Established Leaders

How to Build a Steadily Increasing Pipeline for Tele Health Sales

Tele health sales is a nonstop process of constant outreach, making contact, following up, closing deals, and repeating. One of the best methods to keep fuel running through this sales engine is to build a steady flow of qualified leads. According to Technology Advice, companies that use pipeline management experience 28% more growth than those who don’t.

Here are a few useful tele health sales tips you can use to increase traffic to help boost your sales:

Understand how your clients purchase

The stages of sales help you understand the Buyer’s Journey, which is made up of the following stages:

Awareness – Your prospects understand that they have a problem or challenge and are in the process of learning more

Consideration – In this stage, prospects understand their problem and are looking for solutions to help them overcome the obstacle

Decision – Prospects are done researching and have decided on which solution they want. At this stage, they are actively comparing vendors.

Define the sales stages clearly

With the Buyer’s Journey in mind, the sales stages of your strategy might include:

  • Identify – a website visitor may take an action like signing up for a webinar, filling out a form, asking a question or leaving a comment. You can also construct a list of leads by actively looking for them.
  • Nurture leads – Start by sharing relevant content that your leads will find informative or interesting and send them as part of a Lead Nurturing email campaign. Make sure the content doesn’t include information about your company or offers as your primary goal is to help your leads understand their problem.
  • Engage – at this stage, contact your leads and start a conversation about their specific challenges or obstacles. You can do this over email or a phone call to see if you can help with their problem. Once you’ve built some trust, schedule a meeting or discovery call to continue contact.
  • Discover – This is when you dig deeper into your prospect’s pain points and figure out exactly what their unique challenges are. Find out more about their responsibilities, goals, and problems so you really understand their position. It’s best not to make any offers at this stage.
  • Present a tailored solution – Customize a presentation for your lead based on what you’ve learned about them so far. Keep in mind to use their language and the details they’ve told you about.
  • Propose a solution – If your prospects agree to meet with you, this stage is when you propose a detailed solution for the problem. Review their specific problems and goals and position your solution as the best option.
  • Agreement – when a lead requests your solution, prepare an agreement and go over all the terms and conditions with them so they understand.
  • Close – You prospect signs on the dotted line, make a deposit, and becomes a customer. Congratulations!

Figure out your objective

You should have specific goals for each phase of your tele health sales process. This helps motivate your sales team and increases the chances of success. For example, if your goal is to close 120 sales annually, that’s the equivalent of 10 sales per month. Communicate that with your team and you’ll be on the same page.

Create a sales dashboard

After specifying the phases in your tele health sales process and setting objectives, set up a dashboard to track progress. Update the dashboard daily with essential details so your team knows where they stand with just a glance. Use a spreadsheet or CRM software like Hubspot’s Advanced Sales Dashboard to help you track:

  • Top priorities – which tasks are most essential?
  • Schedule – does my calendar help me reach my goals?
  • Objectives – i.e. How many proposals do I need to send out in a month to reach my goals?
  • Revenue targets – Am I progressing toward my revenue goals?
  • Leads – Do I have adequate visitors to convert into customers?

Generate leads

According to sales expert Colleen Francis, sales people often find themselves stuck in a ‘sales trap‘, where a large amount of effort goes into making sales but not generating leads. Over time, you’ll run out of prospects. To prevent this, engage in activities that generate leads on a regular basis. Here are a handful of things you can do:

  • Purchasing Lists – Although many salespeople buy lists to get leads, these prospects can be off target or inaccurate. But buying lists can still be helpful in generating leads.
  • List building services – Similar to buying lists, these solutions can be hit or miss but can still find you leads
  • Develop your own list – Visit social networks like LinkedIn to start building a list of potential leads for yourself. Start by looking up companies and people who work there. Often times, contact information is available
  • Inbound lead generation – By far the best option for lead generation is having visitor come to you looking for a solution. These leads typically recognize your brand name already and have some interest in choosing your solution. Their interest can range from visiting your website, downloading premium content, opening an email, requesting a demonstration, or filling out a contact form. For more information about generating leads, look at this article called “Generating Leads Online: The Birds and the Bees“.

Maintain your sales funnel

As you send out proposals and offers, take some time to find new leads and incorporate this practice into your daily sales strategy. Figure out the number of leads you need in the Engage stage to satisfy your sales targets. Luckily there’s software to help you manage this information.

Clean up your sales funnel

If a prospect becomes unresponsive or stays at the same stage of awareness in their buyer’s journey for too long, it’s time to reassess their value on your list. Periodically cleaning up your list of leads is part of the process and helps you focus on responsive prospects. It also helps you plan your time and make better projections about your sales. For example, some prospects may leave their job. Keep your information updated so you aren’t using incorrect information that’s no longer relevant.

The bottom line

Building a steady tele health sales funnel is difficult for any sales person. Understanding where your prospects are in the Buyer’s Journey can help you keep your sales funnel lubricated. These techniques are part of a larger marketing methodology called Inbound Marketing.

It can be difficult to do all this solo though. That’s why at Responsify, we partner with Tele health sales teams to offer strategy, support, and help carrying out these techniques. By working together, we help marketers bring in new visitors, convert them to leads, and help you get more customers.

We’ve helped numerous sales professionals integrate Inbound strategies right into their existing marketing mix already. Contact us today for a free strategy consultation and we’ll go over your assets to get you started in the right direction.

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