Patient Convert Podcast | Healthcare Marketing Podcast

Patient Convert Podcast with Kelley Knott

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The Story of the Knotts - Marriage, a Baby & Starting Businesses (Ep 132)
Posted on Tuesday October 13, 2020

Today’s we’ll be diving into our personal story; Who are the Knotts and how did this all start? Listen in as we talk about our journey and why Physician marketing clearly became our calling.

[00:01 – 11:04] Opening Segment

We introduce the topic of today
We give a little bit of background of our journey
- We have been happily married since 2016
- Started the agency while dating
Kelley talks about her background
- Comes from a healthcare family background
- Got her first job as a physician liaison
- Create a huge network in Atlanta of hundreds of physicians
Justin shares about his background
- Studied Finance and Investments
- Worked for an early-stage Investment company in Orlando
- Met Kelley and dive deeper into marketing
We shared the story of our first career together
- Becoming the first physical physician liaison for the first 3 years
- Handled 5 to 10 different Subs specialty clients

[11:05 – 18:09] The Start of Our Agency Business

Justin uses his entrepreneurial skill to put the ideas into practice
- Being visionary to see the bigger opportunity
Had people reaching out from all over the country to hire Kelley as a Liaison
We took that from a concept perspective to develop into a digital focus agency
- Without losing the liaison side
Helping practices with an online-offline approach
Kelley was passionate about physician outreach while Justin was taking the range of digital landscape
We talk about Physicians Liaison University
- Training platform to support physicians liaisons
- Physicians Outreach Solution
Kelley talks about Intrepy Healthcare Marketing
- The full-service healthcare marketing solution when it comes to digital solutions
Justin talks about Kelleys personal brand which is kelleyknott.com
- Focused on the thought-leadership and liaison standpoint
- Healthcare marketing advice
We talk about what’s coming out next year in our companies

[18:10 – 27:04] Patient-Centric Marketing Program in Intrepy Healthcare Marketing

Justin talks about the Patient-Centric Marketing Program
- How do we attract, engage and convert patient
Helping physicians to connect with patients in better ways
Justin talks about the services that we offer especially in the digital marketing side
Every service is different based on the sub-specialty of clients
We talk about the team members of Intrepy
- Has won huge awards
The biggest compliment from our clients is how well we know the medical industry
- Born out of the experience

[27:05 – 31:44] Our Contracts with Clients

We choose our clients very carefully
Develop long term partnerships and affiliations
When you partner with us, your property is your property
- Everything that we develop for you is your property
6 months contract length to prove our word and values
Being transparent about our data

[31:45 – 39:19] Closing Segment

Kelley gives some advice for healthcare marketer and partners who works together
Justin shares some realizations about their journey
We talk about the big difference since when we started
Final words

Tweetable Quotes:

“A well-connected Physician Liaison who knows the network not only in Physicians Healthcare admin is a physician liaison who gets through the doors.” – Justin and Kelley Knott

“Remember to pick your clients, it’s important that they’ve invested as much as you’ve invested, you don’t have to just say yes to everyone. ” – Justin and Kelley Knott

“When you're working with a partner they need to be your support system but they also need to have a skill set that complements your skills. ” – Justin and Kelley Knott

“It’s really rewarding to work in Healthcare marketing but we have to be willing to work hard and not be afraid of failing. ” – Justin and Kelley Knott

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

How Individual Physicians Market Themselves at Hospitals or Large Private Practice #131
Posted on Tuesday October 06, 2020

For many physicians and doctors, creating independence in their profession has been a pain point, especially when they just come out of fellowship and residency.

In today’s episode, we will be talking about 6 steps to build a personal brand for physicians and how individual physicians market themselves at hospitals or large private practice. This topic is a common pain point for many physicians and doctors, especially when they come out of fellowship and residency, so they don’t have to rely so much on the hospital system or the private practice to carve out their own space.

