60 days of Positivity in a Book

What can you learn from a 250-year-old tree in Alabama about home care sales and home health marketing

As we come to the 3rd week of working with teams across the country during the pandemic this morning, I reflected on the emotional journey I have witnessed with the agencies we work within our consulting business as I sit under this magnificent 250-year-old live oak tree.

First, there was denial – I heard reps and owners saying, “Oh, we will not be out of the field long.  A week tops, and then we will be back into our referral sources.”

Next, came fear – “Oh no, how are we going to market?  What is going to happen to our agencies?”

Then came anger – reasonable great humans lashed out about things that usually would have been no big deal.  People misinterpreted well-intentioned actions as something nefarious.

Last week – about Tuesday, I saw a dramatic shift in the teams we work with – it was their ability to stand up and not just accept their “new inside sales role” but start to “own it”!

They were making headway.

Referrals were flowing again.

They were having meaningful conversations with their referral sources.  They were becoming stronger, steadier, just like this oak tree. 

I imagine this oak tree has seen a lot over its 250 years.  We live on the plot of land that has been long attached to the Grand Hotel just a mile away.  The hotel was converted into a hospital during the civil war again turned over to the Air Force in WWII.  And still, it stands watching over all of us.  The oak’s steadiness and strength continue to give us perspective. We love this tree. It holds the swings for the boys, and it gives us shade and makes us feel safe and calm.  That is the feeling that we are drawn to – safety, comfort, strength, steadiness.

That is also what your referral sources are drawn to – safety, comfort, strength, steadiness.

That is what I felt this week – the reps had a plan, they had their scripts, they had meaningful sales actions to do, producing results, and they felt powerful!

When you feel secure in strength you can take risks and do things you haven’t done before (like my 21 year old and husband deciding to climb a tree – See pic above…)

I loved to see that this week. I have been reading a ton on mindset – since I believe so much of how we make it through this pandemic as Home Care Sales reps, Hospice Liaisons, or Home Health Marketers is about mindset and the ability to “skill up.” I have read it takes about 14 days for new business skills to become integrated. (this makes sense to me as an OT – we used to say there is a golden period of 2 wks to get a patient to integrate their prosthesis – if they learn how to do ADLs without the prosthetic, then they never would use it.  I think we can apply the same concept here with our teams)

And for our teams who have had a daily plan, script, and requirements, its been about 10 days of them executing the plan.

This gives me hope because it means we can reproduce it with your teams.

Together we are stronger!

We have our empowerment energy on “High” so that you can take your new skills and drive referrals to your agency even in this uncertain time. People need you more now than ever! 

Your voice is the voice that needs to be heard right now! 

Shine bright!

Serve more seniors!

Melanie

#HomeCareStrongerTogether

 

“I finally am coming out of the overwhelm and getting referrals again.”

“I finally am coming out of the overwhelm and getting referrals again.”

One of our private mentoring clients recently shared with me.

Over the past two weeks, we have been working at neck break speed to arm our reps with the tools and messaging to get to their referral sources and keep the flow of referrals coming into the agencies.

While we are only two weeks in, it feels like two years. I know many of you feel this way too. Working 12-14hr days to help create a structure for our reps so they can navigate this unprecedented time.

I ask myself daily –

“What new problem are my referral sources facing right now, that they might not have had last week, and how is this agency uniquely qualified to help them?”

This is a GREAT question!

Because what worked last week – well, we are already onto 2.0. We test, we learn, we evolve and test again. It’s in the iteration that we tool the next generation of tactics and techniques.

Lessons from the field:

Set your team up for success from home

Most of your team has never been “caged” up and home, and some of them are not doing well. They are social creatures, and right about now, the wheels are coming off. You, as a leader, need to help them create structure. The structure will help with the overwhelm and get them back to business.

We created for our teams 5 Steps to set them up at home for success.

This started as a 3 step process, and we have irritated to 5 steps for your now “inside” sales team.

We put this structure in place for our teams last week.

