The COVID-19 pandemic undoubtedly disrupted the health care sector as it did for most industries. Providers, patients, and sales teams alike had to adapt quickly.
In-office appointments for sales reps came to a halt, as did most travel within their territories. Telehealth appointments for patients skyrocketed, and we saw enhanced safety measures for in-office appointments. Business needed to go on, and outbound telemarketing services for the health care industry helped facilitate just that…keeping business moving forward.
Sales organizations that work with the health care industry can benefit from outbound telemarketing services in several ways. Revenue increases, more closed deals, and new business opportunities are just a few of the common benefits of working with a telemarketing partner. The entire health care industry, including payers, pharma, small providers, laboratories, and anything in between, have the opportunity to work with an outbound telemarketing provider.
Outbound Telemarketing Services for Health Care: A Prescription for Success
Here are some of the ways the health care industry is using outbound telemarketing:
1. Appointment Setting
Generating qualified leads and setting appointments requires prospecting. How many salespeople like to prospect? Not many, if any whatsoever, but it’s a necessary part of reaching sales quotas.
The health care industry uses outbound telemarketing services to set appointments to help create opportunities for their teams. Well qualified and quality appointments set with decision-makers are crucial to driving revenue. Equally as important as quality, a consistent volume of leads filling a pipeline allows an internal sales team to stay focused on what they are good at, closing deals.
2. Upselling
The health care industry uses outbound telemarketing services to call existing customers and offer additional solutions. Upselling to current customers has proven to be a productive and efficient way to increase the account and order size, because an existing customer is the best prospect.
Partnering with external outsourcing allows internal teams to maintain their existing book of business, prospecting, and other organizational priorities.
3. Engaging With Lapsed Customers
How many customers do you have that no longer purchase your products or services? Chances are, there’s a fair amount. This group of customers used to be loyal. Why did they leave? And how has that impacted revenue?
Outbound telemarketing services can help reengage with that group.
4. Prospecting
Prospecting with telemarketing services is a great way to grow your customer base. It takes the right person and the proper training to make calls, get through the gatekeeper to the decision-maker, identify a potential opportunity, and handle rejections. Not only is prospecting tedious, but it also requires a tough individual.
5. Data Cleansing and Verification
Another way the health care industry uses outbound telemarketing services is for data cleansing. An outsourced partner will reach out to customers and update outdated information.
The benefit of updated demographic information is great. Incorrect customer information impacts all business areas and is a time-consuming activity that can easily be outsourced.
6. Membership Outreach
Memberships play a pivotal role throughout many industries but are arguably more important in the health care industry. A solid membership base enables health care organizations to advocate for the needs of their members.
Outbound telemarketing service providers are ideal for facilitating these communications, from time-sensitive updates about industry changes to membership renewals.
7. Unmanaged or Understaffed Territories
Given the workforce dynamics today, placing additional work on current team members to manage open territories while finding the right staff is too much. Poor hiring decisions can be equally as challenging as employee turnover is imminent.
Employees are your greatest asset. Don’t overload them with tasks that may lead them to burnout. An outsourced telemarketing partner can help manage or support territories while finding new staff.
Benefits of Outbound Telemarketing Services for Health Care Organizations
Outbound telemarketing services have been a vital tool in helping health care organizations. Outsourcing allows internal teams to focus on what they do best while a partner handles tedious tasks such as data cleansing and verification.
This not only saves time and effort but also ensures that the information is up-to-date and accurate. Additionally, outsourcing telemarketing services can be a cost-effective solution for health care organizations, allowing them to allocate resources to other important areas.
Quality Contact Solutions is proud to be a part of the AnswerNet family. To see our full suite of services, click the button below. If you would like to get in touch with our team, give us a call at 1 (866) 963-2889 or submit a request for a customized price quote here.
Ryan Apodac is an Operations Manager for Quality Contact Solutions, an AnswerNet Company. Ryan has spent more than 15 years in sales and uses his background to help his clients succeed. Ryan is eager to win and uses data to develop insights that he applies to improve his teams’ performance. Ryan loves to celebrate success, works hard at tackling any challenges that come his way, and is passionate about providing outstanding service to clients.