[00:01 – 06:39] Opening Segment

We introduce the topic of today
We give a little bit background of the topic
One out of three physicians ask, “What can I do to stand out in my practice/ hospital?”
- How to pull the patient digitally?
- Independence of the physicians
- Direct relationship with the patient
We talk about our agency Intrepy Healthcare Marketing
- Starting it on the base of physicians liaison
- Physician outreach marketing
- Physician digital marketing
Creating Physician Independence
Be aware of the protocols and procedures
- Ask your healthcare system
- May take a personal investment
- Time cost
6 Steps to Build Up Personal Brand for Physicians

[06:40 – 11:24] Google yourself

Get a feel of your ecosystem and reputation
Asking patients for reviews
Individual listing platform
Great opportunity for visibility as well as mistakes

[11:25 – 18:09] Physician Outreach and Marketing

Build relationships with your local healthcare community
Walk into the door and introduce yourself
Cold Call
Learn a lot more about your community

[18:10 – 22:09] Branding Yourself As an Individual

Build your own individual branding style as a specialist
Develop a blog for your own personal brand
Create a legacy for yourself in the space
Get a direct connection with the patients
Check the protocols and procedures to your healthcare system

[22:10 – 28:20] Develop Thought Leadership as a Physician

Technologies made it a lot easier nowadays
Patients are more in tune with their healthcare journey and look for the information
Creating content consistently
Consider what you want out of it
- Decide what platform and medium suits you
What matters with videos
- Audio and lighting
- Meet the quantity and quality

[28:21 – 30:04] Host Webinars and Facebook Live

Reach your potential patients online
Reaching other physicians and specialists
Build more credibility in the community
Personal connect professionals

[30:05 – 31:44] Collaborate with Other Professionals

Increase each other’s network
Build a bigger community through connections
Get your name out there to get featured
Build referral relationships

[31:45 – 34:10] Closing Segment

We run through all of the steps
Final words

Tweetable Quotes:

“Physician outreach and marketing would allow professionals to build relationships with their local healthcare community and learn a lot more about your community.” – Justin and Kelley Knott

“Collaboration with other professionals is important to increase each other’s network.” – Justin and Kelley Knott

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

Healthcare IT, Physician Liaison Reporting & Marketing Intersect w/ Ben Blake of Systeem Medical #130
Posted on Thursday October 01, 2020

Ben Blake is the Sales & Marketing Manager at Systeem Medical Information Systems. They help medical practices find secure, reliable, and scalable Managed IT Services, Helpdesk, and EHR Support.

In today’s episode, Ben explains the importance of having an IT provider specializing in medical IT and the role IT solutions play for your marketing and physician referral development. Ben also shares his experiences as a physician liaison and leaves us with actionable advice on how to improve your network and connection with other physician liaisons.

[00:01 – 08:39] Opening Segment

I introduce the guest, Benjamin Blake
Ben gives a bit of background about himself

- Sales and marketing manager for an IT company for Medical Practices
Ben shares his journey into the healthcare industry
- How he got into healthcare marketing
- Became a physician liaison
Pillars of marketing
- Online marketing
- Internal marketing
- External marketing
- Referral or shoe leather marketing

[08:40 – 20:32] Technology & IT Infrastructures

How Ben’s experience as a physician liaison has guided his career in healthcare
The technology side in medical practices are often being overlooked
Ben talks about the history of Systeem Medical
Shortcomings in healthcare’s IT space
Systeem Medical’s role in the Healthcare Industry
Underutilized parts of the Electronic Medical Records (EMRs)
- Reporting
- Patient Portal
- Telemedicine

[20:33 – 27:58] Security Measures

Medical Practices should focus on the following:
- IT Providers – must specialize in medical IT
- Phishing emails
- Publishing too much information online
- HIPAA SRA
- KnowBe4

[27:59 – 33:41] Improving Patient Experience

Healthcare marketing combined with IT solutions
Physician referrals

[33:42 – 40:51] Closing Segment

Ben gives physician liaisons excellent advice on how they can better connect with other liaisons on the field.