One of the client’s reps confided in me:

The first day, you told me to go home and start to pull together my list for the inside cadence. I was in shock and complete overwhelm. I just sat at my kitchen table all day and did nothing. My husband told me that I better get my act together, and so the next day, I started working on the steps. It took me two days to get the Focus 50 down in the tracking tool you gave us. I was very frustrated about that. I felt like I should be doing more. That I was “not working.” I was angry. Angry, I couldn’t go out. Upset, you were making me do this dumb spreadsheet. Scared I was going to be laid off because I was “at home” and not in the field. That was my week last week. Scared, overwhelmed, confused, looking for answers, and I felt unsupported.

But over the weekend, something changed…

I think it was the organization.

When you gave me the scripts and the email templates, and I read through them, I thought – OK, I have a map. I can do this. Now I had a plan. When I came back to my kitchen table on Monday and sent out the 1st email script you gave me – I feel instantly better. I emailed all of my Focus 50 in the first 2 hrs. Next, I did the voice mail script you gave us, and I could not believe how many people ANSWERED THE PHONE! They had TIME and TALKED to me! I got two referrals on Monday from the scripts and phone calls, and now I feel like I can do this! Thank you for making me do the preparation, or I would have been sitting here binge-watching Netflix because I didn’t know how to start.”

We heard a “version” from multiple clients last week.

I appreciate everyone is on edge. Chaos and uncertainty do that. It shows us we are human. We make mistakes during this time. We disappoint people. We are frustrated.

There is also good that happens during this time if we look for it. Neighbors helping each other (even if its just toilet paper – thank god I went to sams club 2 wks ago – who would have thought?) Sales reps taking leadership and helping their agencies find a way!

New tactics are refined. New skills are developed. Every day we get to choose to find the “good.” It’s not easy, and yes, we stumble. The important thing is you get up. And you try again.

You chose this “business,” but really, it’s a calling.

You are resilient.

For however long you have been in Home Health, Hospice, or Home Care – You have been told “NO” every day – at least once a day.

In some ways, that has prepared you.

You know how to tackle “uncertainty” – you did it when you first came into Home Care, and you will do it again.

Because if I know one thing, it is that if you know how to WIN – you can defeat uncertainty with a plan. Use our structure of the five steps inside sales process to create your own version of the program.

I’ll end with a personal message for you.

My entire life’s work has been helping home health, hospice, and in-home care grow. And I see that as being more critical today than probably at any point in my 24 years in this business.

I want to see you survive and thrive.

I invite you to take advantage of our free webinar next week.

And if you would like to connect with me, personally you are always welcome to email me at: Melanie@homecaresales.com

The world needs you right now.

Thanks for joining me.

Melanie

 

PS: The take-home tools from our last webinar:

We provided the infographic, sample scripts, a tracking tool and at the end of the webinar gifted all 10 of our email templates and 10 of our voice mail scripts (these tools and scripts took over 10 hrs to craft, and we have been using them with our private mentoring clients – the scripts are in word docs – all you have to do is click and customize to your agency)

If you paid for the webinar you will find them all in one place – the learning system at homecaresalespro.com. If you haven’t received access, check your spam (as notifications can sometimes land there) or reach out to Jason@homecaresales.com and we’ll get you set up.

Melanie

COVID-19 is changing the landscape for health care delivery

With the materialization of the virus causing the disease COVID-19, there is a need to expand the use of technology to help people who need routine care, and keep vulnerable beneficiaries and beneficiaries with any symptoms in their homes while still providing access to the care they need.

The Centers for Medicare & Medicaid Services (CMS) has expanded access to Medicare telehealth services so that Medicare patients can receive a wider range of services from their doctors without having to travel to a healthcare facility.

Medicare patients will be able to receive a specific set of services through telehealth including evaluation and management visits (common office visits), mental health counseling, and preventive health screenings. I have not seen how this will be done with Medicare Advantage plans. The reason for this welcoming change in the law is to safeguard Medicare beneficiaries who are at a higher risk for COVID-19. This way they are able to visit with their doctor from their home, without having to go to a doctor’s office or hospital (which puts themselves and others at risk). 

