Sales representatives often ask questions about trying to attract patient types that they know their organization is great at treating. Today, I got an email from a new salesperson who works for a large private duty organization. Johnny asked if I knew how he could capture more diabetic patients. He explained that the admission coordinator […]
I am sure many of us would like to know what our referral sources are thinking sometimes. I certainly would! Unlocking their thoughts and reasoning would surely lead to more referrals. Even without being a mind-reader, we can make some important observations if we ask the right questions. I don’t just mean the Identify/Qualify step […]
A client, patient, or referral source’s first interaction with your employees is critical to the reputation of your company. This is especially true for home health, private duty, and hospice agencies. Our intake staff play a vital role in providing a positive experience for our referral sources and our patients and their families. We are […]
When starting a new job in sales, it is important to build a list of accounts as soon as possible. This will help to increase your chances of success and make your job easier. There are several ways to do this. One way is to ask your colleagues for their contacts. Find out who […]
How many of you would love to grow by 90%? Sounds great right? How many of you are willing to work 90% harder to make it happen? Now I bet that yes has quickly been replaced with a resounding NO! Why? Well maybe first off, you are already giving 110% of yourself at work. I […]
This week I am blessed to have an administrator who trained to be a sales representative. Now, this administrator isn’t leaving his role as administrator. He volunteered to manage the sales representative’s accounts while out of work for maternity leave. Our first call was excellent. It started something like this: “OMG, it is so hard […]
Friends, for the last 29 years I have been working in post-acute care. For the last 9 years, I have worked in helping post-acute care providers such as home care, home health, and hospice organizations grow their census. One account type that I most often hear presents a challenge for agencies to get referrals from, […]
Many of you have been using our Roadmap to Referrals: 52 Weeks Sales Plan, and I wanted to share feedback from our physician panel. I met with a group of physicians (11 doctors and three nurse practitioners). They were chosen because the sales reps that are calling on them are using the Roadmap To Referrals […]
Today I ran into Dr. Joe while I was out Christmas shopping. For those of you that are fateful blog readers, you may recall his story. He and his partner, Dr. Kirkland, are both top referring physicians. I have been using the Roadmap to Referrals while maintaining this account over the last several years. This […]
I have spoken to so many agencies over the last month who are really in dire need of staffing. People are trying to get creative with ads that are just so unique. One of the ways they have shared with me that are bringing them great results is humor in the ad. Full-time Home Health […]
