How Do You Stimulate Diabetic Medical Supply Leads?

If you wanted to know how to properly shine shoes, you’d go ask a shoe shine man and if you want to know how to stimulate diabetic medical supply leads already generated into doing business with you, you’d go to someone that has success in the field.

That’s what we did.

We asked Wesley Yuhn & Media Oasis for fresh ideas to help sales people get in the door with diabetic medical supplies.

These are some of the more innovative ideas that Wesley Yuhn advanced:

1. Wesley Yuhn – Start by thinking of your “potential” customer as Your Customer – assume that you are going to make him your customer before the conversation begins and speak to him as if he is already your customer. This removes the pressure for you to convince him and let’s both of you communicate honestly.
2. Wesley Yuhn – Listen to what your customer is saying. It cannot be said often enough or loudly enough. Sales people have a tendency to talk too much and listen only to what they intend to say, missing in the process what the customer is saying completely.
3. Wesley Yuhn – Solve your customers’ problems instead of trying to talk him/her into something that is unwanted. Selling is more about finding solutions than in shoving products or services down someone’s throat.
4. Wesley Yuhn – Believe in your ability to connect with your customer in a respectful way rather than believing in a product that you think is overpriced or outmoded. You don’t need to believe in a product or service if it is not of high quality or cannot be afforded by the commoners. Some outmoded products are actually preferable for any number of reasons by some customers.
5. Wesley Yuhn – If you hear your customer say something like “We’re thinking of switching to product x. What’s your price for it?” Instead of hearing “how much is it” focus on the “thinking of switching” part of his sentence and find out why he wants to switch first.

• Wesley Yuhn – Clients do not switch products unless they are unhappy about something.
• Wesley Yuhn – If you know what is wrong with the one they are being currently used, you need to find one that solves the problem and stays as close to the price as what they are purchasing now

6. Wesley Yuhn – If your customer states that the problem is that he is not getting a high-enough kickback from the current sales person, thank him and hang up. You are in the business of making money for yourself and your company– not for giving it away. That type of customer is the most undesirable and at the first sign that you won’t give him a better discount, he’ll be on the phone to your boss spilling your guts all over the place.
7. Wesley Yuhn – Discipline yourself to allotting a certain amount of time for each call you make to the customer – whether in person or on the phone. If you take more than 20 – 25 minutes, you are taking him/her away from their own business unnecessarily. If you spend less than 20 minutes, you are not providing enough time to develop a solid business relationship. Your focus should be on understanding their problems and then solving them to the best of your abilities.

Diabetic medical supply leads are just like any other leads that you need to follow up on and as long as you do them with the customer as the first priority, you’re conversion rate will grow.

The Power of Inbound Marketing for Diabetic Medical Supply Lead Generation

The definition and parameters of “inbound marketing” has grown, diminished, twisted, tweaked, modified and stretched. 

 

As of date it includes any method of getting a visitor to click on your site, stay there, snoop around and hopefully buy something or become a healthy lead for someone. 

 

In the process of all this nonsensical defining, marketing experts have forgotten how powerful inbound marketing really is. 

 

“The trick to becoming a great marketer is to accept that not every single form of marketing is necessary for every single client,” warns Wesley Yuhn at Media Oasis. 

 

“You have to know your client, know your client’s customer buying cycles and find out where they are hanging out today.” 

 

Employing Powerful Marketing Techniques

When it comes to diabetic medical supply lead generation in a B2B environment it is going to have to target different potential customers than it would in a B2C strategy.

Yet, the process of inbound marketing is the same.

1. Categorize your target customer - If you are unsure of “who” your target customer is, you must scrutinize your current customers and find out what commonalities they share.

2. Categorize your target customer’s buying cycle- You have to market to the right person at the right time.

3. Categorize your products and services – Start with the products or services that are most popular – the ones that you really don’t have to put effort into selling – and then work down to those that have been collecting dust for more than a year.

4. Create automated campaigns that match your offerings to the customer’s buying cycle – Automated content uploads that are dispersed to your website, your social sites. That done go through emails can be set up quarter-by-quarter to give you the flexibility that you need to tweak the next quarter’s campaign.

5. Use the same strategy across all your links -from the home page to social sites to mobile and email marketing – Every campaign should be discussing, featuring and focused on the same products and services for the entire run of the campaign. Consistency is essential to building trust.

Once the process of targeting potential customers becomes second nature, crafting the content to attract those visitors becomes much more relevant.

The Right Content for the Right Lead

A good content writer must know the profile of your target audience, as it’s found that men are women tend to respond to entirely different marketing strategies.

• Identify your target by gender--Women like story content and are turned off by statistical content while men prefer “just the facts, please” and are bored with the whys and wherefores.

• Your customer is not a disease--Make sure that your content is speaking to a person rather than a disease or disorder. In medical supply marketing, often the content is addressing the disease instead of the customer’s desire or need for the product.

• Listen to your customer’s objections--Objections tell you what your customer really needs and wants in a product or service. You must write those down and find a way to fill the needs instead of focusing on “overcoming” their desire.

Inbound marketing for the purpose of lead generation is the same as cold calling in the brick-and-mortar world. Think about what you would say in a face to face contact and say that without the fluff and flutter of fancy compliments.