The medtech sector is hotter than ever. From diagnostic sensors and wearables to life-saving devices and smart technologies, there’s a vast array of innovative solutions coming to market.
But, breaking through a healthcare buyer’s busy day to generate interest in new medtech products and services can be challenging.
10:1 or greater ROI for healthcare calling campaigns
Professional outbound calling can fast-track a medtech company’s lead generation and inside sales efforts. It complements other activities, such as a robust website, content marketing, events and email marketing. The call center team operates as an extension of your internal sales force. Trained healthcare callers handle early-funnel essentials like prospecting, qualification, intel gathering and lead nurturing, which frees the in-house team for value-added activities like closing.
The proof is in the metrics. Volkart May campaigns routinely produce 10:1 or greater ROI for our medtech clients—even on their very first campaign. It’s a sound investment that improves brand awareness, identifies and nurtures prospects and keeps your sales pipeline filled.
Calling is particularly worthwhile in healthcare because medical facilities answer the phone. While it may not be the primary decision-maker on the first outreach, that’s part of the value that outbound calling delivers: navigating phone trees and gatekeepers to reach the ultimate buyer.
6 outbound calling efforts to enhance medtech sales
Whether the experienced healthcare business development team at Volkart May makes calls on behalf of a medtech brand, or your own inside sales force does the dialing, lead generation makes a positive impact in the healthcare space.
Here are six ways you can use outbound calling to enhance your medtech sales efforts.
1. Research your target market
Outbound calling delivers immediate, tangible marketing insights. Every call produces valuable information, from accurate decision-maker names and titles to new opt-in email addresses to key details on the your target customers’ buying cycles, budgets and current challenges.
Best of all, it only takes a day or two of calling before you can see trends in the data. Then, you can act quickly to revise your message, add call volume or update your offer.
Here are a few of the medtech-specific questions we’ve asked recently:
- How many medical records do you process every week?
- What is your biggest challenge with engaging patients?
- How do you handle your medical receivables?
- How old is your current equipment?
- What is your timeframe and budget for purchase?
- What disease states can be studied using your systems?
- What type of oncology testing do you offer?
- How are you tracking downstream ROI from your patient engagement efforts?
2. Create awareness
With the long sales cycles typical of medtech, early outreach is essential. Studies show it can take six or more connection points before your target audience starts to recognize and react to your messages.
Outbound calling provides a much stronger touchpoint than other methods, helping to shorten your sales cycle and build momentum with healthcare organizations. Even if your call results in a voicemail, you’ve created one more touchpoint that keeps your company top of mind.
3. Keep your database current
Nothing wastes time and money like an inaccurate list. Purchased lists often contain only generic information, like facility name, main phone number and address, which limits your reach. Existing business data decays quickly, making updates for names, titles, phone numbers and email addresses a top priority.
Outbound calling can quickly gather or confirm key information—often without speaking to a decision-maker. These updates can occur during a lead generation or awareness-building call for maximum efficiency.
4. Generate leads
Too often, internal sales teams (or companies short on resources) overlook the need for regular sales prospecting. Outbound calling keeps the sales pipeline filled with qualified buyers and engaged prospects. An experienced healthcare lead generation firm like Volkart May can even book sales-ready appointments directly on reps’ calendars.
Calling is particularly effective in healthcare, where busy clinicians, administrative and IT staff can be notoriously hard to reach. Consistent lead generation calling becomes even more powerful when combined with a digital marketing campaign.
5. Build relationships
Complicated medtech sales are rarely “one and done” in a single call or appointment. That means relationships matter. And when it comes to establishing a connection and building rapport, nothing tops the power of one-to-one, human conversation. A warm and professional call from a representative who understands healthcare can convey far more than a series of online clicks about your medtech brand, your solution and your niche in the market.
6. Scale quickly
Medtech’s rapid growth can often outpace company infrastructure, especially at startups. Using an outsourced calling partner lets you accelerate lead generation and sales efforts without the time and energy of hiring, training and managing an in-house team. Even established medtech organizations benefit from this approach, particularly when testing out a new value proposition, expanding to a new market segment or launching a new product.
Proven results to overcome the skeptics
Never tried outbound calling before? Skeptical about working with an outsourced provider?
When medical device manufacturers, diagnostic test makers, pharmacies, laboratories and other healthcare companies reach out to us, all have the same question on their minds: Does outbound lead generation calling work?
Our answer, of course, is a resounding “Yes!”
At Volkart May, we’ve built a business connecting leading brands with their ideal customers.
- We speak healthcare fluently.
- Our professional callers know how to engage busy medtech buyers.
- We bring more than 30 years’ experience to the space.
We’d love to support your medtech sales. Schedule a conversation to discuss your goals, or learn more about our medtech practice, proven process and past customer results at our website.
About Volkart May
Volkart May is a people-focused contact center that specializes in helping companies connect with conversation. From generating leads to driving sales to uncovering breakthrough insights, we believe there’s nothing more powerful, engaging and valuable than one-to-one human conversation. We are a women-owned business and proud Medical Alley member, located in Plymouth, Minnesota.
