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