Getting tele health sales leads using conventional methods usually included heading out to search for prospects. In today’s day and age, executives in private practices, hospitals, or health systems are busier compared to their earlier counterparts. They’re also bombarded with endless emails and messages, making it more important than ever to adjust your sales methods if you want their attention.
According to a study by Roper Public Affairs by Forbes, 80% of company decision makers say they prefer getting information from articles, not advertisements. 70% report content makes them feel more acquainted with a business and 60% report content from companies help them make buying decisions.
This technique, called Inbound Sales Methodology, generates leads and brings them to you, where you can connect and educate them on your products with helpful content. This in turn develops credibility for your brand and increases the chances of you closing a deal with qualified leads.
The first step to Inbound sales is figuring out exactly what sort of leads you want to connect with. Lay out a Buyer’s Persona, which is an artificial personality you create that shares attributes with your ideal buyer. Include the buyer’s biggest goals, responsibilities, and challenges. You can get information by studying your target market or even existing customers. Here are a few questions to ask:
According to a study by Aberdeen Essentials, using targeted content that is relevant to a prospect’s stage in the buyer’s journey increases conversions by 72%. After you’ve defined your Buyer’s Persona, use your research to create content specifically for them. During the awareness phase in the buyer’s journey, leads want to understand their problem. Educational content like blog posts, ebooks, and posts that help them understand their challenges are most useful. During the Consideration phase when buyers want to learn about solutions to their problems, provide white papers, webinars, or give them a how-to. Finally, for leads in the Decision phase, give them comparative data that shows they they should choose you over the competition. They’ve decided on a solution and just need a reason to pick you.
Use relevant keywords or key phrases your prospects might use to search for you using programs like Moz, SERPs, or Wordstream. Long tail keywords rank better and don’t have as much competition, so opt for those. Optimize your content for these keywords so it’s easier for prospects to find you. With your sales team, figure out the topics your tele health sales leads look for online and start posting content in related forums.
There are several methods to bring in leads using LinkedIn. First, optimize your profile to show potential leads the value you can offer them. Detail your achievements and list your qualifications. Post on LinkedIn Pulse to attract new leads and establish authority in your industry. Avoid generic topics like “Top mistakes” or “How to” blog posts that often flood industries. Add a new conversation to the existing literature that challenge people’s traditional thinking. Joining groups is part of a winning strategy to gain the trust of new leads. As you answer questions and comment more often, people will start to see you as an authority. Lastly, remember to share your blog posts or other relevant content on LinkedIn to bring more traffic to your Tele health website.
A current Social Media Examiner report revealed that 19% of businesses think visuals are one of the most relevant forms of content. High quality photos certainly attract attention and increases the chances of your target audience engaging with your material. Breaking up your text with some attractive graphics also helps hold attention. The longer a prospect stays on your page, the higher the chances of closing a sale so make sure to leverage visuals to help you.
One of the most effective methods of developing a lasting connection with your leads is to send out a monthly newsletter to share relevant or interesting content. To improve the rate of email opens, make sure you pay attention to your email subject. Use it to build curiosity so they’ll open it to find out more. Keep the body of the email brief and remember to include a CTA at the end.
B2B content doesn’t always have to be formal. Like Microsoft, you can share employee stories or fun facts about your products or company. This helps humanize your firm and develops more powerful connections with your prospects. You can even ask for customer stories on your website to help expand your target market and get more people interested.
An endorsement from one of your existing customers is an excellent strategy to getting new leads. When you make a sale, incentivize customer referrals by offering people a bonus for referring your product. Chances are high that the recommendation may turn into a qualified lead.
The suggestions we’ve covered here are part of a broader strategy called Inbound Marketing. Inbound focuses on things from the perspective of your leads, offering them value every step in the Buyer’s Journey. It’s crucial every every of your sales process is customer-centered since this is how you’ll develop ongoing trust with your prospects and improve the chances of them becoming customers.
It can be hard to handle all this on your own though. At Responsify, we partner with Tele health sales and business professionals to offer strategy, support, and help carrying out these Inbound tasks. By working together, we help marketers strategically draw in new visitors, convert them to leads, and close more deals.
We’ve already helped numerous professionals just like you integrate Inbound strategies into their existing marketing methodology. Contact us today for a free strategy consultation and we’ll go over your assets and help you get started in the right direction.