- Don’t be afraid to say hello.
- Show how you can provide value.
Every practice needs a HIPAA SRA done at least annually.
- Here’s a free offer from Ben for your medical IT assessment! See below on how you can avail.

Tweetable Quotes:

“As a physician liaison, the tactics and once you get it can be applied to really any specialty in any medical practice and any location at any size.” – Ben Blake

“Making actions based on data is crucial but can really lead to long-term success.” – Ben Blake

“With LinkedIn and social media and how easy it is to find people. You need to not be afraid to go out there and reach out to them and say hello and then provide value to them.” – Ben Blake

Resources Mentioned:

To get the free medical IT assessment offer from Ben and Systeem Medical, visit their website https://systeem-medical.com/ or you can call Ben on his mobile 469 573 4810.

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

How Surgeons Should Market Their Specialty to Patients w/ Kim Rodgers of Medtronics Spine #129
Posted on Wednesday September 09, 2020

Today we had the pleasure of speaking with the Senior Product Manager of Medtronic Spine & Biologics, Kim Rodgers. Kim manages the digital direct to consumer (patient) marketing strategy for the US Marketing team. Strategies involve owned, earned, and paid media sources.

Kim joins us today to discuss how you can improve your Google rankings by employing the tips and strategies she’ll share with us on this episode.

[00:01 – 12:20] Opening Segment

Kim Rodgers talks about her role in Medtronic
The biggest issues providers are facing when connecting with patients
The role that a practitioner’s website plays
How to know if your website is effective
- The value of Google Analytics
- Geolocation and Important Conversion Metrics

Kim’s recommendations for better Search Engine Optimization
- Google yourself – do some research
- Consistency

[12:21 – 17:57] Increase Traffic to Your Business

Kim talks about Google My Business
- Your gateway to being found locally through local search
- The more you can fill-out and complete, the better you’re going to perform

[17:58 – 23:38] Reputation is Everything

We talk about the importance of REVIEWS to your business
- Help patients decide if you’re the one they are looking for
- Good reviews increase patient confidence and attract more consumers
- Negative reviews help you grow as a business

Leverage software and technology

[23:39 – 30:25] Let Your Voice Be Heard

Kim talks about how providers can effectively get their voice out to the world
- Social Media presence
- Create a website that points back to the institution where they practice

Make sure that your field of expertise is showcased

[30:26 – 38:59] Closing Segment

Kim talks about the resources Medtronic provides to answer their clients’ questions and help them navigate the waters of healthcare evolution
Focus on how you’re being represented online
Create the foundation of your “house.”
Kim answers: How are you staying engaged during COVID with your team?

Tweetable Quotes:

“Reviews to me are very important because it shows that you’re real. It also is an extension of someone else’s experience and it’s building an advocacy for you.” – Kim Rodgers

“The last thing you want is for them to find you and get to your website and not feel confident that they’ve clicked that link and found the right person.” – Kim Rodgers

Resources Mentioned:

You can connect with Kim on LinkedIn. Visit their website https://www.medtronic.com/us-en/index.html

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

What Makes Healthcare Marketing Different: The Inside Scoop w/ Matthew Scott #128
Posted on Tuesday August 25, 2020

Today we had the pleasure of speaking with the Principal and Managing Director of FEED. The Agency, Matthew Scott. FEED is an award-winning healthcare brand agency engaged by doctors and dentists who want to creatively differentiate themselves in their local marketplace in the mindset of their ideal patients.

Let’s dive into Matthew’s story of how physicians can better market themselves and bring in the ideal patients.

Things you will learn in this episode:

[00:01 – 07:21] The Importance of Healthcare Marketing

We introduce our guest, Matthew Scott
Matthew gives a little bit of back story about himself

- Business Agency Owner
- United States Army Veteran
We talk about why we created this podcast
Matthew talks about the importance of the healthcare marketing industry
- Patient-centric approach
- Difference between patients and consumers
“The Money Pit” that doctors have to avoid

[07:22 – 17:52] What Makes Healthcare Marketing Different

Difference between a healthcare marketing agency and a traditional marketing agency
How do you deal with physicians that are nervous and hesitant about working with another agency?

