Work backwards from the demo goal
This is a hypothetical campaign plan for Elation. Work backwards from 30 demos per month into emails, prospects, inboxes and domains.
Reach 60,000 people per month with two touches each, sending on 20 days. That means 6,000 emails a day, 300 inboxes and 100 domains.
| Sending plan | Monthly example |
|---|---|
| Emails per day | 6,000 |
| Sending days | 20 |
| Emails per month | 120,000 |
| People | 60,000 |
| Inboxes | 300 |
| Domains | 100 |
- 780Total responses
- 78Positive responses
- 29Calls booked
- Average monthly cost over five months
- $2,647
- Cost per call
- $91
- Cost to acquire a customer
- $913
Build the prospect list
Look for independent primary care practices in the United States with roughly two to 50 clinicians and one to 10 locations.
Get the physician owners, medical directors, practice managers, operations leaders and billing leaders.
| Include | Criteria |
|---|---|
| Practices | Independent primary care |
| Location | United States |
| Clinicians | 2 to 50 |
| Locations | 1 to 10 |
| Exclude | Reason |
|---|---|
| Hospitals and large health systems | Outside this target audience |
| Non-primary-care specialists | Outside this target audience |
| Practices with no control over their EHR | Not an ICP fit |
One list, one pain, one feature
One list, one pain, one feature. Keep all three segments separate and send each its own message.
The worst thing you can do is try to put complicated software into one email. Everyone has their own issues.
| Buyer | Pain and feature |
|---|---|
| Physician owners and medical directors | After-hours charting → Note Assist |
| Practice owners and billing leaders | Slow claim submission → Unified EHR and billing |
| Practice managers and operations leaders | Too many appointment calls → Online patient scheduling |
Note Assist
For each campaign, launch scripts that advertise the same feature to the same pain in different ways. Specificity increases response rates.
Hey Sarah,
Are visit notes still following you home after clinic?
Elation’s Note Assist turns each visit conversation into a draft inside the EHR. It helps reduce the charting left after clinic.
Can I send you a short demo showing how it works?
Unified EHR and billing
Use the case study as social proof. The goal is to start a conversation and make it easy to say yes to a short demo.
Hey Sarah,
Does moving claims from the signed note to submission take longer than it should?
Elation puts the EHR and billing workflow in one system. Harmony Healthcare reported that claims went out four times faster after switching.
Worth watching a quick demo?
Online patient scheduling
Practice managers and operations leaders care about scheduling calls because their people are on the phone all the time.
Keep the script short. You can ask for a demo, offer free trial codes or invite them to a call.
Hey Sarah,
Is your front desk still handling most appointment requests by phone?
Elation lets patients book appointments online from any device.
Can I send you a short demo showing how it works?
Verify the data and test the scripts
The main issue with prospect data is inaccuracy. Go through the list and verify that every prospect is an ICP fit.
Otherwise, you waste sending capacity and send irrelevant emails to irrelevant people. Have enough script variants for the volume you’re sending.
- VerifyEvery prospect is an ICP fit
- SeparateOne list, one pain, one feature
- TestDifferent scripts for the same pain