How Should You Pursue the Leads After a Healthcare Event?

 

 

 

"People don't care how much you know until they know how much you care."

— Theodore Roosevelt.

Today’s article centers on the above concept. A successful collaboration is essentially the sum of all efforts—networking, generating leads, follow-up on all leads, and establishing a retainer approach with every lead. What most people overlook in the process is ‘the when to approach’’ - timing is everything. Among the best practices to pursue leads after a healthcare event, two methods that stand out are the timing and the simplicity of the approach. Now that you are back from the healthcare event, schedule the follow-up on all leads strategically to ensure a successful conversion. 

 

The Top 10 Answers to How Should You Pursue The Leads After a Healthcare Event

Attending the conference was perhaps a high-maintenance marketing strategy for your healthcare idea/devices/tools/ apps/services or whatever you were rooting for. You or your medico-marketing team spent substantial time and money on networking and gathering credentials from potential leads. If you do not set up a strategy for lead generation in healthcare once you’re back, remember, the whole plan may fall flat. 

 

A well-planned and meticulously executed master plan for follow-up on all leads marks the line between losing a prospect and gaining a client. Here are the best FOLLOW-UP practices for lead generation in healthcare, from healthcare professionals with a clinical and entrepreneurial background. 

Make a Social Media Statement

Remember to update your social media status and share photographs, videos, and links from the healthcare event on your social media channels. A great way to start the process of lead generation for healthcare is by ‘live micro-blogging. Find more about it HERE. Apart from that, be a ‘voluntary event summariser’—trust us, healthcare event organizers love such initiatives.

You can also do the following:

• Inform your network about the event's highlights and insights.

• Plan 2-3 posts about the event on your social media channels.

• Use event-specific hashtags to boost reach and interaction.

• Create unique thank you posts for people you've met, tagging them whenever applicable.

• Actively participate in conversations by answering questions, making comments on posts, and voicing opinions.

 

 

Comment on Conference News Stories

Conference organizers, managers, and keynote speakers always post updates, photos, summaries, and takeaways soon after the event. Many attendees will post their reflections too. This could be a good start to the best way to follow up leads. 

• Search for keywords/hashtags related to the conference topic on social media.

• Add smart comments to the summaries. Share your thoughts and experiences.

• Participate in ongoing conference-related discussions in relevant groups or forums.

• If you find interesting articles, tools, or presentations linked to the conference subjects, please share them with your network.

 

 

Group the Leads

Build a lead follow-up sheet. More specifically, a lead follow-up Excel template works just fine. 

Lead segmentation makes it easier for teams to coordinate.

Consider grouping contacts based on the medical sector, services offered, requirements, market monetary condition, and purchase readiness.

 

Use opt-in forms to collect important business information, but keep them brief with specific questions or drop-down menus. Be prompt with communications as soon as you receive the submitted forms. 

 

 

Tap on Omnichannel Communication

The world today is running on multichannel communication—there are too many ways to pursue leads after a healthcare event. To help you with the best communication channels:

• Social media direct messaging

• Emails

• Postal mails

• SMS

• Online opt-in forms

• Website contact forms

• Internet messaging portals

 

Bulk emails rarely work. One-on-one emails that explain why you are contacting them with relevant giveaways will stand out. Studies have also shown that text messages increase conversions by 112.6% over typical communication channels. Providing options in communication methods prevents the leads from being inundated with phone calls or emails. Show concern for their convenience - allow them to select a preferred approach, such as a simple drop-down choice or an open-ended query regarding their requirements. 

Trash Sales Pitches - Build a Customer, not a Buyer

This needs homework and preparation before the follow-up new leads. Remember that follow-up in leads is the second point of contact with them, so you have to initiate a genuine interest from your client. Research each lead and reference based on how they discovered you at the event, what the conversation was like then, and how to facilitate relevant, productive conversations.

The best way to follow up leads is to prioritize the client's business needs and how you can add value and help them grow their business. It is NOT about promoting your product's features. 

