Practice management software sales is a continuous process of prospecting, regular outreach, even more outreach, closing sales, and then repeating. One of the best ways of sustaining this “sales pipeline” is by building a steady flow of qualified leads and keeping them maintained in a CRM. According to a Technology Advice record, companies that use pipeline monitoring experience 28% greater development compared to those that do not!
Align the phases of your sales pipeline with the Buyer’s Journey. The Buyer’s Journey is made up of three phases:
Awareness Phase: Your leads understand that they have a problem/challenge and are in the process of fully understanding that problem/challenge.
Consideration Phase: Your leads recognize that they have a problem/challenge and are in the process of finding a way to deal with it.
Decision Phase: Your leads have made a decision of which approach to take to solve their problem/challenge and are evaluating different providers.
With the Buyer’s Journey in mind, the phases of your sales pipeline can be defined as:
Identify: A visitor to your site takes an action like filling out a form, taking part in a webinar, or asking a question via the comment area on your blog or messaging service. You can also proactively prospect and build a list of optimal leads.
Lead Nurture: Here, you could begin engaging by sharing consistent content using weekly Lead Nurturing Emails that are not a sales pitch, but offer your leads information. By using tracking software, you can then engage potential customers who respond to content around certain subjects.
Engage: Start a discussion about the difficulties and objectives over email or a call to help you determine whether the potential customer has an issue you can help with. Then every time you connect with them, develop a record and schedule a discovery meeting or call.
Discover: Ask questions and find out more about your prospect’s difficulties, objectives, and duties. It’s best to fully understand their situation in this phase, and not just sell your service.
Prepare a presentation of a tailored solution: Create a customized presentation based on what you’ve learned about the prospect. Keep in mind that you should use their language and also the information they gave you.
Recommend a tailored solution: Your leads agree to have a meeting with you in person or via phone, and you can lay out the objectives and possible solutions.
Contract Review: When you get a prospect to choose your service, you prepare an arrangement to go over with the prospect and settle any differences.
Close: Your customers sign the contract and make a deposit.
You have to have detailed objectives for every phase of your practice management software sales pipeline. This will keep your sales team encouraged and improve the possibilities of success. As an example, you might have an objective of shutting 120 big sales a year. This equates to 10 sales a month.
After specifying the phases of your pipeline and developing your objectives, produce a sales dashboard that will help you track your development. The dashboard should be updated each day with new and important details from your sales pipeline. At first glance, you should be able to understand where you are and what your strategy is. You could develop a dashboard using a spreadsheet or advanced CRM software like Hubspot. You can look into Hubspot’s Advanced Sales Dashboard right here. The control panel should help you evaluate information like:
According to the sales expert Colleen Francis, lots of salespeople find themselves in the “sales trap.” This happens when a lot of attention is paid to making sales and no attention is paid to producing potential customers. Over time, this will cause an empty pipeline. To prevent this, you should fill your pipeline continuously. Here are a few methods to make sure your pipeline is always full:
As you send out propositions and close offers, take some time to locate new leads to fill the top of the funnel. This has to be a daily exercise to make sure your pipeline is constantly growing. Figure out the number of leads you need in the Engage stage to meet your practice management software sales goals. You can use sales monitoring software to help check the movement of your leads in the sales pipeline.
If a prospective customer ends up not being interested or doesn’t move through the pipeline, you need to reevaluate them. Sometimes cleaning up your pipeline will help you concentrate on your qualified leads that better deserve your attention. It will also allow you to make better sales projections for next time. Cleaning up your pipeline means that your information has to be correct and current. For example, if a prospect leaves their business, removed them from the pipeline and identify the new decision maker in the business. Check your goals often to make sure they are attainable.
Constructing a constant practice management software sales pipeline can be difficult for even the best salesperson. Understanding where your leads are in the Buyer’s Journey will help you set up a steady pipeline. This process belongs to a bigger body of marketing and sales strategy called Inbound Methodology.
It could be really tough to do all this alone. We at Responsify work with Clinical Administration and Backend software sales and business development pros to offer strategy, support, and assist in developing an inbound leads pipeline. By collaborating, we help marketing and sales teams purposefully bring in brand-new website visitors, convert them to qualified leads, and also pleased clients.
We’ve helped numerous sales pros include Inbound right into their existing sales process. Do not hesitate to schedule a free strategy session to help you review your current strategies and take them to the next level.