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Medical Device Sales Process: 6 Strategies to Accelerate Deal Close Rate

Every medical device salesperson wishes to accelerate their medical device sales process. In the past, and in many situations these days, improving the medical device sales process consisted of investing a great deal in advertisements and getting in touch with as many individuals as possible, disregarding whether or not they were ready to listen.

Nevertheless, the modern buyer is much savvier, and decision-makers in health systems or healthcare providers are no exception. According to a study by the Earnest Agency, 81% of clients begin their purchasing process by looking for info online. This means that the best way to get the focus of prospects is by offering the valuable academic content that they are looking for when they are searching for it. This strategy is described as Inbound.

Below are six Inbound strategies to accelerate your medical device sales process:

Define your ideal Buyer Personas

The first step towards improving your sales is to establish who you’re selling to. A Buyer Persona is a fictional representation of your ideal customer. For example, you might have ‘Clinician Carla,’ ‘Private Practitioner Peter,’ or ‘Medical Director Dan,’ all who are interested in your medical device service or product. However, they are based on real data about customer demographics and online behavior.

Research begins with their obligations in the company, their goals, challenges, and top related responsibilities. When you have determined your Buyer Personas, it will become much easier to target ideal customers, and effectively accelerate your medical device sales process.

Produce content consistently

After specifying your Buyer Personas, you should produce routine content that addresses your ideal buyers’ objectives and challenges. It is also crucial that the content you generate applies to leads in all phases (Awareness, Consideration, Decision) of the Buyer’s Journey.

You could learn more about your leads’ requirements in each phase of the journey by performing studies, calling your existing customers, and reviewing market journals and publications. In addition to carrying out involved research, you could sign up with relevant medical device sales forums to discover popular conversations in your industry.

Document the most popular subjects and generate a routine for creating content for every phase. The content can be anything from a social media blog post to whitepapers, e-Books, and reports. Producing content that targets the appropriate target market regularly will undoubtedly position you as an authority in the medical device sector and will help you to build a trusting connection with your leads.

Develop a customer-centered website

Frequently, your medical device company’s website is your first impression that your prospects make with your service. You have to make sure that your site visitors get a solid impression and an intuitive User Experience. Your customer experince content will answer your visitors questions, offering examples and statistics, and your Call-to-Actions will ask for their business or to additionally educate them.

Considering that potential customers will see your site on both computers and mobile phones, make sure the design is responsive. Use font styles and background shades that will make the text on your web pages easy to read. Navigating on your website needs to be easy enough for site visitors to browse your pages effortlessly.

Lastly, make sure that your web pages are loading quickly. Having a skillfully made website will help to retain site visitors and improve the chances of making even more sales.

Apply SEO methods

However, if you have a great website, and no one knows about it, what’s the point?

Search engine optimization (SEO) is one of the most effective methods for making your site noticeable online. The first thing you need to do is search for the phrases or keywords you want to rank for on the Search Engine Results Pages (SERPs.) Make sure when writing your content, the search phrases show up in your meta descriptions, blog posts, page URL, page headers, and image alt texts.

SEO best practices make up a set of tasks designed to help improve your website’s rankings. There are numerous ways to get higher rankings but the top consideration is to create unique and educational content that solves a problem for your audience. It begins with search intent and content relevancy.

Other SEO considerations are:

    • Leveraging primary and secondary keywords
    • Optimizing your images
    • Internal linking (connecting to various other web pages or blog posts on your site)
    • Plenty of white space
    • Using SEO friendly URLs (short URLs with your main keyword)
    • Create useful, relevant, and the best content for that keyword

Using these methods to start will help boost your search engine positions, allowing you to bring in more site visitors and increase your lead conversion rate.

Leverage social media

You could use social media to keep an eye on discussions sweeping the medical device market, your rivals, and how your brand name is doing. Leveraging social media correctly will give you an idea of new content that you can add to your blog.

You can also engage with your target market on social media to postition your company as an expert in your market. Social media can also be a fantastic medium for driving web traffic to your site. Share interesting pictures and stories that connect to your brand name and include links to your landing pages in your posts.

Also, whenever you publish new content on your website, let your followers know about the update. When your messages are liked, shared, or retweeted, you can expose your business to more prospects.

Some social media networks also allow you to include a ‘Buy’ button that allows potential customers to make a purchase without even having to visit your site. Fact: According to Sprout Social, 70% of customers check social media before making a purchasing decision.

Measure your efforts

From time to time, you have to go back to assess your strategies. Doing so will provide you an idea of what initiatives are working and what is not.

For example, you could find out where all of your visitors are coming from. Are they all coming through social media? What portion of your leads are generated through email marketing? You should also keep track of how many conversions you get. What number of leads go through the whole buyer’s journey and turn into customers? Fortunately, there are numerous services like the Hubspot CRM that will help to gauge your progress.

The last word

So, are you ready to begin your own journey with Inbound Sales?

It definitely does take some examining, planning, and experimentation at first. When you improve your medical device sales process based on your customer’s purchasing journey and offer the appropriate content at the correct time, your business will experince growth.

We’ve helped several skilled salespeople integrate Inbound into their medical device sales process. Do not hesitate to book your free strategy session now to help gain useful insights and recommendations on how you can increase your sales!

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