Client's challenges
GoHealth Urgent Care works in the healthcare industry and has over 1,000 employees. The GoHealth UC sales team has targeted company sizes ranging from 11 to 10,001+ employees. Here’s a list of problems Belkins needed to fix in order to scale their appointments:
- Ineffective sales follow-up. The client saw their challenge in not being consistent and persistent enough in following up with their prospects. From slow quote follow-up to lacking persistence with hesitant clients, low-effective sales practices result in lost revenue and frustration for the team.
- Small sales team. The client’s sales department is a relatively new team that has only been in existence in the organization for about 14 months. Thus, having 4 SDRs for 9 states is a challenge for building a robust pipeline. The client decided to get external healthcare lead generation services so that their team size could remain the same, yet the sales pipeline could be filled with fresh leads.
Solutions
Laser-focused follow-up strategy
The Belkins team was persistent in scheduling appointments and getting calls with the prospects, helping GoHealth UC close their biggest deal. They had reached out to one of the largest schools with over 20,000 students 6 months ago with no result. Belkins followed up, booked 2 meetings, and GoHealth UC landed their largest high-ticket sale.
The Belkins team follows proven follow-up strategies. For example, sales reps reach out to leads through different communication channels on Days 1 and 2 and then give some time to process information. Then they reach out again with added value. Each contact is persistent, polite, and has value.
Created metrics for measuring our email copy success
The sales teams who craft the content must be able to monitor how their content is performing, including whether it is being viewed and having any impact on deals. The company must have internal performance metrics for maximizing quality content and leads — metrics that ensure that only quality content makes it into the library.
Adjusted the pipeline
The Belkins team found that the industry itself is extremely responsive, and the number of responses we've received was huge. Belkins managers scaled the process seamlessly. When the flow of leads increased, we doubled the team and the number of appointments without compromising the quality.
Made use of perfect timing
The timing was one of the reasons for our success. GoHealth UC hired Belkins right in the middle of the pandemic when everyone was in need of testing. And we used it in our templates, reaching out to unexpected industries and successfully closing deals.
Expanded an ICP and optimized lead scoring
We would adjust the client’s ICP, target new industries, and adapt templates as often as necessary. When GoHealth Urgent Care closed one of the largest deals with a construction company, they were surprised as they didn’t expect to tap into this sector. After we tailored their ICP and collected customer data, we set the score criteria. So we generated 20,700 prospectsand wanted to ensure that only highly-qualified leads were handed over to the client’s sales team.
Offered engaging proposals
The GoHealth UC sales team was very flexible and offered attractive opportunities for leads. To make them more credible, we started offering partnerships in the states where GoHealth UC had a partner hospital and mentioned it in the messages. Also, we had an extremely successful outreach campaign with 80% email open rate when we offered a partnership to HRs and Covid testing for their employees.
Results
- 10 appointments booked each week;
- 376 appointments scheduled;
- 80% email open rate;
- 30% email reply rate;
- 4 high-ticket deals closed just in the first 3 month;
- $100,000 average deal income.
With Belkins, GoHealth saw a unique line of business open up as they hadn’t worked with the this industry before. They were able to get rid of ‘ghosting’ clients and close deals with lightning speed.
