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5 Tips to Boost Healthcare Sales in 2021

BINEESH MATHEW | February 26, 2021 | 652 views

Worried about how to improve your healthcare sales? Wondering where to begin? Of course, these questions demand genuine consideration. Healthcare professionals are some of the most valuable and vital members of the societiy. And you will have to take care of their unique needs if you want to sell your products to them.

Over the years, selling in most of the industries has changed; the healthcare industry is no exception. The healthcare industry has been booming over the last decade. The boom has increased the necessity of managing patient care and innovating medicines exponentially.  To cater to such rising needs, newer technologies are being adopted by the industry.

Flatiron Health, a well-known healthcare technology and service provider, is using data analytics to tackle cancer. They believe that the technology industry is essential to solve healthcare issues. This New York-based start-up uses its cloud-based software platform and big data to connect to various cancer centers across the country.  The key asset of the company is its ability to use data analytics to make meaningful recommendations. The annual revenue of Flatiron Health is US$100-500 million.  Yes! you read it right.

So, all you need is to have a smart healthcare sales and marketing strategy. Having an effective strategy will help you conquer the healthcare industry and increase your profit margin. One of the easy ways to increase your healthcare IT sales is to have a firm understanding of the ohospital's organizational structure Apart from that, you can analyze the organization by asking the following questions:

•  How does this particular healthcare organization compare with its competitors in this   

    specific arena?

•  What is their current position in the industry?

•  What makes them stand out from their competitors?

•  What makes them unique?

Just like the tips mentioned above, this article is all about tips and strategies to increase your healthcare sales leads. These tips will undoubtedly help you skyrocket your healthcare technology sales by reaching out to a wider audience.

 

Attract Your Target Audience with Content Marketing

Healthcare is always been trending on search engines through relevant keywords. People search for a related term like healthcare and wellness tips, local medical professionals and medical facilities, and jobs in healthcare.

•  One in every 20 searches is related to healthcare

•  70% of visitors of hospital websites come from organic web search

•  77% of all online health queries begin with a search

So, using content marketing to attract audience is the best way to increase healthcare sales.  Offering healthcare and wellness information through different online channels will help you improve your credibility and visibility. This step will strengthen the relationship between staff, patients, prospective employees, and the community and increase credibility. According to CMI B2B Content Marketing Report, 2019, 62% of B2B marketers said that they were more successful with content marketing than ever before.

The healthcare technology industry is technical, and it can be highly challeging when you sell the product directly to high-level executives or physicians.  So, you must invest time to create compelling content like blog posts, whitepapers, case studies, etc. It will increase your healthcare sales as this content will establish your expertise. So, all you need to do is generate informative and appealing content to position your company as an authentic thought leader, which will help you land more healthcare sales.

 

Understand your Customer Better and Build Trust

You cannot imagine a society without healthcare professionals. Obviously, you will have to go out of your way to have a deep understanding of their requirements if you want to sell technology to them.

Requirements of each of your clients in the healthcare industry can vary. Hence a ‘one size fits all’ approach will not help when it comes to offering the best experience to every customer. Thus, it would help if you adapted to customer needs for successful healthcare sales. Furthermore, it is essential to realize that healthcare customers are different from other business professionals.

Don’t beat around the bush when you get a chance to talk to them. Directly give them information on what they are looking for, staying respectful and professional. This will help you grab attention and generate interest.. Be flexible despite the odds and do whatever possible to solve their problems.

Prioritize trust-building at all times. In any sales process, trust is a decisive factor, especially in healthcare sales. The reason for this is that if you are selling medical equipment, technologies, or pharmaceuticals, your clients are risking the well-being of their patients in your hands. So, to pull up the healthcare sales game, work on building up a strong relationship and trust with your clients.

 

Know the Buyer’s Organizational Chart

Unlike working with a small clinic with a single decision-maker, you need to deal with a purchasing department or a buying group when you sell to a big hospital. To ensure that you do not miss anybody, you may have to map out your client’s purchasing hierarchy and identify everyone in the hospital involved in the process. In the healthcare industry, every single client has a very different purchasing style.

You can obtain this information from your known contacts and network within the organization. Knowing the organizational chart of your clients will help you expand your influence with in he organization and boost your healthcare sales.

 

Focus on Your Client’s Customers

Even for most effective sales organizations, it is remarkably challenging to sell to a client-driven and continually emerging industry like healthcare. However, if you make it through this competitive industry, you will have endless opportunities to add to your profits through successful healthcare sales.

When dealing with a service-based industry, the best strategy is to serve your clients’ customers. Essentially, if you find a practical way to improve their experience, your clients will be happy and you can establish a long-lasting relation with them.

Whenever you deal with a client from the healthcare industry, remember to focus on the actual patients. This strategic line of thought can surely bring you more healthcare sales and increase your annual profit.

 

Get Started with Social Media Marketing

This is fairly obvious that, in the modern world, social media has become a part of the everyday. There is no easier way to increase your client numbers than to promote your product or service on a platform that everyone uses.

