3 Telemedicine Sales Principles for Educating Prospects on Value

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You want your Telemedicine sales leads to choose your service. After all, it’s much better compared to the next closest competitor, right? What keeps your prospects from seeing that and becoming clients? The answer is education. The more prospects understand the value of what you’re offering, the more interested they’ll be. By offering informative content that engages your audience, you’ll accelerate their learning and understanding of your solution – ultimately converting more leads into sales. Providing your leads with helpful content has a number of advantages. Here are a handful of them. Provide content at their pace of learning — When you offer educational content, leads can sit down and read over it at their convenience instead of dodging your sales calls or emails. This allows them to digest the information at their leisure so they’ll know more about your offer when you contact them later in the buyer’s journey. Build brand trust — Quality content positions you as an authority in the Telemedicine market and improves your credibility in the eyes of the consumer. If they find your content helpful, they’re more likely to want what you’re offering. Get qualified leads — The more people you have visiting your site and consuming your content, the more likely you are to generate qualified telemedicine sales leads. It’s much easier to convert qualified leads instead of a cold prospect, making it easier to get new customers. Boost web traffic to your page — Optimize your content with specific keywords that target your audience. What kind of search terms or phrases will they use? Include it in your headlines and content on your Telemedicine website. Draw in even more site visitors by posting your content on social media platforms and use them in email marketing campaigns. Generate happy customers — Educational content helps prepares your telemedicine sales leads in making an informed buying decision. When the customer understands your offer and is happy with the end result, they’re more likely to buy again. Get them to share you content — If your telemedicine sales leads find your content engaging, entertaining, or particularly informative, they’re more likely to share it. Having others share your content gets it in front of a wider audience, building brand equity and giving you the opportunity to get even more sales.

Here are some telemedicine sales tips to help you educate prospects about the value of your Telemedicine option:

Get information on your leads

Researching before you make contact with your telemedicine sales leads is a large part of marketing. Create a Buyer Persona to help you tailor your content to your ideal buyer. A Buyer Person is an artificial personality that matches the qualities of your ideal buyer. Get information from LinkedIn accounts, online forums, or social media groups and find out what your telemedicine sales leads’ challenges, responsibilities, and goals are. You might even find mutual connections who can act as a referral so you can learn more. Visit company websites to learn more about your leads. Where are they located? How long have they been in the industry? Also look into their competitor’s sites to better understand the obstacles they face. Researching this information before making a contact with your lead will give you a more informed position and better chances to close a deal.

Use various kinds of content

Curata tells us that 15.74% of businesses agree content marketing is an efficient method of generating leads. There are many forms of content that you can use to draw in and nurture potential customers. You have to recognize what content fits a buyer at different stages in the buyer’s journey. Here are some helpful options: Blog posts – According to Choose Impulse, companies that blog generate 70% more leads than companies that don’t. It’s a good idea to start a blog for your company and use it to share relevant content about your industry or related concerns. White Papers or Ebooks – Long form content is helpful for educating prospects and especially suitable for analytical minds. A white paper is a technical document that covers your company, your product, and the benefits in detail. It’s written to answer common questions that prospects are likely to ask. Ebooks are less technical and cover different industry topics. Both serve to boost your brand’s credibility and position you as an authority. Case studies – Most telemedicine sales leads want some evidence that your service or product does what you claim. Offering a case study is a great way to provide some proof. Make sure the case study highlights the customer’s experience from start to finish. What problems did they have before looking for a solution? How did their problem go away? Don’t forget to include measurable numbers to show what happened. For example, you can say you tripled their traffic within 1 month of applying your solution. Use testimonials – According to Social Media Today, customer endorsements are 89% effective in content marketing. Positive feedback from your existing customers increases prospect trust and makes them less skeptical of your solution and more likely to purchase. But be careful of coming up with fake testimonials as it can negatively impact perception of your brand.

Use automated emails

Research by the Content Marketing Institute tells us email is one of the most effective ways to distribute content. Ask your prospects to sign up for your newsletter to get access to a free Ebook or other valuable content. You can then put each prospect into a different category depending on where they are in the buyer’s journey and target them with strategic content every week. Make sure to use mostly educational content and beware of self-promoting. Nurturing your telemedicine sales leads without bombarding them with sales messages will improve the chances of them becoming customers.

The Final Word

Using educational content that’s engaging and tailoring your content to meet the needs of your prospects is one component of a bigger strategy known as Inbound Marketing. Your Telemedicine company can apply Inbound methods to generate more site visitors and get pre-qualified leads. Doing this on your own can seem like too large of a task though. That’s why at Responsify, we partner with your Telemedicine firm’s marketing department to offer strategy, support, and help carrying out all these tasks. By working together, we help marketers purposefully attract visitors to your site, convert them to leads, and help them become happy customers. We’ve helped numerous sales professionals accomplish their goals and accelerate their sales cycles. Contact us today for a free strategy session and we’ll help you go over your assets and see where you can improve and get started in the right direction.