The remote patient management sales cycle could last anywhere from a couple of weeks, to months, to even years. From the sales specialists we talk to in the sector, eight months is the standard we commonly hear. A recent report from Demand Gen found that these cycles increased because the number of decision-makers in the B2B sales process has increased. Buyers are also spending more time researching before they buy, which indicates much less discussion on the salesperson’s side, but the same length of sales cycle.
Your potential customers go through various phases of the Buyer’s Journey. For that reason, you should make sure that you align your sales content with their current phase. This will make working with them easier, and will help move them to the next phase, ultimately converting them into happy customers.
A 2017 Salesforce State of Marketing report found that 67% of the marketing and sales leaders use automation software programs. It also stated that in the next two years, an additional 21% are preparing to use an automation system. You could reduce your sales cycle substantially by automating your initiatives. For example, rather than manually posting social media content and sending out Lead Nurturing Emails, you could use software programs to do that instantly. This automated content will nurture your potential customers and make it easier to convert them into actual customers. By automating your remote patient management sales process, you will both shorten your sales cycle and reduce the amount spent on each lead. Automation will also free up some of your time to let you concentrate on other duties as a sales rep.
Your leads are going to want to know the prices for your services or products. If your remote monitoring and family care management software is known and competitively-priced, consider adding a “Request a Quote” button on your site. This will help you start the conversation to learn about what they need, before you actually give the price, and then consider your offer appropriately. This will help you identify qualified customers in the Decision phase of the Buyer’s Journey, and lessen your sales cycle.
Blogs, social media posts, white papers, case studies, and reports are great ways to keep in touch with your leads and guide them through the sales cycle. But, as a busy salesperson, you need to shorten the remote patient management sales cycle, and contacting by phone could help you do that. Calls let you develop more rapport and a stronger relationship with your leads, and give you time to answer any extra questions or concerns. A Marketing Donut report found that 80% of sales calls needed five additional calls after you meet up with the prospect. Nonetheless, the function of your telephone call shouldn’t just be to close the sale. Instead, use the calls to keep your prospect informed of your offer. Calls are useful at any phase of the Buyer’s Journey.
Remote patient management sales cycles can be extremely long, but it’s important to keep them as short as possible. Using the pointers above, part of the Inbound Sales Methodology, you can build your remote patient management sales process in a way that will satisfy both you and your prospects and meet their needs.
But it can be hard to do this all by yourself. Responsify works with remote patient management sales and business development pros to offer strategy, support, and help in executing these tasks. By working together we can help marketing and salespeople purposefully attract new website visitors, all while converting them to qualified leads and speeding up the closing process.
We’ve done this for many gifted salespeople who have woven the Inbound Methodology right into their complex remote patient management sales process. Don’t hesitate to schedule your complimentary strategy session to help you assess your current plan and figure out a way to reduce your remote patient management sales cycle!