- “I give them our belief, our methodology.”
- Build a patient experience around trust
Matthew digs deeper into the “onboarding process.”
- Doctors must understand that patients are focused on perspective, process, and protocol.
- What does a great patient experience look like, sound like, and feel like?

[17:53 – 25:39] Branding vs. Marketing

What is the difference between branding and marketing? And why is it important to have the difference communicated to physicians?

- Matthew gives a comparison of branding and marketing
Giving physicians a voice

[25:40 – 40:52] Working with FEED

Things for physicians to consider when working with Matthew

- Awareness
- Focus on the message to be communicated
- Become the specialist of their specialty
Matthew shares a recent trend in healthcare marketing
Clarifying the meaning of agency and what we can bring to the table

[40:53 – 49:55] Pathfinder Movement

Shout out to all the pathfinders in the healthcare marketing field

- People want to work with you because they find value in you.
Matthew reflects on the future opportunities for this industry
Matthew’s final thoughts for the listeners
Connect with Matthew online. See below for the links

Tweetable Quotes:

“Hey doctors, we believe that the key to your patient marketing communications is that it’s built on trust and trust is your real currency, and if you believe that trust is your real currency, then why would you not take marketing and branding and clothe your patient experience around trust. And if you form enough trust and what will happen is, is that your brand will go from awareness to building authentic authority and when you reach authentic authority, i.e., your reputation is something that others are sharing on your behalf. You will not only attract ideal patients, but you will ultimately spend less money in traditional marketing.” – Matthew Scott

“What does a great patient experience look like, sound like, and feel like? And if the doctors listening to this just took that into consideration and then wrapped it in a patient onboarding system if you will, they are so much further ahead.” – Matthew Scott

“If you can start off with a strategic understanding of how to authentically differentiate yourself in the mindset of patients, you will learn to attract more ideal patients.” – Matthew Scott

Resources Mentioned:

You can connect with Matthew on LinkedIn and Facebook. Visit their website to know more about FEED. The Agency

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit

my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

How CTCA Became the Leader in Patient Centric Marketing w/ Ken Chaplin, CMO of CTCA #127
Posted on Monday August 10, 2020

Today we had the pleasure of speaking with the chief marketing officer of Cancer Treatment Centers of America, Ken Chaplin. After building up his experience with different markets, different forms of marketing, and working for various companies, Ken moved to the healthcare industry marketing scene. Ken focuses on a marketing strategy centered around the consumers.

Let’s dive into Ken’s story of how CTCA leads the industry in patient-centric marketing.

Things you will learn in this episode:

[00:01 – 02:18] Opening Segment

We introduce our guest, Ken Chaplin
Ken talks about his journey and what led him to Cancer Treatment Center America
- Over 25 years in marketing-related capacities
- Worked at The Walt Disney Company for 11 years
- - Started at Burbank and was able to take on a few overseas assignments

[02:19 – 14:48] Transition to a Different Side of the Marketing World

What makes healthcare marketing different from other industries?
Ken talks about how their team works their way through the various departments in their organization while staying engaged with consumers and providers
Ken tells us about how they tailor their marketing strategies based on their consumers
- Shares the core foundation of what CTCA was built on
- The Mother Standard: Giving the care that you deserve
- Getting patients involved
Ken shares how they at CTCA help patients understand the risks and how they’re keeping them safe amidst this COVID-19 pandemic
- Partnering with the medical community
- Online digital resources
- Communication

[14:49 – 21:18] Switching Gears in CTCA’s Marketing

Ken talks about the measures they are taking to make their services easier to find and readily available online.
- Focusing on the “paid search world.”
- Video marketing
- Direct communication with consumers
- Building a data structure
Leveraging landing pages
- Building a trust relationship

[21:19 – 29:54] Physician Relations

How CTCA is building their physician referral relationships in this COVID-19 situation
- Working with the local community
- In a network with the insurance providers
- Continued communication with patients and physicians
- How CTCA can be an outlet for communities that need help
- Patient empowerment
Use of the Zoom App and other platforms to stay connected, spread information, and for constant communication
- Featuring physicians
- Providing education, resources, etc.

