With the aging population and advances in medicine, generating health care sales leads to sell your health care equipment is of growing importance in retail health care industry and home health care.

Sales leads provide a targeted market for your specific health care product, be it nursing uniforms, MRIs, prescription software for physicians, or health insurance. Sales lead sources tailor your search to specific geographic locations, medical specialties, and clinics or hospitals. If you are a pharmaceutical company with a new drug, you can utilize specialized health care industry sales leads to target, for instance, all the cardiologists in Arizona, or target all the OB-GYN clinics in the Northeast.

Top targeting methods for generating healthcare sales leads are:

1. Search for Web sites and databases that generate health care sales leads.
2. Send direct market mailings to target specific industries or professions.
3. Consult professional associations and state licensing boards for physicians and nurses.
4. Visit health care seminars or conventions to get contacts in the health care profession.

Action Steps
The best contacts and resources to help you get it done

Consult websites that offer customized healthcare sales leads

With their databases of thousands of health care professionals and health care facilities, these services provide verified contacts, segmented marketing, and geographic targeting.

I recommend: Mac McIntosh at Sales Lead Experts, a specialist in creating health care industry sales leads programs through database generation, consultation, and speaking engagements. American Medical Information provides general healthcare leads, marketing medical sales leads, health care facility sales leads, home healthcare sales leads, and pharmaceutical leads.

Generate healthcare leads by creating direct marketing targeted to specific specialties or locations

Physicians are not likely to be receptive to telemarketing calls; but they will be more likely to read an e-newsletter targeted directly to them. Send post cards, fliers, brochures, e-mail, and blogs designed to address their specific needs.

I recommend: Healthcare Marketing Service and Professional Research Consultants, which provide branding, market research, direct mailings, and networking.

Consult associations and boards to acquire medical sales leads

Consult professional physician or health care associations that list medical professionals by specialty and location.

I recommend: The American Medical Association provides a directory of 650,000 physicians from which to generate health sales leads. The National Medical Association is an association for African-American medical personnel. Also, each U.S. state has its own association.

Find health care leads by attending medical seminars

Conduct or attend courses for medical professionals at universities, hospitals, or convention centers. This is another way of obtaining sales leads. Healthcare professionals typically network, exchange information, and meet new colleagues in their field at these workshops.

I recommend: Attend a Medical Marketing and Dental Marketing Meeting, which are a series of marketing planning seminars that offer referrals and health care industry sales leads. In addition, the Healthcare Industry Association holds an annual Healthcare Conference.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  The best health care industry sales leads will be discovered if you know what product you want to sell, to whom you are selling it, and in which geographic market you want to sell.
• •  Look into recruiting and staffing agencies that have lists of available positions for physicians, nurses, and technicians in a variety of fields.
• •  Get mailing lists from durable medical companies that sell equipment, such as wheelchairs, scooters, and diabetic supplies, to retailers or consumers.