One of the challenges that quickly comes into my mind is the concern of how many seniors have access to a smartphone. Additionally, how many will know how to download apps (if the physician’s office uses an app to conduct the visits) and how can home health agencies use this technology to conduct face to face visits as well? 

TYPES OF VIRTUAL SERVICES:

There are three main types of virtual services physicians and other professionals can provide to Medicare beneficiaries:  Medicare telehealth visits, virtual check-ins, and e-visits.

MEDICARE TELEHEALTH VISITS:  Currently, Medicare patients may use telecommunication technology for office, hospital visits and other services that generally occur in-person. 

  • The provider must use an interactive audio and video telecommunications system that permits real-time communication between the distant site and the patient at home. Distant site practitioners who can furnish and get payment for covered telehealth services (subject to state law) can include physicians, nurse practitioners, physician assistants, nurse midwives, certified nurse anesthetists, clinical psychologists, clinical social workers, registered dietitians, and nutrition professionals. 
  • It is imperative during this public health emergency that patients avoid travel, when possible, to physicians’ offices, clinics, hospitals, or other health care facilities where they could risk their own or others’ exposure to further illness. Accordingly, the Department of Health and Human Services (HHS) is announcing a policy of enforcement discretion for Medicare telehealth services furnished pursuant to the waiver under section 1135(b)(8) of the Act. To the extent the waiver (section 1135(g)(3)) requires that the patient have a prior established relationship with a particular practitioner, HHS will not conduct audits to ensure that such a prior relationship existed for claims submitted during this public health emergency.

KEY TAKEAWAYS:

  • Effective for services starting March 6, 2020 and for the duration of the COVID-19 Public Health Emergency, Medicare will make payment for Medicare telehealth services furnished to patients in broader circumstances.
  • These visits are considered the same as in-person visits and are paid at the same rate as regular, in-person visits.
  • Starting March 6, 2020 and for the duration of the COVID-19 Public Health Emergency, Medicare will make payment for professional services furnished to beneficiaries in all areas of the country in all settings.
  • While they must generally travel to or be located in certain types of originating sites such as a physician’s office, skilled nursing facility or hospital for the visit, effective for services starting March 6, 2020 and for the duration of the COVID-19 Public Health Emergency, Medicare will make payment for Medicare telehealth services furnished to beneficiaries in any healthcare facility and in their home.
  • The Medicare coinsurance and deductible would generally apply to these services. However, the HHS Office of Inspector General (OIG) is providing flexibility for healthcare providers to reduce or waive cost-sharing for telehealth visits paid by federal healthcare programs.
  • To the extent the 1135 waiver requires an established relationship, HHS will not conduct audits to ensure that such a prior relationship existed for claims submitted during this public health emergency.

Information for this blog, provided by:  https://www.cms.gov/newsroom/fact-sheets/medicare-telemedicine-health-care-provider-fact-sheet

What does all of this mean for home care, home health, and hospice organizations? I have had conversations over the last 24 hours and so many new ideas and thoughts are being discussed.

  • Hospice agency/home health providers now using their nurse practitioner to perform home visits, and billing part B for the services.
  • This allows every home health agency to visit a patient and assist in helping in the use of an interactive audio and video telecommunications system that permits real-time communication between the distant site and the patient at home. 
  • Use RPM equipment. Private duty companies, that are short on staff, have increased their charges by $2 a day and placed these devices in every patient’s house. With devices like Electronic Caregiver, the patient has an emergency button that they can press, plus a fall detection device that will alert anyone who is listed on the notification that the patient fell or activated the emergency response system. When home care is involved with those notifications it allows us an opportunity to immediately reach out and identify that more hours may be needed for a patient plan of care.

It has become apparent that new strategies are needed to continue providing care the those who have the highest risk of contracting the COVID-19 Virus. Telehealth is an obvious solution that needs truly evaluated to reduce the spread of this disease.

