It seems all too obvious that the single most important thing you can do with a lead is follow up. Someone expressed interest in your company, your product, or service and wants more information, or perhaps a quote. They did their homework and reached out to you. All you need to do is respond.
The problem is, busy marketers can be slow to follow up — or worse, not pursue some leads at all. At Dentalcompare, we want to make sure our customers are maximizing the sales opportunities delivered via the leads generated through our product directory.
The dental professionals who visit dentalcompare.com tell us they are in a shopping mode, whether they are still exploring their product options or are at the point where they are ready to make a purchase. The Dentalcompare website attracts more than 600,000 dental professionals annually and generates thousands of leads for the dental product manufacturers and suppliers who list their products and services on the site.
Dentalcompare website visitors engage with a wide variety of content on products and services for everything they could use to diagnose and treat patients, and run their practices. They are able to search our comprehensive product directory, which contains more than 8,000 products and services, and provides them with the ability to compare specifications and product details.
In addition to a comprehensive product directory, the site features extensive resources focused on helping dental professionals decide on the right product or service for their practice. This content ranges from informative articles, in-depth Buyers Guides, product reviews, educational videos, engaging webinars, industry news and more. The variety of content can both raise awareness about a product or service and motivate a purchase, depending on the prospects’ readiness.
Dentalcompare’s main objective is to connect buyers with sellers while helping dental professionals investigate and find the best tools, technologies, and techniques to improve their practice. Our content and platform are designed to help dentists make the all-important decision of what to purchase.
To maximize your marketing investment in Dentalcompare, it is important to understand how our leads are generated and shared with you, so that you can act quickly to follow-up to increase the likelihood that the leads we deliver convert to sales.
How Dentalcompare Leads are Generated
- A trusted resource built by a dentists, Dentalcompare was created for dental professionals who are looking to make purchases for their practices. When you receive a lead from Dentalcompare, you know the prospect has:
- Purposely visited the Dentalcompare website or has been directed there by a web search, or a Dentalcompare email or enewsletter
- Engaged with our comprehensive product directory to narrow down their selection of which products and manufacturers they wish to engage with
- Clicked on the “Get a Quote” or “Request More Information” button on a product detail page and completed a form that provides us with their contact information and their readiness to purchase timeframe
- Been processed and qualified to ensure accuracy and relevancy by a Dentalcompare team member
Once a prospect has indicated interest in a vendor’s product or service, Dentalcompare takes that information and passes it along to the respective vendor in an Excel spreadsheet. We encourage delivery of all leads on a daily basis, and will customize both delivery frequency and formatting for individual vendors. Delivering leads this way enables easy export into the marketers’ CRM systems. We’re happy to work with our listing partners to customize reporting that works best for them and the specific systems they use.
Top 5 Ways to Improve your Lead Follow Up
Dentalcompare’s goal is to help our directory listing partners ensure the leads they receive from us convert to sales. Here are some helpful tips that can help you get the most out of the online leads we deliver via the Dentalcompare Product Directory:
1) Report Destination – We want to make sure the leads we generate for you are being delivered to the right person. Please be sure your lead distribution email address(es) are up to date.
2) Frequency & Timing – We can deliver leads in the timeframe that best suits your lead follow-up workflow. We suggest you review how often and what time of day is best for you to receive your lead report and let us know if any changes are to be made.
3) Report File & Type – We offer the flexibility to ensure you receive the leads in the format that is best suited to your workflow. Please let us know how we can deliver a report that will best fit with your existing CRM system or workflow.
4) Report Data Mapping - Do you have a need for the data we collect on our lead forms to match your field nomenclature? We can help rearrange the data that is collected on the lead form to speed up processing on your end.
5) Geographic Considerations – Are you unable to receive leads from a certain region? Do you have to pass region-specific leads off to a distributor? Let us know your requirements, as we are happy to accommodate special requests.
Timeliness of Responding Can Make or Break A Sale
Results from our Lead Follow-Up studies, which we conduct on a regular basis to determine whether or not a product was purchased from the lead that was generated from the Dentalcompare Product Directory and product directories on other sites run by our company reveal that companies who follow-up with online product directory leads in a timely fashion were more likely to have that lead convert to a sale. Companies that followed-up in a timely manner had a 75% increase in lead conversion to a sale when compared with those who did not follow-up within 48 hours of receiving the lead.
It’s Up to You
When you receive a lead from Dentalcompare, you can be sure it deserves your highest attention. Responding quickly helps with your lead nurturing, and gives you the opportunity to customize and complete your marketing message for specific prospects. Just by virtue of visiting Dentalcompare, these prospects are indicating they are serious shoppers in need of information to finalize their purchase decisions.
Our directory partners are a vital ingredient of our visitors’ experience on Dentalcompare; therefore, Dentalcompare occasionally surveys our users to find out if they have been successful and satisfied in searching for products and services on our site. That is why we encourage our vendors to follow-up with leads on a very timely basis, provide comprehensive product information in their listings, and encourage their customers to write a product review on Dentalcompare.
Serving dental professionals by enabling them to be more productive and to make the best purchasing decisions is our primary mission and it cannot be completed without your support, for which we are grateful. We strive to provide you with the resources and guidance to make the most out of your Dentalcompare investment. We look forward to continuing to serve the dental community together, as we take great pride in serving those who embark on a noble mission – to care for the oral and systemic health of patients around the globe.
For more information on Dentalcompare’s product directory and lead generation services contact [email protected].