People think I’m crazy when I ask them to tell me the type of leads they don’t want first.

It is not enough to talk about who you want to pursue. You cannot be everything to everyone. Even if your EMR system can cater to all kinds of clinics and providers, for the purpose of marketing and generating leads, you must ask yourself – who is your ideal client? 

For that, you need to focus on your existing clients of your EMR system and find out why they bought from you and why they continue to be with you. This should give you a clue. Focus on that profile of the clientele first.

Conversely, start eliminating those prospects where you don’t want to waste your marketing dollars.

A focused marketing approach generates higher quality leads that have a better closing ratio.