If you would more information about digital health or to become a master care partner with Electronic Caregiver at no cost to you, go to www.homecaresales/caregiver and you can help your patients be monitored by your agency. 

4 Ways to Winning Weekly Referrals

As an agency owner, I used to feel like all I looked at was the numbers. I watched with triumph when they were up, and I panicked when they were down. I felt like I was on a never-ending roller coaster of referrals and revenue. 

Once I found what worked for me, I made a commitment to making sure I would use what works every week. Today, I share with you one of my favorite ways to win more referrals every week.

Starts with a Weekly Win Call!

Every week I pull my teams together for a chance to review progress toward hitting our monthly census and admit/hours goals as well as give them what they so long for to win more referrals. Accountability! Yes, I did say accountability! 

You see accountability breeds response-ability. We all want sales representatives to be responsible for their results, so let’s set them up to WIN each week. Invite each sales representative, Clinical Leaders from each service line (if you have more than one), the CEO, Intake and anyone else that you need to help motivate the agency to be in a growth conscious mode. Have the call every week on the same day and at the same time for ease and consistency.

WIN Calls give you the opportunity to help your sales reps be prepared for next week. Each win call we start by reviewing numbers. We look at admissions/hours MTD and how close in percentage are we to hitting or exceeding the goal for the month per location or per sales representative. After we review the numbers we move into covering the following 4 W’s:

 

Why         Where          What          When

 

These four simple questions can transform your regular sales meeting from a jumbled mess into a solid track to success. The best part? It’s extremely easy. Check it out:

Why are you going out into the field to sell this week?

What do you believe about the services your company can provide? How does the sales representative transform their mindset into wearing a superhero costume? Have each representative connect to their “why” each and every week. If they can’t articulate how they are going to get themselves in the right mindset then the clinical manager can help by sharing a recent patient success story.

Your sales representatives will hear no over and over again when out in the field asking for the business. They need to control their mindset, so they never feel like an interruption but understand on a very deep level that when they go out and ask for referrals, they are asking to help get someone identified that needs our services delivered into their homes!  They are changing lives, and we must help get them in that mind space every week! 

Where are you going this week?

What are the new accounts that you will go to qualify? Melanie and I ask each one of the sales representatives that we work with to qualify every week at least 10% of the time. Where also has us focusing in on if there are any new people at accounts that you must meet? New social workers, or discharge planners, or new building administrators. If they don’t know, like and trust you they aren’t going to refer, so you must stay on top of getting to know the new people.   I ask each sales associate if they are “3 Deep” in relationships with each account. If not, they know that is their goal and they will share with me where they are going to get 3 deep with an account.

What are you going to say to trigger a hospice referral?

What are you going to say to trigger a home health referral or private duty? What is the purpose of your sales calls this week. I don’t want any sales representative aimlessly running out to “visit” an account without a purpose. We love to give them a specific patient type, or trigger question to use each month to help their accounts quickly form an image of an exact patient that they should refer on the spot! Strategy, revel, qualify, or maintenance sales call. Role Play with your sales representatives to help them form what they are going to say to each account type they are going to visit. I almost laugh at loud when I hear an owner tell me, “Well my team isn’t good with role-play so I don’t force it.”  Well folks, if they can’t roleplay it with you, how in the world do you think they are doing when they are out selling? 

If a rep can’t role play they may need to get in a different line of work.

and of course… When?

Are you performing sales calls to the accounts the right day and time? Can you find out if an account is better served if you visit on days of discharge rounds? If you’re a private duty organization and you want to work with a hospice agency, are you conducting sales calls during the schedule Interdisciplinary Team meetings, that happen at least every 15 days? Make sure that you are keenly aware of when an account is best served by the rep to get the most benefit. If you want referrals from physician offices, you need to make sure that you are visiting on days that the doctors are in the office! 

