Sales organizations that work with the healthcare industry can benefit from outbound telemarketing services.
The pandemic undoubtedly disrupted the healthcare sector as it did for most industries. Providers, patients, and sales teams alike had to adapt quickly. In-office appointments for sales reps came to a halt, as did most travel within their territories. Telehealth appointments for patients skyrocketed, and we saw enhanced safety measures for in-office appointments. Business needed to go on, and outbound telemarketing services for the healthcare industry helped facilitate just that…. keeping business moving forward.
Sales organizations that work with the healthcare industry can benefit from outbound telemarketing services in several ways. Revenue increases, more deals close, and new business opportunities are common with a telemarketing partner. The entire healthcare industry, including payers, pharma, small providers, laboratories, and anything in between, have the opportunity to work with an outbound telemarketing provider.
A Prescription for Success
Here are some ways the healthcare industry is using outbound telemarketing:
1. Appointment setting
Generating qualified leads and setting appointments requires prospecting. How many salespeople like to prospect? Not many, if any whatsoever, but it’s a necessary part of reaching sales quotas.
The healthcare industry uses outbound telemarketing services to set appointments to help create opportunities for their teams. Well qualified and quality appointments set with decision-makers are crucial to driving revenue. Equally as important as quality, a consistent volume of leads filling a pipeline allows an internal sales team to stay focused on what they are good at — closing deals.
2. Upselling
The healthcare industry uses outbound telemarketing services to call existing customers and offer additional solutions. Upselling to current customers has proven to be a productive and efficient way to increase the account and order size because an existing customer is the best prospect.
Partnering with external outsourcing allows internal teams to maintain their existing book of business, prospecting, and other organizational priorities.
3. Engaging with lapsed customers
How many customers do you have that no longer purchase your products or services? Chances are a fair amount. This group of customers used to be loyal — why did they leave, and how has that impacted revenue? Outbound telemarketing services can help reengage with this group.
4. Prospecting
Prospecting with telemarketing services is a great way to grow your customer base. It takes the right person and the proper training to make calls, get through the gatekeeper to the decision-maker, identify a potential opportunity, and handle rejections. Not only is prospecting tedious, but it also requires a tough individual.
5. Data cleansing and verification
Another way the healthcare industry uses outbound telemarketing services is for data cleansing. An outsourcing partner will reach out to customers and update outdated information. The benefit of updated demographic information is sizeable.
Incorrect customer information impacts all business areas and is a time-consuming activity that can easily be outsourced.
6. Membership Outreach
Memberships play a pivotal role throughout many industries but are arguably more important in the healthcare industry. A solid membership base enables healthcare organizations to advocate for the needs of their members.
Outbound telemarketing service providers are ideal for facilitating these communications, from time-sensitive updates about industry changes to membership renewals.
7. Unmanaged or understaffed territories
Given the workforce dynamics today, placing additional work on current team members to manage open territories while finding the right staff is too much. Poor hiring decisions can be equally as challenging as employee turnover is imminent.
Employees are your greatest asset. Don’t overload them with tasks that may lead them to burnout. An outsource telemarketing partner can help manage or support territories while finding new staff.
Augment your team with outbound telemarketing services in 2021 and keep your internal sales team’s morale high. They will love the opportunity to focus more time and attention on their larger accounts, having their while being more selective on the prospects that they spend their time cultivating.
Ryan Apodac is an Operations Manager for Telepromm. Ryan has spent more than 15 years in sales and uses his background to help his clients succeed. Ryan is eager to win and uses data to develop insights that he applies to improve his teams’ performance. Ryan loves to celebrate success, works hard at tackling any challenges that come his way, and is passionate about providing outstanding service to his clients. Ryan can be reached at [email protected] or 516-656-5127.
