CASE STUDY
Leadsinfotech Helps Healthcare Cybersecurity & US Regulatory Compliance Services Generate 23 qualified appointment in 6 months
The Client
A healthcare IT security consulting company that offers full- service cybersecurity and US regulatory compliance management solutions to Healthtech and Healthcare was doing its first steps in outbound sales and needed to figure out the right strategy and targeting. With previous bad experience in outreach, the client decided to use Leadsinfotech services to build up the SDR process. The client’s services were mostly tailored for the healthcare industry, the client had to be very precise in terms of the outreach as it is a hard nut to crack.
Challenges
When doing outreach in a very niche market response rates are usually lower than average, unless you come up with great targeting and relevant messaging.
The most important thing here is contacting the right designations in the right companies. If the message finds a fitting prospect at the wrong company as well as if it finds a wrong prospect at the fitting company, it leads to wasted time and wasted leads.
The prospects initially see a subject line and the first ~8 words of the message so when compiling a message we need to make subject lines engaging, intriguing, and write an opener in a way that resonates with the prospect.
What Was Done
The standard procedure for Leadsinfotech is to discuss the ICP and target market specifications during the discovery call so that we can evaluate the initial prospecting volumes.
Industry: Healthcare, EHR software, PHR software, Hospitals,Laboratories.
Revenue Size: $5Mn+
Designations: CIO, CTO, CISO, Head, VP, Director-IT.
Geography: United States
With the present enhancement of spam detection policies, cold outreach requires a more sensitive approach. As the client picked an outreach plan with the bigger daily quota, a solution that can allow to avoid damage was necessary.
The key to increasing the response rates is a proper subject line and opening sentence. However, it’s not enough to provoke the interest and induce the prospect to open the message, but to ensure he reads it, the whole message structure is important that is why we kept it small and to the point with a clear CTA.
In parallel with the email campaign, LinkedIn outreach demonstrated quite good results. Used as a follow-up activity it allowed us to connect with the prospects that aren’t checking their inbox that often.
The Result
Over the course of 6 months, Leadsinfotech managed to:
- Create a real-time prospect list of over 5000 ICP’s and reached out to them with relevant messaging.
- Schedule 23 appointments with the prospects that had a high level of interest in the offer which led to the impressive conversion rate.
- Maintain open rate at 25 to 30 % & response rate at 5 to 7%.
- Even though the initial few weeks seemed to be a rough start with only 2 appointments scheduled throughout the first month, further growth to a stable 4-5 appointments/month allows us to judge that the work is done effectively and all client expenses pay off.