What Electronic Health Record (EHR) software firm CEO, President, or Managing Director doesn’t want to see profit growth? In a competitive landscape, with long sales-cycles, one of the best ways to increase earnings is by using a unique marketing and sales approach called “Inbound.”
According to Hubspot, 49.7% of companies using Inbound marketing and sales saw a sales increase in seven months! Traditional marketing and sales strategies like print ads, website pop-ups, self-promotional emails, trade shows, and cold calls only get your name out there to people who may or may not be interested. Inbound, however, focuses on qualified leads using informative content that meets their needs. Inbound strategies help create more web traffic to your site, boost brand name recognition, improve the sales process, and increase your earnings.
Here are 6 ways to increase your profits in the Electronic Health Record software sector:
1. Get a clear idea of who your ideal customers are
Ideal customers vary from business to business. A buyer persona is an imaginary personality that represents your Electronic Health Record software firm’s optimal customer. A comprehensive understanding of your buyer personas will help your marketing and sales teams develop content that relates to their needs, which will bring in more potential customers and will raise customer close rates. According to Salesforce, it’s critical to think about the following when building Buyer Personas:
Success variables: What concrete or abstract benefits does the prospect attribute to success?
Obstacles: What organizational or personal obstacles would make the prospect go to your competition?
Change factors: What would make the prospect change their mind?
Buyer’s journey: What concerns does the prospect have throughout the process?
Priorities: How does the prospect spend their time?
Choice criteria: What is the prospect’s process for making a decision?
2. Establish a content strategy
Once you have your Buyer Personas, you can work with your marketing and sales teams to develop a content strategy that would bring more people to your site, convert them to leads, and ultimately transform them into customers. Make sure your content addresses the most common concerns asked by the leads and includes keyword phrases typically searched by ideal customers. Post optimized content regularly to enhance your search engine position and bring in more web traffic. This will also position your Electronic Health Record software firm as an authority in the sector and will build trust with your leads. You can create content like blogs, ebooks, whitepapers, infographics, reports, and case studies to both inform and attract potential customers. Sharing your content on social media will also increase engagement.
3. Craft effective landing pages
What is the point of bringing traffic to your site if they leave as soon as they get there? You have to convert these site visitors into leads by catching their contact information. Doing this requires a landing page where new visitors can give their information for premium content like an ebook, whitepaper, or report. Make sure your call-to-action is catchy enough to produce a feeling of urgency and gets the prospect to act. “Download the free report now” and “Get your free ebook today!” are good examples of CTAs. A current report by HubSpot found that companies with 40 or more landing pages get 12 times more leads than those with five or less.
4. Nurture your leads carefully
After getting their contact information, your sales team should take time to nurture your potential customers through email until they convert to clients. You can use tools like Marketo, Eloqua, Customer.io, Constant Contact, and Hubspot to automate your lead nurturing projects. To raise click-through rates, personalize all emails with “From” areas that include your salesperson’s name and email address. The subject line should produce a feeling of excitement. Always remember to include a clear CTA in the emails. The CTA needs to show up in a good spot to increase chances of getting clicked. To get to a broader market, your emails should include sharing links. You need to offer value in these emails. Send out clips of blogs posts and free content to connect to the buyer persona and engage them even more.
5. Enhance mobile accessibility
According to ComScore, people invest around 69% of their media time on their smartphones. Therefore, it is crucial to optimize your site for smartphones just as you would for computers or tablets. Your internet development team should make sure the CTAs are big enough to click and should be placed above the fold to make them easily noticeable. The content needs to be brief and not broken up with too many photos. Text on phones should be big enough for customers to see without stressing their eyes. Pop-ups and flash should be disabled so visitors are distracted, and navigation should be user-friendly.
6. Measure your success
To optimize your return on investment (ROI), make sure to keep an eye on marketing metrics like site views, web traffic, bounce rates, conversions, close-shut ratios, and customer acquisition rates. These metrics will give you an idea of what is working and should be changed to see better results. Tools like Mixpanel, Heap Analytics, Kissmetrics, and Kapost’s Content Scoring are great for monitoring metrics.
The bottom line
Although it’s important to any business, profit development doesn’t happen overnight. Unless you focus your marketing and sales initiatives to the right target market, it will be hard to close any sales and have considerable earnings. But, Inbound Marketing and Sales will help you bring in qualified leads, nurture them to become your customers, and turn them into supporters of your Electronic Health Record software product and service.
We’ve helped many firm leaders improve their marketing and sales procedures by executing Inbound. Don’t hesitate to book your free strategy session to help you assess your current techniques and get new ways to improve your earnings.