Is getting new sales medical devices leads for your medical device company a constant uphill battle? Do not stress; you’re not the only one. Medical device reps are expected to juggle multiple priorities a day.
There are techniques in the marketing world where your prospect is the focus of the process. This process is called Inbound Sales.
In this technique, leads discover the content you share and enter your sales funnel. Then, you become a trusted authority and partner as you help them make an educated decision based on their stage within the ‘Buyer’s Journey.’
Consequently, generating content should be a crucial element of your sales medical device brand strategy. Your content needs to offer a solution needed by your ideal customers. You can use multiple mediums to interact with as many prosepcts as possible. For example, you could regularly generate blog posts, case studies, social media articles, digital books, white papers and industry reports that your ideal buyers could access and get the information and education they are searching for.
You can find new ways to offer real value.
Here are some ways that you can use the content method known as Inbound:
You have to make yourself available to potential customers. If they send you an email, reply right away. If they call your business, answer right away. If your prospects want to meet with you, make the time to meet. In the situation that you cannot meet them in person, organize a teleconference. While nothing can replace an in-person meeting, one thing the pandemic taught us, remote meetings work.
Be willing to meet at a convenient time for them. Being available to your potential customers will create more possibilities in a much shorter amount of time.
The key to success in sales is to listen more and talk less. When catering to your potential customers, rather than babbling on about the advantages of your product and services, begin an exploratory discussion or a discovery call.
These discussions include asking questions, listening to their responses, and carefully observing their reactions and actions. Continue to be alert and mindful. Focus both on what they’re stating and how they’re stating it. Watch out for anything that will help you to meet the needs of your prospect’s better. Responding properly to the demands and questions of the prospects will help you to learn about who you are selling to and will increase the chances of a successful sale.
Learning about their challenges can elevate your sales game and establish a true patnership. Think of your self, company and any content you generate to help the descion makers as a bridge from their challenges to your solution.
Exactly how you handle the closing discussion with the prospect will establish whether you will lose a sale or gain a customer. Using the right words in the closing discussion could make a substantial difference. Here are some questions that can help boost your closing rate:
“Great, glad to prepare your contract. What would stop us from working together?”
“Great. I will prepare your contract. When would it be a good time to review the contract again? I want to make sure that we’ve addressed all of your inquiries.”
“If I’m able to get you [special rates, unique features, special service], would you be able to sign by [date]?”
As you may know, salespeople have to remain on top of rising market trends and patterns to be efficient. A study by Salesforce revealed that excellent training can enhance sales efficiency by approximately 20%.
You should consider holding a weekly or bi-weekly training session with your sales group. Take the time to address real situations your sales team is encountering every day. Show your sales team how to handle those situations properly. Likewise, allow your sales employee to share insights they’ve collected while in the field. Eventually, you will see an increase in closing rates from your outstanding sales team.
A sales team needs to effectively demonstrate complex products. Training will help them understand the value in it for their customer.
If you offer your potential customers a single choice, they choose to look in other places. For that reason, make sure to have a minimum of 3 choices in each proposition.
Leads should have the ability to select among lower-end services with few functions and top-end alternatives that have full capability. By providing multiple options to your leads, most leads will be able to find an option that is a good fit for their needs and fits their budget.
One of the most reliable ways to bring in new customers is via references. The best time to request a referral is when somebody has just purchased your solution. If these new consumers are ecstatic about their purchase, they will undoubtedly be happy to present others who would start their buyer’s journey as your qualified leads. Even if they don’t make a referral now, that does not mean they will not refer you in the future.
Referral marketing is an effective way to attract new customers and increase sales. Decision makers that select your comapny based on a referral helps speed up the sales cycle.
Consequently, you should consider sending out lead nurturing e-mails to enlighten and engage with your potential customers until they finally make their purchasing decision.
Routinely send informative, non-sales oriented content that will help them through their buyer’s journey. Ask questions and stay connected to prospects to get an idea of just what they want to know about. This will you produce content that is both prompt and relevant.
Email marketing helps build trust and create brand awareness.
The customer-centered sales process detailed above belongs to a unique method called Inbound Sales. The Inbound Sales Methodology concentrates on helping your leads to resolve their issues by following their Buyer’s Journey throughout your whole medical device sales process.
It could be challenging to implement all of this alone. We here at Responsify partner with medical device sales and business development pros to offer strategy, support, and assistance in carrying out these tasks. By teaming up, we aid marketing and sales teams systematically bring in unique site visitors and convert them into qualified leads and delighted consumers.
We’ve assisted numerous sales pros to integrate Inbound right into their existing sales process. Do not hesitate to schedule your free strategy session now to help you review your properties and get insights on how you can improve your technique to close sales faster!