We just buttoned up Quarterly Business Reviews and Plans with one of our Mastermind clients.
EVERY Marketer grew their office double digits year over year for quarter 3 2019 vs. quarter 3 2020! The Marketers for this agency have a strong finish to the end of 2020.
I couldn’t be more proud of them and their willingness to pivot HARD and achieve results better than 2019 (2019 was a solid year, too!). This agency has not let COVID and the lack of access nor the lack of staff (due to quarantine) slow them down!
I asked each Marketer the same question during our zoom meeting:
“What do you attribute your success to during the 3rd Quarter?”
Here are the 3 Secrets that I heard:
1. Delivering Value EVEN when working from home!
How do you deliver Value when you are remote? There were many questions early in COVID – Could they do it? Would their referral sources accept them being “remote”? They said I am not a copywriter. They needed a lot of support to be confident in reaching out via phone, email, text, video. Following the structure of the Inside Sales Process and RoadMap of Referrals gave them the tools to each week go out and deliver value in the form of education and high-value patient targeting. Using the Home Care Sales Trigger Questions on the Quick Reference cards to reach in and get the ideal referral on caseload NOW!
2. Showing up: Consistency in reaching out – even when it feels like “no one is listening.”
One of the reps said, “It feels like sometimes I am talking to the wall” Voicemail that delivers a sales message of the week is fantastic but not getting a return call or feedback is hard. What is great is when you do connect, the referral source says – “Oh, I loved that email about Mrs. Jones and her Parkinson’s that sounded just like my mom.” It’s WAY BETTER when that is coupled with a referral!
3. Drill it: Education and Motivation every day!
Another rep shared her story of the funk she found herself in a couple of weeks ago. She was tired; a few of her friends had actually died from COVID. She was concerned for her mother, who is elderly. She said:
“I had to take a hard look at how I would pick myself up and get motivated again and the way I decided to do that is to INVEST in MYSELF! I decided every morning I was going to get up and log onto HomeCareSalesPro.com and do a Lesson. When I do a lesson, I FEEL CONFIDENT! And CONFIDENCE SELLS! SO TRUE!”
What does this success in the numbers look like for this agency?
Over $110,000+ in profit increase in Q3 2020 vs Q3 2019
Which owner would like that profit over the last 90 days!
Which marketer would like that bonus check?
We ALL would!
You want momentum like this too! YOU CAN!
Join us for an exclusive FREE webinar:
The Blueprint – The Top 3 COVID Driven priorities for sales leaders to Gain Referrals
Set yourself up for SUCCESS! FINISH 2020 STRONG!
Register today! Click here!
See you there!
Melanie
P.S. This is your chance to help more people. Get your blueprint and set yourself up for success! Click here and sign up NOW!
P.S.S. You want to be part of the Mastermind and connect with other high-quality owners like this agency’s owners? Click here and lets have a discussion!
