Selling to an executive in the digital health and medical tech industries can be a challenging task, but with the right approach, you can increase your chances of getting noticed and making a lasting impression.
The first step in this process is identifying the key decision-makers within the field. This involves research and networking, both of which can be time-consuming endeavors. Once you’ve identified who to contact, it’s important to follow these steps to get them to notice and respect you. Remember, these executives are often inundated with information from a variety of sources, so your pitch needs to stand out. As with all things, persistence pays off.
Proven Prospecting Funnels: Utilizing a well-defined healthcare sales prospecting funnel can make a big difference in how you generate leads. Start by conducting thorough research to find the executive's pain points and what he or she needs. Make sure the messages you send are tailored to their problems and goals.
Binnovate’s prospecting funnel takes into account all aspects of the sales cycle, from start to finish. We have developed a streamlined process incorporating the right convergence of ROI-focused strategies and complementary tools. You don’t need to go through it all. We have established a system that works. We are here to do the work for you.
Multi-Channel Outreach: Don’t rely on a single channel outreach. Executives use various channels of communication, such as email, phone calls, social media, and even personalized direct mail. The key is to make sure that your message is the same and coordinated across all platforms. This ensures that your presence is felt and you remain in their consciousness without overwhelming them.
Account-Based Marketing at Scale: ABM is a strategy that focuses on treating each client as if they were their own market. Make sure your message and material fit the business challenges and industry trends that the executive is facing. You can grow your ABM efforts without giving up on personalization if you use data analytics and automation tools.
Integrations: Demonstrate how your solution seamlessly integrates with the executive’s existing technology stack. Modern executives value streamlined processes and efficiency. Highlighting how your product or service can enhance their current operations could capture their interest.
Inside Sales Experience: Binnovate has extensive inside sales experience that many healthcare executives find highly beneficial. With us, clients have access to industry-specific insights that enable them to engage in value-driven conversations rather than generic sales pitches.
Humanized Healthcare Prospecting: A human-centered method is important in industries like healthcare. In healthcare, executives often make decisions that affect how patients are cared for and how well they do. Change the way you talk about your solution to highlight the good things it can do for patient care, operational efficiency, or regulatory compliance. Tell them about real-world success stories resonate with their mission.
The Value of Effective Follow-Ups: In healthcare prospecting, effective follow-ups are invaluable when engaging executives. These strategic messages show your commitment and emphasize personalized solutions that you can offer them to address their unique challenges.
Executives often have to make difficult choices with high stakes. Consistent follow-ups not only build trust, but also keep your product or service at the top of their minds. By keeping a respectful, informative, and sympathetic tone, you show that you understand the healthcare landscape and the executive's objectives.
Harness the Full Suite of Our Healthcare Prospecting Framework
Binnovate Digital has successfully connected and engaged with executives through these steps. Through LinkedIn, we start meaningful and promising conversations with our professional networks to help digital health and medical device companies reach the right audience. Our parameters include how active they engage in industry topics, discuss, comment, and share industry trends, or whether they join related groups.
Check out these connection requests and the executives who have shown interest in what we offer:
Clearly, we are doing things right! These people see the benefit of working with a well-established prospecting business rather than doing their sales outreach in-house. With these ten steps and the help of Binnovate Digital, you'll be well on your way to getting noticed by executives and securing successful business opportunities.
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