Lead Generation Facts – A Brief Recap on Direct/Indirect Marketing Performance

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Marketing products and services fall under two distinct categories: direct and indirect. Indirect marketing refers to strategies that aim to establish field expertise and use their following to generate sales.  Direct marketing involves any marketing strategy that defines a target demographic and generates sales with each attempt.

So have the two different styles progressed in the past few years? Below are several reports detailing the rise and fall of certain marketing channels and how it brings us to where B2B marketing is today.

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Is the BI Tech Gold Rush also for Vendors?

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Today you can say there’s a gold rush among data tech vendors. Online and internet marketers are competing like crazy with your tech being part of the new arms race.

But is using the same technology yourself really a guarantee that you’ll stay ahead of all of them?

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Medical Software Appointment Setting – Common Grounds

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B2B appointment setting has been both a means of marketing and a means of communication between two businesses. That communication is important for establishing common grounds between the two. Is that importance, however, only limited to appointment setting itself? What else is there to finding common grounds other than getting prospects to meet and sign? For medical software vendors, it means more than that.

Appointment Setting Creates A Single Space For Two Different Fields

While medical software caters to the needs to the greater industry of healthcare, there are many times when business relationships are strained between the two fields. Many vendors find their appointment setting campaigns obstructed by those skeptical of how information technology improves patient care.

Likewise, the vendors in turn are losing faith in their own appointment setting strategies and even doubt the medical software leads that are qualified because prospects remain ignorant of the benefits and cannot understand how their technical concerns are also relevant.

Regardless, it is all the more reason for those medical appointment setting strategies to improve and really set the common grounds necessary to bring down those barriers.

  • Start with technical blocks to communication – The appointment setting process, like many things, starts small. More specifically, your first concern should be how you can make your business easier to communicate as a whole. Do not wait for prospects fix them up for you and be persistent with establishing that connection, regardless of medium and regardless of how little information they first give.

Related Content: Appointment Setting Tips – Shadows Can Be Chased

  • Use the conversation to get basic ideas – Once the connection has been established, the next phase of your appointment setting process is to fill out and expand basic information. What does your prospect want on their screen when they record patient data? How fast and secured do they want this information delivered? Do not neglect other basics like budget and authority appointment setting is more than that.
  • Use basic ideas and tie them with technical concerns – You do not necessarily have to school your prospect when things are still too early for the process of medical software appointment setting. However, start with what immediately connects between the goals they desire and the technical features that would enable it.

While it remains important to make sure your appointment setting process sets the proper dates, prevents clashes, and keep prospects comfortable as they wait, you should not neglect any opportunity for that last measure. The appointment setting process is your first step to making the connections between your technical concerns and the healthcare concerns of your prospect professionals.

Related Content: Appointment Setting Tips – Do Not Cram Prospects Like Sardines!

Reviewing each of the steps, you will also notice why some software lead generation & appointment setting campaigns still have few flaws that need fixing. But just like software, you need to fix them fast or else you will never be able to use your qualified business software leads to tie in with the technical concerns you wish prospects to understand. It has always been means of establishing common ground!

Software Leads Are Qualified With Not Just Conversations

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Some people think that it is the calls or emails that make the software leads. A more accurate way of putting it is that the call makes up the bulk of those leads. There are still a few steps taken after the conversation before your software leads are officially considered qualified. More than that, you will need more than just tools and marketing agents to finish the whole process.

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Keep Your Software Leads At A Manageable Level

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You will find many sources that tell you all about how to quickly generate software leads for your company or how to maximize your exposure to prospects towards that end. What you will find in lesser degree is advice on managing the results of your lead generation campaign. This not only includes software leads but also the formal appointments being made and the projects that result from closing deals.

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More Software Leads Means More Demands

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A high amount of software leads is often the ideal for many software vendors but like all ideals, it is imperfect. Do not forget that while software leads represent opportunities to close a deal and come out with essentially more money for your business, they are also challenges at the same time. Challenges can help your business grow but not if it takes too much out of you. That is why limits are still necessary.

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Appointment Setting Tips – Manage Prospect Education

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Educating prospects with the appointment setting process accomplishes two important things. One is they inform the prospect’s buying decision. The other is helping them understand how to properly use what they are acquiring. With the complications surrounding any B2B transaction, this helps both you and your prospects maintain focus both prior to appointment setting as well as whatever comes after should you close.

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Recycling Software Leads – Added Benefits

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Software leads are often recycled for only the single benefit of finding new customers. Yet while that remains to be true, companies in the software industry should know very well that recycling and refreshing any form of data comes with other benefits. Just because the data in software leads may not be the complete equivalent of either code or hardware does not mean data-saving concepts do not apply at all to the process.

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Software Leads Should Always Indicate Compatibility

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Software leads for complicated technologies like HR systems have surprisingly simple counterparts in consumer software. Whereas consumers consult the specifications of their own hardware before buying, software leads are simply the larger version of that and it just becomes more important to share that information between B2B seller and buyer.

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Finding Software Leads With Other Business Processes

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There are other sources of software leads besides the main channel utilized by your lead generation campaign. And even if these do not create software leads outright, they can still provide information that supports the lead generation process. One of the most popular examples is customer service. The way it has been used can stand as a model for how other business processes can be geared towards getting more prospect information.

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