The DriveSales™ | Proven and highly recommended sales strategies for healthcare startups and companies!
The healthcare industry is one of the backbones of any economy. A healthy country means a healthy economy. Well just like food health is a basic necessity, then why need marketing? Well, marketing is fundamental for any business in any sector. Something as trivial as health care is provided with marketing backup can generate more leads and flourish as a business. Also, let us keep in mind that healthcare is one of the few sectors where both the service provider and the client are gaining benefits.
During these hard times of COVID-19 doctors have been the saviors and taken up the responsibility of the entire world, quite literally and this is the greatest virtue. Healthcare sales strategies are a little more different from selling normal day to day goods. This is because the healthcare industry is dynamic. Therefore the sales strategies also have to be different.
Here are the top recommended sales strategies for healthcare startups and companies:
1) Different clients have different hierarchies — When in healthcare one has to pay keen attention to their clients and their needs. Every consumer is buying different products and has a different process. For example, while selling to a doctor or a small clinic there is only one person making decisions but when selling to a large hospital can mean convincing a lot of people. As the decision-making body can be more than one person.
2) Consumer customers — In fields such as this one may not always supply their product directly to their clients. It is quite common to have someone in the middle. For example, if you provide any surgical tools to a hospital, the tool is then used by doctors for the betterment of their patients. This only shows that though the buyer was the hospital the benefiter was their patient. Hence the trick to sell more products is to target your consumer’s customer. Meaning hospitals and doctors will buy equipment that makes their patient’s life better. Hence as a seller, this is your target client base.
3) Doctors are your investors — Take your brand to doctors and specialists. This is the oldest trick in the book. With the change in time, one has to change their strategies as well. As change is the only constant, instead of relying on newspaper articles and brochures get your hands dirty and pitch to doctors yourself. This will also add a personal touch and show that you care about the product. By doing this you will also establish trust and loyalty. Doctors will also think about investing in your product as there is a certain amount of there. While pitching your product make sure to use technological stimulus so that it stays in their memories for a long time.
4) Have an online presence — In the technological era not having an online presence is equal to being non-existent. Hence it is almost compulsory to have an online presence. One can run ads and campaigns to make sure their brand is seen. This is the most effective way of showing off the brand and what it is capable of. This can also be used to help educate people. About 50% of healthcare administrators search for healthcare vendors online. Not tapping into this would be like not opening a treasure chest which is right in front of you.
5) Track your performance — This is immensely crucial one has to keep track of their performance this is because the industry is always changing and one cannot afford to lag and provide dinosaur technology because if one does then they are risking becoming like dinosaurs, extinct.
Now, as an effective SALESPERSON! We can do three things from here.
1. Not ignoring the opportunity and blaming the situation for revenue loss.
2. Taking important notes and going back to revisit your sales strategy with the growth mindset.
3. Reaching out to Drive Sales if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Josh Billing’s quote, “Health is like money you never know the true idea of its value until it’s lost.”