Going Offline In Generating Healthcare Leads

Remember that scene from the controversial rom-com movie “Love and Other Drugs” starred by Jake Gyllenhaal and Anne Hathaway where the former plays the role of a pharmaceutical sales representative who is too eager to make a sale by going door-to-door with medical practitioners and only end up receiving a devastating “no” after delivering his remarkable fast-paced speech? Yes, this scene happens in reality as well. And personally meeting a prospect is just one of the many lead generation strategies that sales representative make use of for the substantial reason of generating leads and eventually making sales.Lead generation, as we all know, comes in various ways and is highly relevant to a specific industry; one of which is the healthcare industry. Just like any other business sectors, the process of generating qualified sales leads in a healthcare sector is no joke at all.Doctors are well known for their endeavor-engrossed way of life. If they’re not in their clinics, then perhaps they are attending endless medical seminars and conferences. They have the most vigilant and perceptive secretaries and receptionists to ensure that their schedules are well planned and organized; a minute of their time corresponds to a certain amount of money. Certainly, their time is really gold. That’s why sales representative have to really bend over backwards just to capture the attention of these decision makers.Online marketing has been proven to be a helpful technique in acquiring sales leads, but this alone is not enough to get you through the arduous process of lead generation. You need to utilize other strategies for you to be able to have a greater opportunity of generating qualified sales leads. This is now where outbound telemarketing enters the scene.At some point, sending emails to your prospects or updating your blog posts may not be enough to sustain your business; remember that most doctors, especially the traditional ones or the experts in that matter, are aliens to the virtual world, thus refusing to use various forms of technologies specifically the Internet.Of course, no one wants to be disregarded. So in order to attract the attention of your medical prospects and to outsmart the aggressive competition in the marketplace, perhaps what you need is going less online and going a little more offline with telemarketing. How? Here are some offline lead generation tips:Face-to-face meeting – sending a well-trained and skillful sales representative to talk to a decision maker is one of the most effective ways to generate qualified healthcare sales leads. Medical practitioners are very meticulous and skeptical in nature; relaying details and information about your service via email or telemarketing might be your last option because doing these things is best carried out when done personally, though chances are still critical.
Writing articles for journals, magazines, and newspaper – some medical practitioners still find printed materials to be more reliable than ones found in the Internet, hence making these people resort to read scholarly articles on newsprints.
Organizing seminars and conferences – this can be effectively done when invitations are given and disseminated to prospects days before the event. In this way, business prospect still have time to check his calendar and perhaps consider your invitation.
Asking for clients’ referrals – some sales representatives are too shy to ask for referrals. What they don’t know is that doing such thing can actually be a good marketing tool that will ultimately drive you to acquire more leads.