[29:55 – 40:31] Telehealth

Ken talks about his forecasts on the biggest changes the healthcare industry will face in the upcoming months
- Adaptation of Telehealth
What do you want your legacy to be?
- For the industry: continuing to reinvent myself and stay an innovative leading influencer in the market
- To my team: be someone that can help develop my team
- To the consumers: continue to provide information to reach consumers so that we can help them
Connect with Ken and Cancer Treatment Centers of American online!
- See below for social links.

Tweetable Quotes:

“What we are just trying to say is, ‘Hey, there are options, and you can, to your point, take your treatment, take your journey, and control it yourself.’ Be empowered to make those decisions. You have a partner, and you have a partner who’s going to deliver you with a power of a plan to get you the treatment you need certainly.” – Ken Chaplin

Resources Mentioned

You can connect with Ken on LinkedIn or Twitter. Click here to visit Cancer Treatment Centers of America’s website to learn more about cancer treatments, research, and resources.

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcast, Google Play, Spotify, Stitcher, or visit my website https://kelleyknott.com/.

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

Common Digital Advertising Mistakes Healthcare Practices Make w/ Nick LaIuppa #126
Posted on Thursday July 09, 2020

Today we had the pleasure of speaking with public speaker and founder of Nick LaIuppa Marketing, Nick LaIuppa. After spending thousands of ad dollars and exploring various strategies, Nick focuses on serving small-medium sized businesses by building digital marketing and advertising campaigns across multiple platforms. His purpose is to help people like you drive the sales you need to turn a profit.

Let’s dive into Nick’s story of how to avoid common digital advertising mistakes to get the results you are looking for.

Things you will learn in this episode:

[00:01 - 14:15] Advertising Too Soon

We introduce our guest, Nick LaIuppa.
Nick talks about common digital advertising mistakes.
Nick talks about the fear of advertising too soon and how to avoid it.
- Create patient personas
- Not properly visualizing and laying out your funnel
- Not training staff on process
- No specificity - trying a shotgun blast approach
- Not building out specific landing pages for each type of ad

[14:16 - 19:47] The Lack of Transparency

Nick talks about the importance of transparency when it comes to understanding your AdWords marketing.
- Most marketing agencies lack transparency and refuse to grant their clients access to their own assets and data

[19:46 - 27:23] Not Properly Tracking Your Program and Reporting

What metrics do you need to focus on?
We talk about another common mistake; not properly tracking your program and reporting
- Nick mentions his top 4 metrics to keep track of:
  - conversions
  - conversion rate
  - click-through rate
  - cost
- How often should you look at them?
- What do you use to track?

[27:24 - 37:26] Leads Dying ON the Vine

Nick talks about what it means to let “leads die on the vine.”
- Not putting them in a nurture sequence
- The most expensive and cheap advertising

Email nurture sequencing.
- What retargeting means

[37:27 - 47:24] Picking the Wrong Platform and Bailing Too Soon

Nick gives us the key points in choosing the right platform to advertise on.
- Understanding who your customer is
Nick sheds some light on bailing too soon when you’re investing in ads.
- How much time does it actually take to get results?

