In today’s world, an effective B2B lead generation strategy needs a strong digital component. That’s especially true in the medical industry! Long lead times, ever-tightening budgets, and challenging requirements mean that a proactive approach is essential.
It’s no longer enough to rely on industry events or business networking to produce a steady stream of qualified leads.
Increase your B2B lead generation online for your healthcare-focused enterprise with these lead generation tips:
1. Use the Right Performance Metrics
Remember that performance metrics will vary based on what enterprise you are working with and where you stand in the value chain. How does your client actually measure the value they provide to patients or end-users? Find out and link your marketing to the outcomes that matter most.
2. Be Proactive About Regulatory Compliance
You already know you can’t promise your clients the moon. When marketing in healthcare, it’s even more important to “color inside the lines.” Be sure you have an expert on the team whose job is to stay ahead of changing regulations and verify the compliance of all your campaigns.
3. Prepare for Long-Term Drip Campaigns
Whether you’re talking to hospital administrators, physicians, office staff, or even the patients themselves, email marketing is the best way to build a long-term bond. Segment your lists diligently based on organizational role, so everyone gets relevant, compelling content.
4. Have More Than One Lead Generation Method
Inbound content marketing allows you to attract leads through helpful, informative website content. While this is still a key plank, you’ll need to mix it up to reach healthcare decision makers. That often means social selling on LinkedIn and warm email campaigns.
5. Continuously Refine Your Lead Capture Efforts
More than any other industry, healthcare depends on continuous improvement. Use analytics to gather information about how users reach your website and what they do when they arrive. Act on this data by optimizing landing pages and other lead capture mechanisms for conversion.
When it comes to a B2B lead generation strategy, more is at stake in healthcare than virtually anywhere else. By combining these five tips, you’ll be able to stay at the forefront of a fast-moving marketplace that’s rapidly being transformed by innovative technologies.
Want to go to the next level with your B2B lead generation? Learn more about AIMG’s comprehensive marketing services for industrial and medical businesses by reading about our B2B marketing automation services.