How to Increase Business Sales
Selling to Medical Schools
Companies that market to medical schools face internal and external barriers to success. For companies that sell to medical schools, the focused selling strategies discussed in this article can be the key to gaining a foothold in the industry.
As it turns out, medical schools play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
If selling to medical schools is your bread and butter, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Direct Marketing Strategies
Direct marketing is an effective way to sell to medical schools. The benefit of direct marketing is that it provides a cost-effective resource for reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with medical schools that can benefit from your products or services.
The challenge with direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of medical schools that produce high conversion rates.
Create a Plan
There is nothing random about effective medical school sales. The industry is filled with seasoned veterans who know their way around the marketplace.
Subsequently, leading B2B sellers know better than to leave anything to chance. Before they initiate contact with prospects, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the medical school industry will devour your sales team unless you go into it with a carefully crafted blueprint.
Role of Owners & Managers
Owners and managers are active players in selling to medical schools. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
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