 

The world today is running on multichannel communication—there are too many ways to pursue leads after a healthcare event. To help you with the best communication channels:

• Social media direct messaging

• Emails

• Postal mails

• SMS

• Online opt-in forms

• Website contact forms

• Internet messaging portals

 

Bulk emails rarely work. One-on-one emails that explain why you are contacting them with relevant giveaways will stand out. Studies have also shown that text messages increase conversions by 112.6% over typical communication channels. Providing options in communication methods prevents the leads from being inundated with phone calls or emails. Show concern for their convenience - allow them to select a preferred approach, such as a simple drop-down choice or an open-ended query regarding their requirements. 

Trash Sales Pitches - Build a Customer, not a Buyer

This needs homework and preparation before the follow-up new leads. Remember that follow-up in leads is the second point of contact with them, so you have to initiate a genuine interest from your client. Research each lead and reference based on how they discovered you at the event, what the conversation was like then, and how to facilitate relevant, productive conversations.

The best way to follow up leads is to prioritize the client's business needs and how you can add value and help them grow their business. It is NOT about promoting your product's features. 

 

 

Share Personalized Content

Share relevant blogs, white papers, press releases, corporate updates, customer feedback, how-to videos, tutorials, case studies, and your firm's app. Include links in your email signature for easy access, thereby improving lead confidence and understanding.

 

 

Share Personalized Content

Share relevant blogs, white papers, press releases, corporate updates, customer feedback, how-to videos, tutorials, case studies, and your firm's app. Include links in your email signature for easy access, thereby improving lead confidence and understanding.

Moving on to the emailers. Use notes and survey replies to identify common ground for tailored emails. Research to ensure that your approach fulfills their expectations. Follow the inbound sales technique by addressing their inquiries and pain issues while helping them weigh solutions. 

Before converting leads, build relationships by solving certain unique problems for the lead. In healthcare, this could have something to do with patient engagement, webinar marketing, hosting courses, data analytics, customizing recruitment, etc. 

 

 

Be Prompt with Follow-ups

The best period to pursue leads after a healthcare event is within a week. Do not be too pushy by reaching out the very next day, nor too sloppy by approaching the next month. 

• CRM software or in-house lead management tools help schedule follow-up reminders for every lead. 

• Track email openings and answers to ensure prompt follow-up.

• Automated workflows for initial follow-up emails save energy for personalization later in the process.

• Have key talking points ready; you can quickly address their initial queries or questions immediately.

 

 

Track, Analyze, and Be Consistent

In the case of medico-marketing and healthcare management, CRM tools and specific points of contact who are well-versed in the brand offerings should monitor the analytics. Tracking helps you understand which insight which mails/approach techniques are effective and what needs a makeover. It helps you understand engagement levels and ROI from various activities.

 

 

Schedule Meetings between the CXOs

If all of the above 8 points have been smoothly streamlined and successful, you get to schedule the meeting. In healthcare, we’ve noticed that CXO employees prefer to directly get in touch. Perhaps it is the unique, people-specific characteristics of the field that make it critical to meet the man behind the show. 

Healthcare professionals working in the corporate and business aspects of the industry often forfeit their authority to make final decisions on purchasing medical services and products. They prefer to be a part of a broader purchasing team, influencing decision-making as advocates only. The ultimate purchasing choices are made by core business guys.

 

 

Rebuttal

Reviews and rebuttals are important to set guidelines on the best way to follow up leads in healthcare. Track the frequency of successful versus unsuccessful attempts to reach leads. Use this data to refine your contact strategy. Use emotional and behavioral data to refine how you allocate leads to your sales team and in-house healthcare professionals and to validate the proposals. Look for referrals or contacts within the community to back up your pitches. 

 

 

How Should You Pursue The Leads - Support From Anastomos

Anastomos is India’s first healthcare providers' network, exclusively for the career growth of healthcare professionals and firms. We support the ideas on how should you pursue the leads through 3 of our unique features. 

The In-And-Around: a platform to explore, market, and manage healthcare events. Our team of experts (mostly healthcare professionals) assists with the processes of attending, managing, and marketing large healthcare events to a specific audience.  We help conference hosts engage and monitor their attendees, and we help professionals find the right event for them.

Pin-Up: a platform to post event updates with photos, brochures, and videos. It stands out from other professional social media handles because your posts run only with a closed niche of healthcare experts in the clinical, management, and business sectors. Directory & Messaging: a platform for both pre and post-conference networking, building relationships with retainer clients, and strategizing. 

Are you looking to follow up on all the leads from the last healthcare event?

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