Targeting healthcare companies can be a tricky feat. Why you might ask? Well, the healthcare industry is saturated with thousands of sales reps who are trying to get their foot in the door.
Think about the business that managed to sell sanitizers to hospitals during the pandemic? If they got a contract with healthcare providers, they would be rolling in $$$.
If you’re trying to sell something in the healthcare space, you’re going to need a great strategy, but also a list of healthcare companies to target.
You’re in luck… We have compiled a list for you, so you don’t have to… But we will also discuss our winning strategy with you, so that you can get your foot in the door, no matter what you’re selling… and if it seems like too much of a hassle, book a consultation with us to work out your sales needs.
Healthcare Companies List
Some of the biggest healthcare companies out there
Before we get into our outreach strategy, below are some of the biggest healthcare companies at the moment, just for interest’s sake; feel free to skip to our case study and strategy below.
CVS Health Corp
Offers a variety of health care services such as:
- Pharmacy services
- Retail and long term health care
- Health care benefits
Their revenue reaches $257,3 billion, and over the years CVS has become one of the biggest providers in health insurance.
United Healthcare Group Inc (UNH)
UnitedHealth Group is a health insurance company that provides:
- Data analytics and consulting services to healthcare providers,
- As well as pharmacy care services.
Their revenue is $240.3 billion, with a net income of $13.8 billion.
Cigna Corp
Cigna Corp boasts a revenue of $153.7 billion and offers medical, life, insurance, and managed/primary care services.
Their net income is marked by $5.1 billion.
Cardinal Health
This $149.7 billion company is a leading manufacturer of medical, surgical, biopharmaceutical, and lab products. They also distribute healthcare supplies and drugs. Their head offices are based in Dublin, Ireland, and Ohio, USA.
Some other big healthcare companies in America:
- Anthem
- Abbott Laboratories
- Eli Lilly
- HCA
- Merck (science and technology company in the healthcare space.)
Salesbread: Case Study for Medpro Wellness
“Jack is incredible to work with and within two months of getting started, we had generated over 100 new leads for our business.
I’d highly recommend working with him as you’ll find (like we did) that he will be a valuable part of your outreach strategy.
Clark Lagemann
Co-Founder of MedPro Wellness”
Our goal for Medpro Wellness was to get meetings with potential partners in the healthcare space that could refer business and new enterprise accounts.
Like any good partnership campaign, we took a helpful approach that positioned the prospect at the “center” of the message:
This was the message that we used during this campaign:
“I’d like to learn more about {company_name} so I can keep you in mind if I come across any opportunities. Also, I’d love to share what we’re doing as well in case you see a fit on your end. ”
What were the results of this campaign?
We sent out 751 Linkedin Connection requests, out of this 352 people connected. This gave us a connection rate of 46.9%
Connection Request Invites Sent
Those who Connected
%
Connection Rate
We then sent out follow-up messages to those who connected with us. Out of these follow-ups, 102 prospects replied, giving us a reply rate of 29%.
Replies
%
Reply Rate
What was our strategy?
Like with all our campaigns, we always make sure to include:
- A targeted list of ultra-defined prospects
- Personalized messages, which takes time and research
- 3 Follow-ups
- A clear call to action that asks for a meeting
If you are missing any of the above in any outreach campaign, unfortunately, you will not see results.
Why?
Have a look at the following:
- Why have an ultra-targeted list?
If you decide to send out a message to thousands of different people in the healthcare sector and it’s not targeted, you’re not going to get many replies.
For example, if you’re selling medical equipment for surgeons, it doesn’t make sense to send out an email to pharmaceutical companies. You would need to get a list of hospitals or surgeons who might be interested in your product.
Sending out thousands of messages to just anyone in the healthcare industry and hoping to get some replies, is not the best strategy.
Rather build your list, refine it and then send out your message.
Yes, it does take time.
Yes, it does take a lot of research, but it’s worth it (as you can see from our reply rate above.)
- Why use personalization?
As mentioned above, healthcare providers receive messages from salespeople every single day. And not just 1 message, but most likely hundreds.
How do you break through that noise? Well, you have to use personalization. Personalization makes the prospect stop and reads your message.
When you mention something about them in your message, they will see that it’s not just the usual boring sales email, that has been sent out to thousands of people.
This “pattern interrupt” makes the person curious to see how you know so much about them.
An example of personalization would be mentioning something that you found interesting about the prospect.
Like you could say “Your podcast on biotech was really informative, I’d love to hear more. Please let me know when your next episode is scheduled.”
Or
“Your article on how to combat chronic disease was very interesting. I am in the natural therapies space myself, would love to chat and hear about your ideas.”
It takes time to research each prospect, but it’s imperative if you would like to get your foot in the door to eventually do a sales pitch.
- Why follow up 3 times?
Have you ever been spammed by a salesperson? Perhaps, you received an email every single day, or worse, a few in one day. How do you treat these messages? Most likely you read the first 2 or 3 and then get frustrated with the constant follow of mails, that you hit “spam” or unsubscribe.
Finding the right email cadence is important so that you don’t lose prospects. If you send too many follow-ups you might come across as a spammer, and if you send too few, the prospect might forget about you.
We have found that following up 3 times seems to be the sweet spot. It also depends though, this isn’t a hard and fast rule, but we have found that this works really well according to our data.
- Why have a clear CTA?
A clear call to action tells the prospect what you want from them. If it’s ambiguous, they might not know exactly what you’re asking.
So be sure to always ask for a quick meeting or a call.
Here are some CTA ideas:
Looking for prospects in the healthcare sector and don’t know where to start?
Whether you need to target those in the biotechnology space, health insurance, medical devices, or even those in oncology; we can help you find those qualified leads.
Finding leads is our specialty, and with a track record of 1 lead per day, we can help book those meetings that turn into sales. All you have to do is get in touch.
