2. Increase your customer reach
What’s happening
Large numbers of potential customers are currently considered uneconomical to reach, when factoring in rising sales force costs. Remote changes the equation. With the efficiencies that the technology provides, it is now possible to access many more potential customers – even if they are not considered to be the highest priority.
The high acceptance, and in some cases preference, by healthcare professionals for remote engagement has perhaps been surprising. Positive customer feedback seen even in countries where it was thought that physical meetings were essential due to cultural issues.
What’s next
Remote technologies are changing many companies’ minds about which customers are economically viable. Old assumptions are being challenged and new kinds of market segmentation appearing.
The bottom line
The lower cost-per-contact made possible by remote technology is enabling companies to expand their audience without impacting their budgets.
Chapters
1. Improve your face-to-face engagements
3. Drive your key account strategy
4. Overcome geographical barriers
5. Raise your value to customers
6. Add value to inside sales teamsDownload e-book