Facebook is the best social media platform. Mainly because senior people use it as they are likely to require medical assistance. A Facebook page is the best place for you to start with your social media advertising. It is an informational source that can increase the targeted traffic coming to your website.

Due to the easy availability of information online, medical professionals do not depend upon salespeople. Instead, they do online research before making a purchase decision. Social media marketing can help you increase healthcare sales and be on the top at all times.

Rapidly evolving regulatory forces, market dynamics, and consumer demands are constantly adding to the healthcare industry's complexity. Driving meaningful patient action and true engagement through your innovative sales and marketing solutions will increase your healthcare sales. This will also make you stand out from the rest of the pack, ending in a long-term relationship with all your customers.

Ace your healthcare sales with these strategies and tips. Reach out to us if you are looking for any assistance. We at Media 7 provide all the B2B healthcare sales and marketing solutions. We focus on bringing in potential clients to your business platforms, converting them, and making them your happy customers forever. To know more about us, visit: https://media7.com

 

Frequently Asked Questions

 

What is a healthcare marketing strategy?

Healthcare marketing strategy is usually an inbound marketing process. We bring forth all the resources that could bear against various threats and opportunities in a highly competitive healthcare business through the process.

 

Why is healthcare marketing important?

For the sustainable growth of the healthcare industry, healthcare marketing is very important and an integral part. Marketing of healthcare technologies and other new facilities in line with treatment is very important for the transformation of the industry.

 

What is healthcare sales?

The process of persuading healthcare clients and making them buy your products is healthcare sales. In the process, you will sell drugs, medicines, equipment, and technologies to healthcare clients.

 

How can healthcare professionals drive sales?

Focusing on your client’s customer is an innovative strategy for sales in healthcare. A healthcare professional is likely to buy your product if you prove that your product can make their patients' lives easier.

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Ribbon Health a leader in healthcare provider data technology and management, announced the launch of new platform features that will increase access to care through provider scheduling. Enabled by partnerships with leading booking marketplaces, these new platform capabilities empower patients to easily search for providers that both fit their needs and are accepting new patients, and book appointments with those providers for high-quality care across primary, specialty, urgent, or mental health. Ribbon's platform offers real-time availability data from health systems and direct partner integrations, giving care providers, navigators, and health plans a single source of truth to guide consumers to the right care. "Securing an appointment quickly" is the most important factor for having a positive healthcare experience, according to one-third of Americans surveyed in a recent report. Yet, there are a number of barriers inhibiting people from finding and booking high-quality care appointments when they need to most. Patients, providers, and care teams must navigate across multiple touchpoints, spend significant time and effort tracking down needed information, and contend with a growing physician shortage and a shrinking number of available therapists. All of these barriers lead to an average 26-day wait for an appointment in the best of circumstances, which could lead to worsening health, or patients opting out of care completely. These barriers to care will be removed with Ribbon's new capabilities such as insight into which providers are accepting new patients, provider appointment availability, and booking links. With partner integrations across leading booking platforms, patients can attend a virtual or in-person appointment in as little as 48 hours; this is compared to the national average of two to three weeks, if not months. Patients will have seamless access to high-quality mental health, primary, specialty, and urgent care at the fraction of the cost of out-of-network or emergency services. For the first time, patients, providers, and care teams can use one central platform to find the right care using Ribbon's comprehensive provider directory data, accepted insurances, cost, and quality metrics to understand whether a provider is available, and then book an appointment. "It shouldn't be harder to book care with a doctor than it is to book a flight or hotel," said Nate Maslak, Ribbon co-founder and CEO. "Unfortunately, that is still the case today. This launch is an important step in achieving our mission of accessible, affordable, and high-quality care for everyone. It will ensure patients can find the right doctor for their needs by allowing them to filter for availability and quickly book an appointment, rather than navigating through several websites or phone numbers each time and waiting weeks to months for care." Ribbon's enhanced capabilities will help healthcare organizations decrease the administrative burden for care teams looking to direct patients to in-network providers. By improving the provider search experience with data on whether a provider is accepting new patients and has availability, teams can increase referral confidence. "Making sure patients get to their referrals is critical for our business," said Jane Zhu, Director of Operations at Firefly Health, one of Ribbon's partners. "A big part of that is finding a provider who is not only a good clinical fit but is accepting new patients and available in the relevant time frame. Finding specialist availability is incredibly manual and time-consuming." Ribbon Health continues to launch new capabilities with the ultimate goal of transforming the experience of finding a provider, and paving the way to accessible, affordable, and high-quality care for all. Additional new releases include a Digital Care Network to expand a "provider search" beyond brick and mortar with leading, lower cost, virtual care options, as well as Price Transparency to allow patients to see detailed cost estimates alongside provider quality indicators before a care decision is made. About Ribbon Health Ribbon Health partners with innovators to transform how healthcare decisions are made. Ribbon's data platform fuels healthcare enterprises with actionable provider information, including insurance coverage, prices, and performance. With Ribbon, healthcare enterprises can empower people to make the most informed decisions about their care by finding trusted and affordable providers.

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