subject: Creating A Definitive Next Step Sales Process Is Critical For Small Businesses Selling To Hospitals [print this page] Most small business owners have some level of capacity in their firm for physically participating in fulfilling the product or service to their current client base. This leads to a few current approaches that will not work for selling to hospitals that must be adjusted before beginning a campaign.
In stepping back and observing the businesses current situation, the following is a common scenario in not having steady cash flow. The owner acquires a job, then goes to perform the job returning to the office to notice there is no next job. The cycle then repeats itself sprinkled with random acts of unmeasured marketing. The cash flow of the business reflects this feast and famine fluctuation.
Before communicating with hospitals, thought needs to be placed into the process of methodically bringing a potential client to becoming an actual customer. This starts from the receipt of an inbound inquiry, to the on-site visit, proposing and formal planned follow up to the facility becoming a client.
Stages are created along the way to be able to construct a report where a small business owner can quickly determine in seconds the potential revenue. Measurements and goals are set for each stage to see where the company is at and if any adjustments need to be made. The adjustments can be made at various stages before an absence of work flow brings on a cash shortage.
The secret to small business success in selling to hospitals is to determine before hand the definitive next step after each contact with the potential client in the process. Never leave a health care client or get off the phone with them until knowing the action items of what is to place next within the context of the defined sales pipeline. This is usually a substantial mental shift from a typical small business owners approach of "if the clients needs the companies products or services they will call."
Another component of the sales process that yields increased results is creating a template for the companies proposals that cover all the key points as to why this solution is the best valued option. The proposal will have to have the capability to stand on its own as the final evaluation of it will be made without the presence of a company representative.
Once a small business puts the time before starting a campaign into defining the definitive next step sales process, they will have the capability to keep the companies health care sales pipeline full, measured and providing a steady flow of health care jobs without the addition of employees. This is a very healthy way to run a company.
by: Gary Salter
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