Organize Medical Leads According To Different EMR Concerns

Generating medical leads isn’t just about product promotion in order to attract interest. It should also be about discovering a potential customer’s needs and what they’d normally expect out of an EMR system. What’s challenging is that you have to do this without arousing suspicion or resistance. This event will most likely happen when you’re capable of tailoring an EMR system for medical institutions of all sizes ranging from small private practices to entire hospitals. It’s just a matter of organizing your prospects according to their concerns and what specific solutions you can prescribe to them.

These concerns can be divided into two concepts: affordability and application.

• Affordability – You should never ignore a prospect’s budget when you’re qualifying business leads. Some private doctors are often skeptical of EMR because of the costs it would take to implement it and maintain it in order for it to stay useful. Hospitals on the other hand, tend to manage them a little easier. In either case though, you need to offer a solution that makes a right fit with their budget (and again, not just in terms of implementation costs). For private practice, you might want to offer cheaper software and advise your prospect on easy but acceptable practices to keep those costs down. Hospitals on the other hand should know every single detail of such costs. Your sales should be ready to explain the reasons behind the price tag and stay open to negotiation.

• Application – Another issue with EMR is meaningful use. The issue seems prevalent in both hospitals and private practices with both under pressure by governments to achieve it. Unfortunately, there are a lot of things that such pressure can’t teach to your potential emr leads. All of them need to know just how an EMR system can help run the place more smoothly and your sales team should be informed of such expectations. And seeing as how you’re likely to prescribe a different solution to each one, then it’s only fitting that you educate each one differently from the other. Try to demonstrate your software solution in relation to your prospect’s respective field. Don’t hesitate to go beyond the specifications either. If you’re confident that you have a better idea, then discuss with it them.

Helping your sales team prepare for your software appointments is part of what lead generation is about. Sure some sales representatives would insist that they’d rather wing it but they shouldn’t pursue without even at least a basic understanding of what a prospect needs. The following lists just some of the mistakes that could result from a lack of preparedness:

• Offering an expensive solution – They could end up preparing a proposal that could be way beyond a prospect’s budget. On the other hand, they would’ve readied a different presentation had they known that the prospect was a private practice.

• Offering an inefficient solution – Insufficient knowledge of a prospect’s field will result in a solution that doesn’t easily adapt to their demands. Features remain unused. Costs rise up from improper usage. The loss of meaningful use incentives could have a devastating effect on their finances.

These are just some of the consequences of not organizing leads according to different kinds of EMR concerns. It leaves sales (and even sales leads) in the dark about what kind of solution to propose and could result in rough sailing throughout the end of the sales process (and beyond).

Medical Leads – Learn From Your Prospects So That They Can Learn From You

Of the many fields that have expressed much hesitation towards IT integration, health care is a usual dissenter. Despite encouragement in the form of stimulus money and federal agencies demanding compliance, many hospitals and medical institutions only accept the changes half-heartedly. They have yet to really appreciate the benefits of new technology such as EMR systems and how they streamline and manage their records.

As such, those who are tasked with providing and implementing this software should do everything they can in order to educate them on its advantages. Otherwise, they’ll just be wasting money (and in some cases, people actually say it’s tax money). However, the tricky part is knowing exactly what to teach them about your medical technology and how it’s worth the money they’re spending. That way, they in turn can say the same to other dissidents.

This is where lead generation services come in. The value of software leads is not just in the opportunity to make a sale. It’s the information itself and what it can tell you about the prospect. And if you’re familiar with your prospects, you’ll have a better idea of what to teach them.

You see, a common mistake in the lead generation process is overloading potential clients with too much information. They might find some of it useful and relevant to their own circumstances. But if it’s heavily mired in useless data and features they don’t care for, they’ll be too overwhelmed to fully appreciate your offer.

One thing that today’s businesses now keep in mind is that a sale is no good if it didn’t provide a service. Simply put, you don’t just sell. You serve. That’s the challenge and acts as the counterpart to medical institutions who buy but don’t really use what they bought. For your products (and of course, your business) to truly realize their value, you need to learn more about what they can give to the world.

Hence, it’s important for prospects to learn about what your technology is supposed to help them do. And before that, you need to learn more about how they do things so you can show exactly how your products can make it all better. It’s not enough for governments to step in, pump in some monetary incentives, and establish laws that push for implementation. Counting on that will only increase the political bitterness that often follows such actions. If anything, learning about your prospects can make things easier when they feel like they’re being bullied by the ruling powers that be. After all, they’re being forced to implement and integrate something that they have no utter clue about. With the knowledge you have on them from qualified leads, you can ease their frustrations by showing them how your technology can actually help and why they’re being pushed.

The good thing about lead generation is that it’s not just an acquisition of information. It’s an exchange of it. It’s a process that brings companies together so they can learn from one another. Institutions have needs (just like individual patients) but they don’t know how to address them. Meanwhile, providers have that knowledge but they don’t know where it is needed. Use lead generation as a means for both parties to learn from another and complete what’s missing.