4 ways to nurture LinkedIn health IT leads

By Meredith Wishart

4 ways to nurture B2B health IT leads on LinkedIn

Properly nurturing B2B health IT LinkedIn leads is key for growing your health tech company’s contact database. LinkedIn leads serve as potential clients right at your fingertips. As a B2B health IT company, increasing your client base is imperative to foster growth. Below are 4 simple tips to improve your B2B health IT LinkedIn lead conversations.

  1. 1. Be professional

Appearing intelligent and credible is key to conveying a professional persona. As a B2B health IT professional, you should portray yourself in that manner. However, being professional does not mean being dry and overly rigid. Potential leads on the platform appreciate personalized messages. To do so, craft a few shorter messages that still get to the point but are not clearly copy-pasted messages. Additionally, take a look at the prospect’s LinkedIn profile and learn a bit about them prior to reaching out. Maybe they follow health IT publications that you could mention, or they recently engaged with an article about B2B marketing.  Scanning their profile will help you craft a professional yet customized initial introduction. The more professional, yet tailored the message, the more likely the lead will engage. 

  1. 2. Be approachable

In regards to the first tip above, it is important to remember that every LinkedIn lead is also an individual. There is a person behind the profile! In B2B health IT, lead nurturing depends on a connection between individuals. Even though each of you have a health tech company that you represent, the initial connection should be personal. Coming across as friendly and approachable can help you build and foster these meaningful relationships. 

  1. 3. Make sure executives are on LinkedIn 

Executives in your health IT company are your leaders. Having them have a strong presence on LinkedIn will not only provide thought leadership, but generate connections that form potential leads. By promoting content from your company on a personal level, your company is able to expand upon its reach. 

  1. 4. Be goal oriented

In addition to being both professional and approachable during conversations with potential B2B health IT clients on LinkedIn, it is essential to understand that the ultimate goal of the conversation is to begin speaking about your B2B health IT offerings and how your company can serve them in the future. The end game is gaining new business. Keeping the conversation going on LinkedIn is only the beginning, it is how you capitalize on this conversation that matters. In order to further the process of lead conversion, asking to move the conversation to email or scheduling a phone call are both professional options. However, B2B health IT LinkedIn lead nurturing is not always going to end in a new deal. If the LinkedIn conversation does not move off of LinkedIn, it is important to still add that lead to your CRM so they will receive periodic emails from your company with helpful resources, and potentially connect down the road.

You can improve your LinkedIn lead nurturing efforts by engaging in a professional and approachable manner with new leads. Additionally, keeping your end goal in mind is critical to drive the conversation forward in a constructive way.

Take these considerations into mind and form meaningful connections for your Health IT company in the new year. 


by Meredith Wishart

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