Lead Generation Funnel: Guide to Build One for Your Healthcare Business

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  • Sep 17, 2019
  • Posted By: admin

Lead Generation Funnel - MR

Infographic Content:

What is Lead Funnel?

To run successfully, businesses need leads who can convert into a paying customer. But getting on to a valued pool of customers who end up buying your healthcare products is the challenging part. Your sales and marketing efforts have to be strategically targeted towards attracting new customers and nurturing relationships.

Much like a sales funnel, a lead generation funnel refers to the series of steps that using which a brand turns customer awareness into conversions and sales. It is through this lead funnel that marketing and sales team has to lead prospects into becoming a customer at the end of the funnel.

Did You Know?

Around 68% of companies have either not identified or ever attempted to measure a sales funnel, whereas 79% of marketing leads go waste without being converted. This is because businesses lack an effective lead generation funnel that can generate quality leads and convert into sales is essential. (Source: Salesforce)

Stages of Lead Funnel

ToFu: Top of the Funnel

The stage to spread awareness, engage with the audience, and attract potential leads.

MoFu: Middle of the Funnel

The stage to nurture customer relationships and guide prospects through the buyer journey.

BoFu: Bottom of the Funnel

The stage to convince the buyer that your brand is the right one and close the deal.

6-steps Craft Your Lead Generation Funnel

#1 Planning:

  • Plan on how you can reach leads, nurture relationship, and close sales within the funnel.
  • Outline your targets and plan on how to capture their attention.
  • Build a content strategy and conversion strategy that aligns with the buyer’s persona.

#2 Education:

  • Create informative and educational content to establish credibility.
  • Prepare content map to guide leads throughout the leads funnel.
  • Leverage content channels that audience prefer to maximize customer education efforts.

#3 Capture:

  • Collect customer data and valuable insights from various channels.
  • Use interactive content to capture leads across multiple funnel touchpoints.
  • Include CTAs into content and turn it into an asset for lead generation.

#4 Qualification

  • Align marketing and sales team to check lead quality.
  • Make efforts to know if the leads are sales-ready or not.
  • Act decisively after thoroughly undertaking the lead qualification process.

#5 Cultivation

  • Implement a lead nurturing system and lead scoring model to identify the right buyer.
  • Make use of marketing automation in your lead cultivation process.
  • Assess leads to check if they fit into your customer profile expectations.

#6 Conversion

  • Ask the sales team to check lead engagement history and plan their conversation accordingly.
  • Make the audience believe in your brand as an ideal fit for their requirement.
  • Convince the prospect to invest in your products.

Best Practices that Can Make Lead Generation Funnel Work

Increase Awareness

This can be achieved through:

  • Search engine optimization (SEO)
  • Email marketing
  • Social media outreach
  • Content marketing and advertising
  • Telemarketing efforts

Facts to Know: For every $92 spent in acquiring customers, only $1 is spent on their conversion. (Source: Econsultancy)

Collate Detailed Prospect Info

Get complete details about your prospect from database providers including:

  • Full name
  • Email and postal address
  • Phone and fax numbers
  • SIC codes and more

Engage with Targeted Leads

To engage, use relevant content and multiple channels as:


Video content

Webinars and events

e-books and whitepapers

Facts to Know: Nurtured leads make 50% more sales at a cost 33% less compared to non-nurtured leads. (Source: Strategic IC)

Analyze Lead Potential

This can be done by:

  • Monitoring the source from where leads came
  • Tracking behavior of prospects
  • Understanding audience demographics

Market to Interested Prospects

  • Market to leads who are most likely to buy.
  • Run personalized and targeted marketing campaigns
  • Address customer concern with relevant product.

Create Brand Advocates

  • Provide excellent customer experience to win the trust
  • Make customers fan by offering best quality products
  • Ask them to write positive brand reviews and referrals to spread the word.



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Sam Wilson, Consultant