Sales Lead Follow-Up Best Practices For Hormone Replacement Therapy Marketing

In 2021, the global hormone replacement therapy (HRT) market was worth USD 14.17 billion and is expected to hit the figure of USD 21.49 by 2028. In the United States, as the population continues to age, HRT services are getting even more popular and in demand, which in turn also makes the industry fiercely competitive. 

To exploit the ever-increasing opportunities and stand out from the crowd you’d like to capture the attention of these prospects and generate leads. 

But, generating leads is not just enough. Rather, you need to devise a strategic and result-driven system to follow up with your sales leads. Getting leads from your hormone replacement therapy marketing might take some time. Of course, it doesn’t mean that you should let all these leads go to waste. 

Following up with leads in an effective way can reap incredible results for your hormone replacement therapy clinic.

In this post, I am sharing some of the best practices for sales lead follow-up that will ensure that your lead funnel brings more patients to your clinic. 

Let’s get started!

Build Your Dream Team of Experts To Do The Job

The first and the most important practice that you should establish to follow up with your sales leads is to build a team of professionals to do the job.

Now you must be thinking what’s the need for having a team of professional sales experts when perhaps you can do that all by yourself?.

This is the thing that many practitioners and medical experts get wrong. Though returning calls and answering emails may seem trivial tasks, when it comes to following up with leads, you need to do that within a set time window that you get. If you wait for your nurses and other medical staff to get free and follow up with leads, you may not be able to execute the task within an ideal time frame and would eventually let go of many prospects.

Also, your nurses, doctors, and medical experts are supposed to see patients and stay active in their clinical roles. They are not trained and instilled with skills to persuade and convert a prospect into an actual client. According to research, 33% of Americans switch companies only after one instance of poor customer service. So, losing leads because of poor experience would be the last thing you want to grow your HRT patient list. 

Another strategy that you can opt for is to outsource this job to an agency. You can consider this option if you have limited space and cannot accommodate a sales team in your office. Outsourcing this task can land you multiple benefits. First, you will get the expertise of trained sales staff who can book your appointment calendar. Secondly, you free yourself from managing an in-house team.

Stay In The Realm Of Realistic Expectations And Keep Your Morale High

Sales and following up with leads are not for the faint-hearted. Wondering why I am saying this? 

Consider this fact that is backed by research: 60% of prospects say no at least 4 times before they agree to a deal. This is definitely a confidence-shattering fact and signifies that your sales lead follow-up team or your hormone replacement therapy marketing head should make an effort to set the right expectations as well as take measures to keep the motivation level high.

Also, when we talk about sales lead follow-up, time is of the essence. Another research study suggests that following up with leads within five minutes increases the chances of conversion 9 times. This is a small-time frame in which your salesperson needs to respond, which naturally puts them under a lot of pressure. This small window of time and staying persistent require that you should not bombard your sales team with unrealistic expectations and that you keep their morale high. 

Also, following up with leads within 5 minutes is not always possible that is why it is imperative for you to consider automatic response mechanisms or delegate the task to an agency that has sales staff working additional hours. Your hormone replacement therapy marketing will only work and produce results when you keep everyone on the same page with smart goals and a high level of motivation. 

If you are looking for a highly motivated and expert sales team to boost your hormone replacement therapy marketing and convert leads into patients, schedule a discovery call with my team here. They’ll be happy to tell you all about our services and the incredible results we can produce for your clinic.

An Effective CRM Build-Out Can Be Your Saviour

If you have an effective CRM build-out, you’re already quite ahead of your competition. No doubt, your hormone replacement therapy marketing is on top of its game when you know the importance of having a CRM build-out. 

With the help of a CRM build-out, you can easily keep a track of all the relevant data related to your lead follow-up practice. This CRM system provides all the information you need to be on top of your lead follow-up game.  You can then use this data to nurture your leads. 

You can manage the following through a CRM build-out:

• Number of leads that you have
• Their contact details, number of visits to your website, at which stage of purchase decision they are
• How many leads have been contacted
• What are they contacted for
• Leads response
• Second follow-up deadline

This system doesn’t only streamlines the entire process but it also provides metrics to evaluate your sales lead follow-up practice. If you think that building this CRM system is a bit too much for you and your staff, you can take the help of a reputable agency experienced in hormone replacement therapy marketing.

Also, read: 5 TRT Marketing Ideas To Help Your Business Grow.

Track The Progress

This is one of the practices that practitioners often overlook. But consultants who adopt a holistic and strategic approach will always recommend you this. Tracking the progress of your sales lead follow-up practice tracks down the overall performance of your hormone replacement therapy marketing.

You can have all the best strategies in the world, but if you don’t keep a track of your progress, no strategy can grow your patient list. By tracking your progress, you get to know what leads follow-up practices are working for you and do more of that as well as identify areas where you need to work. You can also evaluate other aspects including but not limited to:

• Tracking and analyzing campaigns
• Record of communication your sales team has with leads
• Number of leads converted into patients
• Determining the quality of leads
• Taking a brief from an employee who is heading the sales team

Don’t forget to check out my YouTube video in which I am talking about getting financially qualified leads.

Devise A Sales Lead Follow-Up System

Your sales lead follow-up system should be an integral part of your overall hormone replacement therapy marketing. It is through this system you can get more clients. I have spilled the beans on some of the most important best practices for sales lead follow-up that you can incorporate into your hormone replacement therapy marketing plan. 

The wise and ideal way is to use these informative nuggets and devise a sales lead follow-up system. When you have a well-defined system in place, nothing falls short of your expectations and even if it does, you can easily track where you are lacking.

Your sales lead follow-up system should aim to answer the following:

• How often prospects should be contacted?
• Whether to use the services of an agency or have an in-house team?
• What should be the time frame within which leads should be contacted?
• What should be the qualities that you regard as highly important in your sales agents?
• What elements should be there in your CRM build-out?
• How often should you review the performance of this system?

I hope by answering these questions, you can strategically devise a system that will help your hormone replacement therapy marketing reap quantifiable and real results for you.

If this idea of devising a system and implementing these strategies seems overwhelming for you or you are too tight on your schedule, consider hiring Think Bullish as your partner agency. 

Schedule a call with my team here and they will guide you about all the incredible things that they can do for your HRT clinic.