Sales Prospecting to Hospitals
Selling to hospitals is not the same as selling to other businesses in any other industry. The right approach is crucial for successful sales prospecting. For one, selling a product or service to a hospital requires in-depth industry knowledge, as well as a good level of technical expertise. Other than that, a solid value proposition is also necessary. A successful sale also uses time well, especially earlier in the sale. Understanding where there is a potential for a sale and where there is not is important for your business to save time. This information can be better gleaned from resources such as a list of hospitals in Canada.
Building the Ideal Customer Profile
If there needs to be bad news, receiving it in the earlier stages of a sale is better. This way, your business does not invest copious amounts of time and energy into developing a sales pitch only to figure out the potential client is a lost cause. Building the ideal customer profile before jumping into a sale helps avoid this blow. This process involves answering these questions:
- Who is likely to find the most value in your product or service? These are the clients you should be pitching to first and foremost. A list of prospective clients can be made using a list of hospitals in Canada.
- What are the unique features of the product or service? Focusing on these features will make you stand out.
- What are the additional services or support apart from the core service offered that your client wants?
- What is the expected profitability level for each client?
Leads come faster and easier when a clear picture of the ideal customer is built. It is more productive to focus on a few clients that are much more likely to respond positively to your pitch than to try to reach as many people as possible, whether they express any need for your product or service at all. Finding the ideal clients is easier to do now with resources such as a list of private hospitals in Canada or a list of hospitals in Toronto. A Canada hospital list offers up-to-date information that can be used to develop the ideal customer profile.
Assessing a Prospective Client
Building a proper grading system for sales prospecting can help efficiency. A grading system should include a prospect’s ideal size, market position or competitive ranking, service line dynamics, hospital staff turnover rate, and the financial impact your product or service can have on them.
All of this information can be obtained from directories. For those that are just starting out in the business or those that want to expand their reach in any area, there are resources such as a list of hospitals in Ontario available. To explore the information these directories hold, head over to our website!