CUSTOMER SUCCESS:

Pharmacy Lead Generation

Lead Generation for Pharmacy Robotic Prescription Dispensing Producer

Outcome
By the second year of this project, CustomerLink was able to create a list of pharmacy customers that were both interested and qualified. We completed 2,775 presentations from this list, out of which we generated 742 solid pharmacy leads for the client. This enabled the client to dedicate resources to those most likely to become customers, saving time and money.

The Challenge
To collect as many qualified, interested pharmacy leads as possible for the Robotic Prescription Dispensing System producer’s sales force to follow up. To bring sales representatives to maturity quickly, enabling technical discussions with pharmacy managers faster than had previously been possible.

The Solution
CustomerLink had an advantage by virtue of a long history of sales to very technical and heavily regulated markets, which helped create a short ramp-up time. Sales representatives had only to learn about the product, and apply their know-how in large commercial technical sales to be ready to sell.

For this project CustomerLink called each pharmacy in the U.S., determining the level of interest in increasing pharmacy efficiency and profitability through automation, capturing qualifying information. CustomerLink verified all pharmacy contact information while passing gatekeepers and gaining access to the pharmacy decision maker. CustomerLink then set appointments and sent confirmation emails or faxes to firm each pharmacy lead.

The Results
As of September 2004, the project's results had exceeded the client’s expectations. So many pharmacy leads were generated that CustomerLink had to slow down its pharmacy lead generation efforts.

Total Leads 742 Total Dials 36,890 Hours 1,361.5 Leads Per Hour 0.54 Presentations* 2,779 Closing Percentage 26.70%

*A presentation is when the CustomerLink Sales agent has read the whole sales script to the customer, and the customer makes an “informed decision”.