Posted: November 19th, 2022

Step 2: Building a Strategic Plan

Step 2: Building a Strategic Plan
Part A
• Building a Strong Network
We will have to build a strong network of potential clients we can rely on. It is better to have an already established network of potential customers rather than a pool of cold-calling customers. A strong network of potential clients will be established by focusing on the right customers who will significantly impact our sales. Sales will rapidly increase as there is an already existing market of reliable clients. Building a solid network will improve our sales rapidly and will save us time and other resources.
• Following up on Potential Clients
After an initial meeting with a potential client, it will be necessary for a salesperson to make follow-up calls. Follow-ups can be made by providing suitable presentations to the customer or providing any information materials to ensure a customer becomes satisfied and ready to purchase. Statically more than 80% of the total deal will require follow-up calls to get through. Follow-up calls by salespersons will ensure that subtle pressure is exerted on the customer, improving the chances of the customer making the purchase of the medical product. One follow-up may not be entirely enough to assure that product will be sold.
• Use Emails for the Client’s Convenience
One of the effective social media tools for marketing in the current era is email. There will be a need to enhance marketing through emails. Most of our potential medical customers, such as surgeons, doctors, and hospitals, are mostly occupied due to the nature of their work. Direct calls as a follow-up method can be obstructive to them, making emails an efficient tool. The customers can read emails at their own convenient time and get back to our salesperson. Facilitating a convenience channel that our customers can rely on is an important marketing strategy that will improve our sales rapidly.
• Use Creative Approach
The medical sales representatives of McEvoy Medical Products, Inc. must be creative when dealing with our potential customers. For instance, they can build a story that will convince the customer to buy the product. For example, they can build up a story that the product being sold has the potential to increase productivity or clinical results by a considerable percentage. It is vital to eliminate figures that the customer can easily follow up, like saying that the product will cut the cost of production by 20%, yet this is not the case. If the sales representative wants to use statistics that the customer can remember, then it requires a lot of research to identify the problems the product can fix and to what extent.
• Requesting Recommendations after a Successful Sale
One thing that a sales representative must not forget is to ask for recommendations after a successful sale. Most sales representatives may feel worried about asking for a recommendation as they may anticipate that the client may be unsatisfied with the product. However, this is not the case with most customers. More than 91% of customers are willing to endorse goods or services after they have been provided. After every sale, it is the responsibility of the representative to ask for recommendations. Recommendations will be important as new customers will have something to refer to even before contacting us for sales services.
• Familiarize yourself with Medical Sector
There is no doubt that medical sales can be challenging most of the time regarding how dynamic it can be. To improve our sales, we must give what our customers in medicine require. We must understand and comprehend our customers’ needs, recent market trends, and changes. The sales representative must thoroughly investigate any issue that may arise when making the sale. Potential Medical Customers will feel a sense of convenience when dealing with a representative who understands health applications and the implication of the subject product. A potential medical client may ask the following about a product: the number of diagnoses it can achieve, the number of steps, and treatment outcomes of the product. Therefore, the above are some of the things a representative must comprehend before approaching the sale.
• Facilitate the Sales Representatives
Our company should not be left behind with the sales world advancing daily. Medical representatives used improved methods to make sales to doctors. Some of the equipment we should equip our representatives with include efficient tablets and mobile devices. Providing our representatives with such equipment will strengthen their ability to convince our medical clients, hence improving sales.
• Familiarize yourself with the client’s Profile
When starting a marketing campaign, the sales representative must gather and understand customer demographics and information. Our representatives must know our competitors’ content and research the current market by sending surveys. One should identify leads that will ensure successful sales. Every resource should be used in a way that will increase the chances of a successful sale. A buyer profile can be created based on the following information: buyer’s location, demographics, the industry, and purchase habits. The profile should be updated by conducting regular surveys and listening to and comprehending the client’s comments. Defining a buyer will increase the chances of making a successful sale.
• Find a Specific Market First
To achieve consistent sales, new firms identify a reliable specialized market before broadening sale strategies to reach a larger demographic. A specific niche serves as a prototype for a future larger market target. Consumer segmentation and other related analytical methods can be used to determine common themes that a market shares. A specific market may appear as if it is inhibiting a larger market’s goal, but one can identify a core set of customers and then elongate from that point.
• Ensure Brand Promotion
Most inexperienced sales companies only focus on promoting their products, not their brand. A brand is significant as customers want to buy a product from brands that they are familiar with. Our company must find a way to promote its brand. We will achieve this by exposing our background and guiding principles about our company. A solid social media marketing plan can be merged with a brand –client relationships by providing excellent customer service and being honest with the customers. An image of authenticity should be provided by providing a glimpse of behind the scenes in our company’s operations; this will create trust with our clients improving our sales rapidly.