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Situation
- One of our clients had a unique requirement where they solely wanted plain sales calls without a clinical approach.
- This posed challenges in achieving consistent sales as it limited our ability to provide comprehensive patient care and support.
Struggles
1. Limited Foot Traffic:
Due to the client's preference for sales calls only, there was a significant decrease in foot traffic to their sleep clinic.
Patients were not informed about the importance of consistent accessory resupply and were not prompted to visit the clinic, impacting sales conversions.
2. Delayed Patient Scheduling:
As part of the client's requirements, we were not allowed to schedule patients for appointments or discuss clinical matters during sales calls.
This resulted in delays in patient scheduling, as the clinic had to manually reach out to patients to book appointments, causing a lag in follow-up and potential sales.
IMPACT
Month 1
- Total Triggered Sales: CAD 40,553.4
Month 2
- Total Triggered Sales: CAD 16,582.5
Month 3
- Total Triggered Sales: CAD 38,215
Month 3
- Total Triggered Sales: CAD 79,920
Conclusion
- As you can see, there was a significant difference between the triggered sales and the closed sales.
- The limitations imposed by the client's preference for plain sales calls affected our ability to convert leads into closed sales effectively.
Why is this important?
This case study highlights the importance of a balanced approach that combines sales with a clinical focus for optimal results.
Importance of Clinical Capacity
By incorporating a clinical approach and addressing patient needs during sales calls, we can enhance patient satisfaction and improve sales conversions.
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