Guide to How Research Product Companies Can Generate Life Science Sales Leads

Do You Need Life Science Sales Leads?

Yes, you do. But research supply companies are finding it increasingly difficult to produce a steady supply. Traditional methods of promotion & lead generation through scientific journals is inefficient. Online advertising yields few real leads, & trade shows are expensive on a per-lead basis.

Problems with Traditional Lead Generation:

Traditional leads generation still works, but at greatly reduced effectiveness. There's no longer incentive for scientists to call or email vendors when research solutions are needed, because they can get the information they need from searching the internet, at their own pace and without pressure. Traditional lead generation now favors the largest suppliers with the biggest advertising budgets. Smaller companies with competitive products are frustrated that even with their ad spending maxed out, they're not reaching prospective clientèle.

The Solution, Database Extraction:

To generate life science sales leads, there are two particularly good options. The first is to screen the National Institutes of Health (NIH) Grant Funding Database, CRISP. This database is searchable by many different functions, including grant research topic. The benefit of this search method of generating life science sales leads is that you can micro-target individual, well-funded researchers at the product level.

The downside is that it's labor intensive and the CRISP search query program runs very slowly. A nice alternative is a service offered by BioInformant, GRANTAlerts™. BioInformant's GrantAlerts™ service automates the process of filtering the CRISP database, functioning in real-time and providing immediate sales leads, so that you can be the first to contact researchers whose projects will likely require products sold by your company, before the competition can get in touch.

A second approach for to generating life science sales leads is to track who is using your competitors' products and then contact them in an attempt to provide them incentive to switch companies. This can be an effective approach, one that will help you win against your big competitors, because it lets you target an existing base of customers even though they are not your own. Most people in marketing appreciate the efficiency of selling to an existing customer, versus acquiring a new one, but few companies take advantage of this in a systematic way to produce a supply of strong leads.

Again, the drawback of following competition product citations in the scientific literature and in patent filings is that this process is time-consuming and labor intensive. A better option is to consider BioInformant's SALESAlert™ program, which filters the PubMed research publication database, as well as the U.S. Patent & Trademark database in order to identify referenced use of your competitors' products, and then provides detailed sales leads, including name, institution, email address, and when unrestricted, phone and mailing address, all in a database-friendly format for easy sorting.


About BioInformant:
BioInformant supports life science clients by providing technology for making profitable business decisions. As one of the first firms to recognize how the Web transformed business decision-making, BioInformant specializes in designing search algorithms that extract information from the internet. We provide "warm" sales leads to micro-target researchers at the product level, technology for tracking company product citations, targeted email mailing lists, competitor and industry monitoring services, and more.






The official source of How Research Product Companies Can Generate Life Science Sales Leads is
the Biotechnology Sales Leads page at Business.com