How to Build Solid, Open-Ended Questions that Make You Sound Different Then the 1,000 Other Marketers

As a Home Health / Home Care / Hospice marketer, it may seem important that you spend your conversation time telling your referral sources about your services, but what is more important is to develop the ability to ask good questions. What…

6 Questions Referral Sources Ask Themselves When Making a Decision on Who to Refer to Next

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…

Motivational Monday: An Important Observation from a Classically Trained Salesperson

I just had a fantastic call with what I will now refer to as a friend of mine, Amy. She has a sales background and is just moving into the Home Health and Hospice space. It was nice talking to another "classically" trained salesperson, as…

The "So What" Marketing to Home Health

The "So What" Marketing to Home Health So what makes your home health care agency unique? So what makes the services you offer stand out amongst your competition in a crowded marketplace? So what differentiates your home health care…

10 Ways to Build Rapport With Prospecting Accounts

One tool which you can use to influence someone’s beliefs or change their approach to referring to your organization is improving your rapport with the account.  Today I want to share with you 10 ways to create a rapport. 10 Ways to Build…
Sales work process

Sales Process Work – With Structure Comes Freedom

This week one of my clients had me come to their organization to see what their sales representatives were doing on sales calls. The sales representatives were asked to take me to an account that they would most likely get their next home health…