When thoroughly executed, family and general practice physician group sales prospecting takes time and energy.
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To begin with, most family and general practices physician groups are extremely discriminating in their purchasing decisions. Clear messaging is a necessity in this industry, but even that may not be enough unless you have a good database of prospects to call on.
Using Lead Lists to Sell to Family & General Practices Physician Groups
Compared to businesses in other industries, family and general practices physician groups expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to proactively educate them about product offerings.
Lead lists enable selling success because they are targeted compilations of updated leads that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
Sorting & Filtering Leads
Top tier lead list providers give their clients the ability to sort and filter leads. The goal isn't to accumulate as many family and general practice physician group leads as possible. Instead, you want to concentrate your selling efforts on the companies that are most likely to buy your products -- and that's exactly what a good lead list vendor will give you. For example, Experian, a recognized name in lead and prospecting databases, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
Collaborative Uses for Mailing Lists
If you limit the use of family and general practice physician group lead lists to direct mail and cold calling, you're handicapping the return on your investment. A quality lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
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