登录查看更多内容

What is the best way to follow up with hospitals in a sales cycle?

由人工智能和领英社区提供技术支持

As a medical sales professional, you know how challenging it can be to sell to hospitals. Hospitals have complex decision-making processes, long sales cycles, and multiple stakeholders to influence. How can you follow up with them effectively and move them closer to a purchase? Here are some tips to help you succeed in the hospital sales cycle.

此文章中的业界达人

由社区从 6 条内容中精选。了解更多

Mohammad Mazinani

Life Sciences Student | Interested in Rare Diseases and Genetic Disorders
Pierre Filion ?? B.A.A

Gestionnaire de Comptes-Spécialités - Specialty Account Manager / Ethypharm
Aryah Vaibhhav Mahajan

Social Entrepreneur I Manufacturer of Cloth Bags by Women | Helping Doctors Grow their practice organically | Goldman…

1 Understand the hospital's needs

The first step to follow up with hospitals is to understand their needs and pain points. You need to do your research, ask relevant questions, and listen to their feedback. You also need to identify who are the key decision-makers, influencers, and gatekeepers in the hospital, and how they are involved in the buying process. By understanding the hospital's needs, you can tailor your follow-up messages and actions to address their specific challenges and goals.

添加您的观点

Mohammad Mazinani

Life Sciences Student | Interested in Rare Diseases and Genetic Disorders
举报内容
The best way to follow up with hospitals in a sales cycle is to be persistent but not pushy, provide value-driven communication, personalize your approach, and maintain regular and timely contact. Building a strong relationship with key decision-makers and understanding their needs can also be helpful in the follow-up process.

已翻译

赞
Pierre Filion ?? B.A.A

Gestionnaire de Comptes-Spécialités - Specialty Account Manager / Ethypharm
举报内容
La meilleure fa?on de faire un suivi auprès des h?pitaux dans un cycle de vente est d’être persévérant mais pas insistant, de fournir une communication axée sur la valeur, de personnaliser votre approche et de maintenir un contact régulier et opportun. L’établissement d’une relation solide avec les principaux décideurs et la compréhension de leurs besoins peuvent également être utiles dans le processus de suivi.

已翻译

赞
Aryah Vaibhhav Mahajan

Social Entrepreneur I Manufacturer of Cloth Bags by Women | Helping Doctors Grow their practice organically | Goldman Sachs Global Growth Fellow & 10K Women | UN Women Industry Disruptor | Incubated with IIM Bangalore
举报内容
Understanding the hospital's needs is the first step to effective follow-up in a sales cycle. As a healthcare marketing expert, I can't stress enough the importance of tailoring your approach to the specific needs and pain points of each hospital. This requires a deep understanding of the healthcare industry and the unique challenges each hospital faces. By providing value and education, and building trust and rapport, you position yourself as a solution provider rather than just a salesperson. This patient-centric approach is key to successful hospital sales.

已翻译

赞

2 Provide value and education

The second step to follow up with hospitals is to provide value and education. You need to demonstrate how your product or service can solve their problems, improve their outcomes, and save them money or time. You also need to educate them on the features, benefits, and evidence of your solution, and how it compares to the alternatives. You can provide value and education by sending them relevant content, case studies, testimonials, or demos, or by inviting them to webinars, events, or trainings.

添加您的观点

3 Build trust and rapport

The third step to follow up with hospitals is to build trust and rapport. You need to establish yourself as a credible, reliable, and helpful partner, not just a salesperson. You need to communicate clearly, consistently, and professionally, and follow through on your promises. You also need to show interest, empathy, and respect, and acknowledge their concerns and objections. You can build trust and rapport by calling, emailing, or texting them regularly, or by meeting them in person or online.

添加您的观点

Aryah Vaibhhav Mahajan

Social Entrepreneur I Manufacturer of Cloth Bags by Women | Helping Doctors Grow their practice organically | Goldman Sachs Global Growth Fellow & 10K Women | UN Women Industry Disruptor | Incubated with IIM Bangalore
举报内容
Building trust and rapport with hospitals is a critical step in the sales cycle. It's not just about selling a product or service, but about understanding the unique needs and challenges of each hospital and offering solutions that add value. This requires a deep knowledge of the healthcare industry, a patient-centric approach, and the ability to communicate effectively. It's also important to align with the hospital's timeline and budget, and to be persistent in following up until you close the deal.

已翻译

赞

4 Align with their timeline and budget

The fourth step to follow up with hospitals is to align with their timeline and budget. You need to understand when and how they plan to make a purchase decision, and what are the factors that influence it. You also need to know what their budget is, and how they allocate it. You need to align your proposal, pricing, and terms with their expectations and constraints. You also need to anticipate and overcome any potential delays, risks, or barriers that might stall the sales cycle.

添加您的观点

Aryah Vaibhhav Mahajan

Social Entrepreneur I Manufacturer of Cloth Bags by Women | Helping Doctors Grow their practice organically | Goldman Sachs Global Growth Fellow & 10K Women | UN Women Industry Disruptor | Incubated with IIM Bangalore
举报内容
Understanding a hospital's timeline and budget is crucial in the sales cycle. From my experience in healthcare marketing, I've found that aligning your proposal to their constraints not only builds trust but also demonstrates your commitment to their needs. It's also important to anticipate potential barriers and have strategies in place to overcome them, as this can significantly expedite the sales process.

已翻译

赞

5 Ask for commitment and feedback

The fifth step to follow up with hospitals is to ask for commitment and feedback. You need to move them from interest to action, and from action to closure. You need to ask for their agreement, approval, or signature at each stage of the sales cycle, and confirm their next steps. You also need to ask for their feedback, opinions, or suggestions on how to improve your offer, service, or relationship. You need to show that you value their input, and that you are eager to close the deal.

添加您的观点

Aryah Vaibhhav Mahajan

Social Entrepreneur I Manufacturer of Cloth Bags by Women | Helping Doctors Grow their practice organically | Goldman Sachs Global Growth Fellow & 10K Women | UN Women Industry Disruptor | Incubated with IIM Bangalore
举报内容
In my experience, the step of asking for commitment and feedback is crucial in the hospital sales cycle. It's not just about closing the deal, but also about building a long-term relationship. Feedback can provide valuable insights for improving your service or offer. Moreover, showing that you value their input can strengthen the relationship and foster trust, which is essential in the healthcare sector.

已翻译

赞

6 Follow up until you close

The sixth and final step to follow up with hospitals is to follow up until you close. You need to maintain contact and momentum until you finalize the contract, deliver the product or service, and ensure customer satisfaction. You need to avoid complacency, overconfidence, or negligence, and address any issues or concerns that might arise. You also need to celebrate your success, thank them for their business, and ask for referrals or testimonials.

添加您的观点

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Medical Sales

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

What is the best way to follow up with hospitals in a sales cycle?

1

2

3

4

5

6

7

1 Understand the hospital's needs

2 Provide value and education

3 Build trust and rapport

4 Align with their timeline and budget

5 Ask for commitment and feedback

6 Follow up until you close

7 Here’s what else to consider

Medical Sales

给文章评分

感谢您的反馈

更多Medical Sales相关文章

更多相关阅读内容