Lead yield, not lead count
Growth conversations in medical tourism almost always start in the same place: more ads, more leads. Yet with acquisition costs rising every season, lifting the yield of the leads you already have is usually a much cheaper source of growth.
Concretely: a company running 300 leads a month at 4% conversion produces 12 patients. To get the same lift from advertising you would need 25% more leads — a quarter more budget. Lifting conversion from 4% to 5% by fixing follow-up discipline produces the same result with zero additional spend.
Qualification: four questions
Good qualification exists not to reject people but to advance them in the right order. Four questions are enough:
- Which treatment? There may be more than one; record them all.
- When? A date range sets urgency and priority.
- Budget range? A band, not an exact figure. It aligns expectations early.
- Do they have what clinical review needs? Photos, reports, chronic conditions.
Answers must be stored as fields, not free-text notes; only then can they be reported on and feed automated rules. Status and tags handle this.
Routing: ending "whose lead is this?"
Manual assignment costs you three things: delay, unfairness and collisions. Automated routing fixes all three. Rule sets that work:
- By language. An Arabic enquiry goes to an Arabic-speaking consultant.
- By treatment. Specialisation measurably lifts conversion.
- Load-balanced. Priority to whoever has fewest open records.
- Reassignment rule. A lead untouched for 15 minutes passes to the next consultant — this one rule alone cuts average first-response time sharply.
Rules live in lead distribution; team structure uses user groups.
The follow-up cadence
Because decisions take weeks, follow-up is a programme rather than an event. A six-week cadence that works:
| When | Who | What |
|---|---|---|
| Minute 0 | Automated | Welcome, consultant name |
| First 15 min | Consultant | Qualification questions |
| Day 1-2 | Consultant | Quote |
| Day 4 | Consultant | Quote reminder, invite questions |
| Day 10 | Consultant | Patient story / before-and-after |
| Day 21 | Consultant | Date flexibility, alternative package |
| Day 42 | Automated | Final check, move to archive |
Every step is written into the system as a follow-up with a reminder. A cadence left to memory breaks at step three.
Reactivating the archive
Old unclosed leads are usually the cheapest patient source you own — the acquisition cost is already sunk. For a quarterly reactivation campaign:
- Segment by reason lost: price, timing, indecision, unreachable.
- Send a different message per segment — a new package to price-lost, seasonal availability to timing-lost.
- If the 24-hour window has closed, use an approved template. See WhatsApp for clinics.
The sales side runs on Meto Sales; measurement is in conversion rates.