If you asked any remote care monitoring software Chief Executive Officer or Director what their top goal is, it would be to broaden their business. One of the best ways to expand any kind of company is to have a sustainable marketing and sales strategy. Typical marketing usually required spending lots of money in print and other forms of advertising. Cold-calling was also a big way to make sales pitches to customers who are in no way ready or informed enough to make a buying decision.Decision makers and thought leaders in the medical and health systems fields are no exception.
However, a much more reliable method of marketing has emerged over the years, and is called “Inbound Methodology.” This marketing and sales strategy concentrates on drawing in potential customers online (when they are investigating), and turning them to consumers utilizing practical, appropriate content and reliable nurturing methods. A study by Hubspot found that 93% of business utilizing this Inbound Methodology reported a greater return on investment (ROI).
Here are seven ways you could grow your remote care monitoring software company using the Inbound Methodology:
Identify and define your optimal customer
To build your business, you need to have a good understanding of your top clients. This will change a little as your company grows and evolves. Spend some time developing Buyer Personas of your ideal clients. This should be a deep-dive, but basic questions you should consider are:
- What are their responsibilities at their job?
- What are their goals?
- What are their biggest challenges?
- How do they make decisions?
- Where do they get their information?
After you identify who remote care monitoring software firm is targeting, your marketing and sales teams should work together to build a content plan to inform and nurture these leads.
Develop clear goals for company growth
If you don’t have any goals, how can you evaluate your growth? Establish clear objectives that you want to achieve in a specific amount of time. For instance, you might establish a target of drawing in 300 leads in the next six months. This equates to 50 leads each month and ten leads weekly. In a similar way, you need to establish objectives around how many clients you wish to pull in and how much revenue you want make. Track your progress and make changes when needed.
Establish a targeted content strategy for engagement
An appropriate content strategy will help bring in site visitors and convert them to leads. You have to guarantee that the content your marketing and sales group creates is lined up to the phases of the Buyer’s Journey: Awareness, Consideration, and Decision.
Prospective clients at the Awareness phase are just starting to recognize that they have a need or issue. Content at this phase needs to supply as much info as possible to determine your prospective consumers’ troubles with little or no sales pitches. Blogs, academic video clips, and infographics are great in this phase. A State of Marketing research study by Hubspot found that 92% of businesses that blog multiple times each day obtain consumers via their blog.
Leads at the Consideration phase are much more attune to their need and are seeking a remedy to the problem. Content in this phase should include ebooks, templates, guides, slideshares, and lists. You could ask your leads to send their contact information for this content. Send them informative content via email to nurture them toward becoming customers.
At the Decision phase, leads have compared their choices and are ready to buy. This is where you need to talk about your service or produce and let them know why they should pick you over others in the remote care monitoring software market. You could support your claims using case studies, white papers, and reports.
Identify the keywords customers are using
A study by GE Capital Retail Bank found that 81% of buyers research online before they make any kind of purchasing choice. By optimizing your content for search engines, you will increase your site’s ranking and you’ll be more visible online. Work with your marketing team to find the keywords your prospects are searching. Then, include these keywords in your page header, text, descriptions, URL, and photo captions. Another good tip: use long-tail search phrases that don’t have as much competition to up your success. Try to avoid simply stuffing keywords as this will just make your content less organic and will result in penalization from search engines.
Advertise your content via the right networks
Simply having optimized, quality content will not automatically send the masses to your website. You still have to post your content in the right places to get more traffic. Share your posts on your social media networks. If you have premium content, like ebooks and whitepapers, send them out to your email list. Targeted social media marketing is a great way to advertise your content.
Take advantage of marketing automation
According to Hubspot, marketing automation means making use of software applications to automate marketing processed like project management, customer information, and segmentation. Using marketing automation will help you accomplish formerly manual tasks in a much quicker matter. There are a lot of effective tools out there for marketing automation, including Marketo, MailChimp, GetResponse, Hubspot, and Eloqua. A lot of these systems have great tools for Lead Nurturing, website visitor monitoring, CRM, social media, and analytics. Making use of automation will help your marketing tasks, conserve you important time, and enhance your profits.
Promote marketing and sales team collaboration
It’s critical to produce quality content. It’s just as important to devise a plan for lead nurturing. But, if you have a marketing team and a sales team with two sets of objectives, you’ll have problems. For this, you need “smarketing.” Since you’re the person who manages all tasks, it’s a good idea to hold regular meetings with your marketing and sales teams to fill each other in on new details, goals, and get everyone on the same page. Make sure they keep in contact with each other, instead of working separately.
The Last Word
Laid out above are seven great ways to grow your remote care monitoring software business. Inbound Marketing and Sales is relatively new, and if you make the most of it you will not just have the ability to scale your service, but you will also have a team that works well together.
We’ve assisted numerous owners and CEOs integrate Inbound right into their marketing and sales plans. Don’t hesitate to ask for a complimentary strategy session to help you review your current plan and find the best way to grow your business!