This client who came to us needing help getting in front of more doctors to offer their products.They had an amazing product, which was so good, that when they had the opportunity to present it to their target audience of Chiropractors and Naturopathic Doctors, they would typically be able to convert the prospect.

The challenge was getting their prospects to take the meeting in the first place. When I first met this client, they were maybe getting 3-4 meetings per month.

They were marketing via cold calling (one sales guy was doing this about 20 hours per week), email, and direct mail… and after all that, they would only generate 3 to maybe 4 sales meetings in a month. 

As you can imagine, doctors are very difficult to get to agree on a meeting, because many companies are always marketing to them due to their higher incomes. 

Additionally, they typically have very good gatekeepers, making sure anyone trying to reach the doctor for anything other than a paid appointment, doesn’t get through. 

This client owns a weight management company, that uses your unique DNA to develop customized meal and exercise programs. They came to us to see if we could help them get in front of more of these medical professionals.

We implemented a simple outreach campaign on LinkedIn, with our proven formula that we have developed over the past 5 years.

Our formula goes a bit like this:

  • Write your profile in a way that attracts your target audience and compels them to want to do business with you.
  • Reach out to connect
  • Start a conversation by introducing yourself and providing value to your prospect
  • Ask for the meeting 

In their first month of working with us, they had 8 meetings from our leads. They doubled what they were doing before.

In the second month, those numbers tripled, and they started making sales. 

On average, 1 clinic is worth about $10,000 annually to them, and since our management fee for this service is between $2600-$3000 per month, getting just 1 new client a month would put them in the green.

In their first 5 months of working with us, we were able to book a total of 89 appointments for them with Chiropractors and Naturopathic Doctors, of which 48 of these doctors became clients.

If you add up what 1 clinic is worth annually to them, that is $480,000 in revenue and that is not including the fact some of these Doctors had multiple locations. 

This campaign has been running now for 2 years strong.

If you are looking to generate more leads, better quality leads and more consistently, schedule a meeting with me here: https://directaccess.io/15-minute-call-with-francis/

About the author 

Francis Rodino

Francis is a Business Growth Consultant helping tech companies generate direct sales. We provide business development strategy, coaching and marketing programs for the creative technology sector. With over 20 years in media and digital industries, Francis has held senior leadership positions at the BBC, Omnicom Media Group, and most recently, led the global digital marketing team for the $3 Billion Thomson Reuter's spin-off, Clarivate Analytics. In the past 2 years, Direct Access has helped Clients generate over $11M in sales.

June 25, 2020

June 25, 2020

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