The Lead Engagement Process

Created on: Friday, February 20, 2015

Every practice has their own way of following up with leads. It can depend on size, location and services offered. If you do not have a process in place, it can be intimidating to create a process and put it into practice, but it is very important to do. According to Gartner Research, companies that automate lead management see a 10% or greater increase in revenue in 6-9 months.

There is no right or wrong way to connect with your leads. Here are some tips we have found to be helpful for creating a lead engagement process:

  • Educate & inform. The more your leads know about your practice & the procedures you offer, the more likely they will be to commit to your services.
  • Build a relationship. Make sure your leads know that you are there to answer questions they might have during the decision making process. The closer your leads feel to your practice the more comfortable they will feel putting their health in your hands.
  • Automated communication is not always the answer. Although it can make your life easier, automated communication can be less effective with future clients & they could possibly mark you as a spammer. A personal touch is very important. This can add to your work -load but will help to create a relationship. A combination & balance of automated communication and personal connection is the best practice. (MDprospects is a great tool for this)

There are many different ways to go about lead engagement and the process surrounding it.The MDprospects team would love to help your practice set up a lead process. Contact us today!

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