Traditional Healthcare Robotics sales methods including going out to find potential customers. In a time when execs in healthcare systems and hospitals are busier than ever before, and often sidetracked by emails and advertising, it’s crucial to adjust your sales techniques to a method that will make them buy today.
According to a Roper Public Affairs study by Forbes, 80% of organization decision-makers claimed they like to get their information from articles, not advertisements. 70% said they make them feel more connected to the firm, and 60% said the content helped them make a better buying choice.
This new strategy called Inbound Sales Methodology makes it easier for leads to connect with you. Inbound entails getting in touch and engaging leads using informational and relevant content. This will help build your credibility and trust, and will ultimately raise the opportunities of closing sales with the right people.
Here are some helpful ways to get more qualified “Inbound” leads to come your way:
The first step to Inbound Sales is understanding what types of leads you want, and this is where you need to lay out Buyer Personas. A Buyer Persona is an imaginary personality that shows the difficulties, objectives, and duties of your ideal customer. One of the best ways to produce these personas is by performing a study against your target market and your existing customers. Here are several questions you could ask:
What are your duties?
What tools or resources do you use?
Who do you report to?
What are your goals?
What obstacles are you facing?
A study by Aberdeen Essentials found that aligning content with the prospect’s phase in the buyer’s journey can create a 72% higher conversion rate. After specifying your Buyer Personas, you and your marketing team could research and create content that will interest them. At the Awareness phase, leads are trying to determine their issues. Content like blogs, ebooks, and social media help them better understand this. Whitepapers, how-to overviews, and webinars with Q&A sessions will help in the Consideration phase where the potential customers are looking for solutions. For your leads in the Decision phase, you could give comparison graphs, trials, case studies, and live demos to help them pick your Healthcare Robotics business service.
Optimizing your content using relevant keywords will help make it easier for leads to find you online. Work with your marketing team to do some research on what topics and words your target market is using online. You can use tools like Wordstream, SERPs, or Moz to carry out this keyword research. To boost your opportunities for success with SEO, it would be a good idea to choose long-tail keywords that don’t have too much competition. Don’t just use this research to up your rankings, but use it to identify trends and topics you need to focus on.
There are a lot of ways you could use LinkedIn to bring in more leads. First, you should enhance your account to show leads what type of value you offer. Outline your achievements and show your qualifications. You could also draw in new leads by sharing practical content on LinkedIn Pulse, positioning your authority in the market. Stay away from common “Top mistakes” or “How to” articles that are all over LinkedIn. Instead, pick topics that will enlighten and inform. Signing up with LinkedIn groups is one of the best ways to build trust with potential customers. As you respond to questions, people are more curious what you and your business offer. Ultimately, you could share links to your blogs on the LinkedIn newsfeed, bringing in even more web traffic to your Healthcare Robotics site.
A current Social Media Examiner report found that 19% of organizations believe visuals to be one of the best types of content. Photos will grab the attention of your target market and will improve the chances that they look at your content. Break up big blocks of text using images and graphics to help visitors take in your message. Top quality photos of your item and solutions will make your offers more appealing and will boost your chances of making a sale.
One of the best ways to build a lasting relationship with your leads is by starting an opt-in newsletter. You could use it to inform your leads on relevant topics that will impact their buying choice. To boost your open rates, make sure the subject lines are engaging and relevant to the content. You should also customize them to your lead. Keep the content as brief as possible and use call-to-action at the end.
B2B content doesn’t have to be serious and formal. Just like Microsoft, you could also tell stories of your staff, your products and your business. This will help humanize your company and build trust with your leads. You could also ask potential or existing clients to share their own stories on your site. This is a great way to broaden your target market and reach a lot more people.
Getting referrals from a third-party is a great way to produce new leads. When you make a sale, incentivize or ask the customer to refer other individuals that might be curious about your services or product. Chances are high that the reference will be a lead that is ready to make a buying choice.
The ideas laid out over show the Inbound technique. Inbound includes assuming from the point of view of your qualified leads and offering them helpful and educational content. It’s crucial that every action of your sales process is customer-centered due to the fact that this is exactly how you could build trust with your potential customers and improve the possibilities of their transforming to happy customers.
But all this could be hard to do alone. Responsify works with Healthcare Robotics sales and business development pros to offer strategy, support, and help in applying Inbound. By collaborating, we help marketing and salespeople bring in new website visitors, convert them to qualified leads, and then satisfied clients.
We’ve helped lots of sales pros like you integrate Inbound right into their sales procedures. Don’t hesitate to book a free strategy session to review your current methods and take them to the next level!