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B2B Leads For Medical Software - It's Serious Business

April 11, 2012 | Comments: 0 | Views: 161

Some might say that the B2B industry in of itself qualifies for serious business. There may not be much discussion between businesses and consumers but it's the complete reverse when two businesses have a transaction. Demonstrations are made, followed by proposals, followed then by negotiations. It's quite a lengthy process.

However, when it comes to medical software, that level of seriousness shoots up to the point that it's stifling. Some might even say that to compare leads for medical softwares with just any other B2B lead is an insult to the entire field of medicine. And frankly, they have a point. It's not just about money. In fact, some doctors and other medical professionals would even go beyond money. The fields of healthcare and medicine are about the welfare of human lives. To reduce it to the level of a mere money-making industry, that is indeed very insulting.

Still, that's no excuse to stop pursuing leads in a business-minded fashion. All you need to keep in mind though is that the standards of your prospects goes beyond money. This means you need a very delicate and tightly controlled means of gathering and dispensing information.

Why information? Well obviously because information is the thing you need to act on to ensure a successful sale. In fact, the leads that you seek fall under the umbrella of information. How else can you make a sale when you don't have leads to pursue?

Now first off, you might already have a good idea on who to target for leads. What you need to do next is be flexible in your communication. Chances are, your clients are going to have various preferences for communication. Some would rather exchange emails while others would actually prefer if you gave them a call. Others don't like receiving unexpected forms of both and would rather encounter the product themselves (be it via website, social media, or even old-fashioned advertising).

At best, you might want to try a bit of everything. Set up a website, create a business email account, but at the same time give your potential prospects the option to select a preferred means of communication once they encounter your site. Leave your email address and your contact number on whatever advertising medium you like.

In case you're wondering, yes you can call this an inbound-style of lead generation. However, you can also try outbound but it's arguably trickier because there is a risk of negative backlash. For email marketing, you risked being labeled a spam bot. For telemarketing, well face it, nobody likes hearing a salesman on the phone.

Remember though that the important thing to keep in mind is to gather information on your prospect. You can't rush straight into the sale. Qualify them first, spark their interest bit by bit and then finally, get them to schedule an appointment with you to discuss the whole thing (that's when you make the sale). Check your software if it's exactly what the prospect is looking for. What field are they in? These are just some of the questions you need to find answers to.

Of course, you might think this is all going to cost you a lot both in terms of money and the time it takes to master the needed skills. While that's true, you could always outsource to lead generation services. These make use of various methods to qualify leads, from website designers to professional telemarketers. However you go about this, in the end, you need to show that you too understand the seriousness of the medical business.

Claire Hansen works as a marketing communications program manager. She is inviting you to visit to learn more about lead generation and appointment setting for the software industry.

Source: EzineArticles
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Article Tags:

Medical Softwares


B2b Leads


Lead Generation Services


Telemarketing Companies

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