Wesley Yuhn has shared this document over inbound marketing leads. Wesley Yuhn works for ACHDP in Tampa.

1. Committing to Protocols for Inbound Marketing Leads
What happens in your company when a lead is
presented to your sales production team?
Is there a consistent set of practices that every
member of the team follows? Or are the rules too
vague and left to the imagination of the
individual team members?
Organization Protocols to Match Marketing
Strategies
If you are paying an agency to develop marketing strategy, it must have been costing you a good
deal of money. That said, you need those leads in order to please your shareholders and
stakeholders with increasing bottom line.
It’s important to establish protocols within your organization that compliments with the rest of
your marketing strategy. To that end, your in-house practices are as much a part of your
marketing scheme as the Inbound Radio ads and Click2Call mobile advertising that brings in
potential customers to your door.
Curiously, Wesley Yuhn, the medical marketing guru of the 21st Century, reminds us that
protocols for handling leads are very similar to the techniques that are used to market products.
Reaching the Right Audience
Techniques to collect diabetic medical leads begin with targeting the right audience for your
product and streamlining the delivery method that your company is using. Pushing a lead to the
right department requires the directing operator to be in the know of the interest level of the
caller. Only then he will be able to direct it to the rep with the appropriate skill levels to handle
the call.
Reaching Out to Potential Customers

2. Just as your enterprise reaches out to potential customers through Inbound Radio advertising and
Social Media posts, your sales teams and customer service reps should also be reaching out to
your current and potential customers through email responses, Facebook conversations and,
twitter feeds.
Your team leaders, department managers and administrative staff will also need to reach out to
the medical community as well as interested patients with free webinars, video newsletters with
updates and case study results from time to time, as part of your email marketing plan.
Utilizing Enticements to Attract Leads
The “buy one get one free” advertising technique is still being used by many companies, only
because it works; “Free” is the operative word in both getting customers to try your product,
opening the door to customer loyalty.
Don’t Forget a Call to Action
Just as much content fails to include a call to action, many sales people try to avoid asking for
the order. It boggles the mind in both instances but asking someone to buy your product is a
difficult proposition, even for the experienced sales person.
You must always remember that the “rejection” part of sales helps you in overcoming the fear of
failing the company. As the leader of your enterprise, you must think of awarding each
department that increases their call to action requests with a team hat proclaiming their victory.
Finally
In a nutshell, you must follow the rules that you institute in your business. Who knows, maybe
your employees will reward you with a victory hat of your own down the line.