subject: Similarities Between Medical Software Leads And Other B2b Leads [print this page] There are people who say that, despite admitting the effectiveness of telemarketing in the B2B sector, it is the very business nature of the method which make seem unsuitable for 'marketing' medical software. Granted such software (or any product that heavily deals with the quality of health) has more value beyond that of simply monetary. It's easy to see how unbecoming and unprofessional to treat it like it's something to be hawked.
However, you'd be surprised at the similarity between medical leads for software and leads for other B2B products.
First off, let's review some of the methods used in generating these leads. Companies engaged in generating business leads often suggest things like email marketing, telemarketing, list-buying etc. Even you are probably aware of these things.
Now let's have telemarketing as our chosen example. Professional telemarketers in the industry have very strict rules when analyzing the data they've obtained and qualifying the lists they are given (or they themselves created). You have things like industry, appropriate time to call, name and position of a target decision maker, and even the country of a target company.
All right, time to take a step back and recall the traits which make for top-quality medical software leads. Chances are, you'll be seeing strong similarities already. What they understand as industry can easily translate into what medical professionals call a field. If you're looking to sell something as general as a system for EMR, they'll in fact target whole hospitals for you. Do you want to offer something that gives computer-assisted diagnosis for dental work? Well, they'll look for interested dentists they can set you up with (all well within the confines of your own specified schedule, of course).
Let's not also forget that while doctors and CEOs seem to have wholly different professions, they can be both very influential people and also very, very busy. As a result of the latter, they most likely leave a spam filter on at full blast. Calls to them most likely just go into voice mail or are handled by a gatekeeper.
It might take a very costly learning curve before you figure out which method (or even combination of methods) will get you in touch.
In fact, maybe that could be another similarity between the two types: the amount of effort needed to generate. Trying to gather contact data from scratch can be a lengthy and tiresome process that not even google-searching will spare you from. You need to find a way to get your lists as long as you can and as quickly as possible. You should also learn to keep yourself updated on every, single, one of them by taking note of changes and follow-ups.
This is the reason why you'll find plenty of B2B businesses outsourcing to lead generation companies when they find themselves still far too inexperienced to generate leads on their own. Whilst you might think that medical software might have a different calling from any software working in the business world, the difficulty of getting information, qualifying leads, and reaching important individuals who can make use of it is something they all have in common. Therefore, if you're still struggling with getting your product known, give telemarketing groups a shot and see how getting those leads for you isn't that much different than what they're used to.
