Simplifying Healthcare Sales: How Klara Boosted Demo Call Conversions by 60%
Healthcare sales are notoriously challenging. Reaching prospects often feels like climbing a steep hill, with barriers at every step.
But according to Vivek Nanda of Klara, a single small adjustment to their process led to a dramatic increase in conversions—60% of their healthcare leads successfully scheduled demo calls.
How Things Used to Work
The original process looked something like this:
- A prospect clicked on an online advertisement.
- They landed on a dedicated page and filled out their information.
- A team member reached out to the lead by phone or email.
- A demo call was scheduled.
While this process wasn’t broken, it introduced friction. Waiting for a callback gave prospects time to lose interest or forget about the company altogether, leading to missed opportunities.
The Game-Changing Adjustment
The fix was surprisingly simple. Klara removed Step #4, eliminating the delay between the lead filling out the form and scheduling a demo. Instead, they immediately redirected prospects to a meeting scheduling tool right after they submitted their details.
This small tweak kept the lead engaged while they were still interested and focused on Klara’s offering, dramatically improving the likelihood of booking a demo.
The Results: Shorter Sales Cycles and Higher Conversions
By streamlining the process, Klara achieved:
- A 60% increase in demo call conversions, making their sales funnel far more efficient.
- A shorter sales cycle, as the time between lead capture and scheduling shrank to near-zero.
Why This Works
- Instant Gratification: Prospects want immediate action, and providing the option to schedule right away keeps them engaged.
- Reduced Friction: Removing the callback step eliminates a potential drop-off point in the sales process.
- Increased Focus: By keeping the prospect on the website, you maintain their attention on your product or service.
P.S. Small Changes Can Lead to Big Wins
Klara’s success is a reminder that sometimes the simplest adjustments can have the most significant impact. By understanding where friction exists in your sales process and removing it, you can create a smoother journey for your leads and see remarkable results.
Source: Growthhackers.com