Everyone knows that rehabilitation medical practice sales are all about relationships -- and good leads are the seeds for great relationships.
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To dominate in sales to rehabilitation medical practices, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
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Why Lead Lists Drive B2B Sales
Consumer advertising strategies usually aren't effective when selling to rehabilitation medical practices. You can spend a small fortune on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to rehabilitation medical practices, the ability to focus sales and marketing efforts on specific types of leads is essential.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of rehabilitation medical practice lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
When to Change Lead List Providers
Good lead list vendors stake their reputations on the quality of their products. A single lapse can bog down the sales process, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new rehabilitation medical practices in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. One of the lead list providers we recommend to our partners is Experian Business Services. Experian delivers first-rate rehabilitation medical practice leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
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