Every remote monitoring and family care management salesperson wants to accelerate their remote care monitoring sales process. In the past, and sometimes even today, increasing sales meant investing a lot in advertising and making as many calls as possible, regardless of whether the prospect was interested or not. But today, the average buyer is much savvier, and decision makers in the medical and health system industry are no different. A report by the Earnest Agency found that 81% of consumers begin their buying process by looking for info online. For that reason, the very best method of getting their interest is by providing them with informative and relevant content that they are looking for, when they need it. This strategy is called Inbound.
The first step to enhancing your remote care monitoring sales process is to identify who you are selling to. A Buyer Persona is an imaginary personality that mirrors your ideal customer. For example, you can have “Clinician Carla,” “Private Practitioner Peter,” or “Medical Director Dan,” as potentially interested buyers of your remote monitoring and family care management service or product. Execute some research to figure out their roles in the company, their objectives, and their obstacles. As soon as you have determined your Buyer Personas, it will much easier to target them successfully to enhance your remote care monitoring sales process.
After specifying your Buyer Personas, you have to produce routine content that resolves your buyers’ goals and obstacles. It is also critical that you create content that relates to the buyer’s phase in the Buyer’s Journey (Awareness, Consideration, Decision). Learn more about their specific needs in each of these phases by offering surveys, calling existing customers, and studying industry journals and reports. You could also sign-up for relevant online discussion forums to see what people in your industry are talking about. Take note of the most common topics and build a plan for each phase. The content can be anything from social media posts to white papers, ebooks, and reports. Producing content that regularly targets your ideal customers will develop you as an authority in the remote monitoring and family care management market and build trust among your potential customers.
Most of the time, your remote monitoring and family care management firm website will be the initial contact point your potential customers make with your organization. You should make certain that your site visitors have a solid first impression of you and a positive User Experience. Because leads will be viewing your site on both computers and smartphones, make sure the layout is responsive. Use fonts and colors that will make your content stand out. Make sure navigation on your site is easy and that the site moves fast. Having a well-designed site will entice visitors to return and will boost your opportunities for even more sales.
A great website means nothing if no one sees it. Search Engine Optimization (SEO) is one of the best ways to get your site noticed online. First, you should do some research on keywords or phrases that will help your site rank in searches. Make sure these keywords are included in your summaries, content, page URLs, headers, and picture captions. Internal linking (connecting pages and articles within your site) is also great for SEO. Using all of these strategies will help improve your search engine position and will bring more visitors to your site, ultimately boosting your lead conversions.
You can use social media to track discussions regarding the remote monitoring and family care management market, your rivals, and your brand name. Leveraging social media will provide you with ideas of what you could cover on your blog. You could also engage your target market on social media and develop yourself as an authority in the industry. Social media is also a great way to drive traffic to your website. Share engaging pictures and stories associated with your brand name and link to your landing pages. Whenever you publish new content on your website, share it on your social media. When your blog posts get comments, shares, and likes, you will get even more potential customers. Some social media channels also allow you to add a “Buy” button, where customers can make a purchase without even going to your site.
According to Sprout Social, 70% of customers check out social media before making a purchasing decision.
Be sure to take time to assess your strategies to see what is performing well. This will better inform you on what is working, and what is not. For example, you could determine the source of your site visitors. How many are coming from social media? How many are coming from emails? You should also track conversions. How many of your site visitors are turning into leads, and then eventually customers? There are great tools out there for this, like Hubspot CRM, to help you track your work.
Do you feel ready and prepared to start your own Inbound Sales strategy? It takes some time, research, planning, and a little trial and error in the beginning. When you improve your remote care monitoring sales process based on your customer’s buyer’s journey, and give them the content they need when they need it, you’ll see results.
We’ve helped lots of gifted salespeople integrate Inbound into their sales process. Don’t hesitate to schedule your complimentary strategy session currently to help you examine your assets and get some pointers to accelerate your remote care monitoring sales process!