Tweetable Quotes:

“The way that I always go about recommending the ad platform is first understanding who their customer is.” - Nick LaIuppa

“If you ever get in touch with a marketing person or an agency that is telling you they can guarantee your results, that's a red flag.” - Nick LaIuppa

Resources mentioned in the episode:

You can connect with Nick on Linkedin, Instagram, Facebook, Twitter, and Youtube or visit his website https://nicklaiuppa.com/

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott

How to Use LinkedIn to Increase B2B Sales w/ Steven Perchikov #125
Posted on Tuesday June 23, 2020

In today’s episode, we are joined by the sales expert, co-founder of Artofsalesacademy.com, Steven Perchikov. Steve is a master of B2B pipeline development and social selling. We are talking about how healthcare organizations can develop valuable B2B sales strategies by leveraging LinkedIn.

Let’s jump into Steven’s interview where we focus on helping the healthcare community learn how to use LinkedIn as an effective tool for marketing.

Things you will learn in this episode:

[00:01 - 04:28] Opening Segment

We introduce the guest, Steven Perchikov to the show
Steven talks about his career background and how he got into the entrepreneurial world
- He has a sales consultancy in a LinkedIn agency called Art Of Sales Academy. See below for the link.
- He helps b2b businesses generate more opportunities and sales
Steven shares some of the outreach strategies to develop an outbound system.

[04:29 - 14:42] Positioning Yourself on LinkedIn For Success

What about LinkedIn makes it so different when it comes to social media marketing?
- Steven explains the main differentiator of LinkedIn compared to other platforms is that it is a place where businesses hang out exclusively, and it’s the highest value social networking platform that anyone can leverage.
How do you structure a really good hook when selling or using direct outreach and messaging on LinkedIn?
- Steven shares with us the different personality types and different strategies in building community and increasing engagement with clients.
What are some of your advice for people getting started on LinkedIn?
- Listen to Steven’s valuable advice for people like you who want to optimize their professional business profile on LinkedIn.
- Start building your list.
- The fastest track to getting appointments on your calendar

[14:43 - 20:58] How LinkedIn and Email Outreach Go Hand in Hand

What makes LinkedIn so unique compared to other social media platforms as far as connecting and direct cold outreach?

Steven addresses how valuable LinkedIn is when it comes to building customers' trust to get their emails.

[20: 29 - 30:33- ] Building a Pipeline and Leveraging the Power of LinkedIn

If you're going after 50 to 100 connections a day? Is it worth it?
- Steven provides a proven test for why connections they send without a message perform better than the ones with.
The importance of LinkedIn is social selling
Steven shares insight as to how the healthcare world is utilizing LinkedIn more as their marketing strategy especially during this time of COVID.

[30:34 - 35:39] LinkedIn Sales Course

Steven and Kelly talk about the LinkedIn Sales Course and preview what they are working on that will be coming out.
What is your advice for anyone deciding to start their LinkedIn journey?
- Steven gives the greatest advice to startups like you that you don't want to miss!

Tweetable Quotes:

“The difference between cold email to someone versus an opt-in, where you're actually nurturing someone to some date to get emails. That's a huge difference” - Steven Perchikov

“Breaking patterns of what people are used to. And being relevant are two great ways to improve connection rates” -Steven Perchikov

Resources mentioned in the episode:

You can connect with Steven on Linkedin, and Facebook or visit his website https://www.artofsalesacademy.com/

Subscribed Yet? Now you can!

Subscribe to the Patient Convert Podcast and never miss a new episode!

Subscribe for emails or using your favorite podcast app via: Email, Apple Podcasts, Google Play, Spotify, Stitcher or visit my website https://kelleyknott.com/

Feel free to connect with me on LinkedIn, Twitter, Facebook, Instagram

What We Do

Check out our Healthcare Marketing Agency – Intrepy Healthcare Marketing

Check out our physician liaison training platform – Physician Liaison University

Leave a Rating & Review for Other Listeners!

I hope that you have found this episode and any others you have listened to to be helpful in your growth as a healthcare marketer or practice owner. Please consider leaving a review on one of the channels above.

The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher as well.

Your ratings and reviews help get the podcast in front of new listeners. Your feedback also lets me know how I can better serve you.

Thanks for listening. Kelley Knott