the content framework known as Inbound:
You need to make yourself as available as possible to prospective customers. If they send you an email, respond immediately. If they give you a phone call, answer them promptly. In case they want to have a meeting with you, make the time. In case you can’t meet up with them physically, arrange a conference call. Be willing to meet them at whatever time is convenient for them, whether it’s on weekends, public holidays or after hours. Being available for your prospects will give you more chances in a shorter period of time to learn more about them and guide you to closing more sales.
The secret to success in your digital health sales procces is to listen more than to talk. When meeting your prospects, instead of rambling on about the benefits of your products or services, start an exploratory conversation or a discovery call. Such type of conversations involve asking questions, listening to their answers and carefully observing their reactions and behaviors. Remain attentive and take notes. Pay attention to both what they’re saying and how they’re saying it. Look out for anything that will help you meet the prospect’s needs better. Responding appropriately to their needs and concerns will help you further understand exactly who you’re selling to and will enhance the chances of closing your sale.
Ask the right questions
How you handle the closing conversation with the prospect will determine whether you will win a customer or lose a sale. Using the right words in the closing conversation can make a huge difference. Here are some of the questions that could boost your closing rate:
- “Great, glad to prepare your contract. What would stop us from working together?
- “Great. I will prepare your contract. When would be a good time to review the contract together on another call? I like to make sure we address all your needs.”
- If I’m able to get you [special pricing, special feature, special service], would you be able to sign by [date]?
Conduct regular training
As you may already know, salespeople need to stay on top of the industry updates and trends in order to perform optimally. A report by Salesforce showed that good training can improve sales performance by up to 20%. It would therefore be advisable to hold weekly or bi-weekly training sessions with your sales team. Take time to identify actual situations your salespeople are dealing with on a daily basis. Demonstrate step by step the approaches that can be used to handle the situations. Also, allow your sales team members to share insights they’ve gathered while carrying out their fieldwork. Over time, you will be able to see an increase in closing rates among your amazing salespeople and an improved digital health sales procces.
Include at least three options in your proposals
If you present your prospects with only a single option, they may decide to search elsewhere. Therefore, be sure to have a minimum of three options in each proposal. Prospects should be able to choose among lower-end solutions with minimal features to premium options that have full functionality. This means that most prospects will be able to find an option that is a good fit depending on their needs and budget.
Ask for referrals
One of the best ways of getting new customers is through referrals. The best time to ask for a referral is when someone has just bought your product or service. If these new customers are happy with their purchase, they will be more willing to introduce others who would start their buyer’s journey as your qualified leads. Even if they don’t make any referrals immediately, they will always have you in their mind.
Nurture, nurture, nurture
Research by Hubspot revealed that 63% of prospects asking for information about your company won’t make a buying decision for at least three months, while 20% will buy after more than 12 months. You should therefore consider sending lead nurturing emails to educate and reel in your prospects until they make a buying decision. Send them regular informational and non-sales oriented content that will guide them smoothly through the buyer’s journey. Ask questions and interact with your prospects to get an idea of what they would want to learn about. This will enable you to provide content that is relevant and timely while accelerating your digital health sales procces.
The final takeaway!
The customer-centered sales process outlined above is a part of the novel methodology called Inbound Sales. The Inbound Sales Methodology focuses on ultimately helping your prospects solve their problems by following their Buyer’s Journey throughout your entire healthcare technology sales process.
It can be very challenging to do all of this alone. We here at Responsify partner with health technology sales and business development pros to offer strategy, support, and help implementing these activities. By collaborating we help marketing and salespeople strategically attract new website visitors, convert them to qualified leads and happy customers.
We’ve helped countless sales pros incorporate Inbound into their existing sales process. Feel free to reserve your free strategy session now to help you evaluate your assets and gain free insights and suggestions to close more sales accounts faster!