After a few weeks of running this “4 W’s to Win” sales call, your team will develop incredible pre-call planning behaviors that lead the top-performing reps to sales success. This win call should last less than an hour and should always start and end on time. Sales Representatives love structure and this give enough structure and it is holding them accountable to how they are working each of their accounts. It makes them stop and review their account list, to really own where they are in the sales process. 

This is accountability without the manager or owner assuming all the workload. Hope this helps!  If you need help with formulating your trigger questions, we got you. Check out our Roadmap to Referrals and gain 52 reasons a year to visit your accounts with a purpose. 

Our roadmap has been known to 5x the referrals you currently are getting from an account. Learn more at www.homecaresales.com.    

What do you do when you cannot grow because you don’t have enough caregivers?

Recently I was asked by an owner I was consulting for – Why couldn’t he grow “faster” and what was impeding his growth?

He has a solid team of home care marketers. They use our High-Performance Sales Process. He has experienced double-digit growth since engaging in our training, but he wants more growth and he would like it faster.

Perhaps like you – He has cases open, shifts open – it’s not a lack of marketing skill at this point. It’s a lack of “ready to go” caregivers.

Many owners have increasingly told us over the last 5 years – it is not the lack of referrals that are impeding their growth it’s the lack of quality caregivers. The caregiver turnover is too high. According to Home Care Pulse in its 2019 Benchmark study, The Median Caregiver Turnover Rate pushed 80+%.

Whew, what a challenge!

There is nothing more frustrating to a Home Care Sales or Marketing team than to have the referrals pouring in and not ENOUGH Caregivers! Strategically we have to find a way to care for potential clients in a “stop-gap” methodology while our Ops teams have time to “find the perfect caregiver” for your referral.

You are starting to hear the words “virtual caregiver” and “digital care.” How does that work? Cheryl and I have been working with our clients on how to bridge the gap between the referrals the Home Care Marketers bring in and the ability to staff the client “right now”.  We recognize this is a process and the process starts NOW!

Join us this Wednesday, March 11th at 11:00 AM CST / 12:00 Noon EST / 9:00 AM PST to see where the process begins.

CLICK HERE TO REGISTER FOR THE FREE WEBINAR

Keep Serving Seniors!

Melanie

How to overcome “My patients can’t afford Home Care”

…MONEY

It has always been at the top of the list for objections in Home Care.

If you haven’t heard it yet. You haven’t been out in the field long enough.

EVERY Home Care Marketer, Owner, and Home Assessment team member has heard this cry.

Is it TRUE? Maybe. Let me share the story of my Grandmother, Helen.

When she needed help, she was 88 years old. She started to leave on the stove and was not bathing anymore because she was scared to get in the tub and fall. She was on Medicaid. She made $972 a month from social security and had a pension from the phone company of just $46 a month.

She needed assistance. How did she afford care? My Mom and her 2 brothers pitched in and got her the care she needed.

Could my Grandmother afford care? On the surface no, but when we dug deeper, we came up with a solution.

BUT not everyone has a family to pitch in and cover the cost of live caregiving.

There IS ANOTHER WAY to “BRIDGE THE GAP”

Having been in the field for 20+ years and selling in-home care, I have my “go-to” phrases that are practiced and PRODUCE!

I want to share them with you!

Cheryl and I are hosting a FREE Webinar to give you some of the tactics we use to OVERCOME THE MONEY OBJECTION!

WHY WOULD WE DO THIS?

We are on a mission to get 1 million seniors the care they deserve – YOUR CARE!  The best way to do that is to empower as many Home Care Marketers and Salespeople with the skills needed to get the referrals pouring in and “sticking” to your agency.

CLICK HERE TO REGISTER FOR THE FREE WEBINAR

Keep Serving Seniors!

Melanie

Private Duty, Home Health, and Hospice Sales Representatives: I learned a secret that increases referrals!

I remember back in Middle School, I had to read the book “The Death of a Salesman” and at the time I thought the book was just total crap. But recently, as I cleaned my office, I came across the book and looked through it with different eyes. 

This time, I found one hidden gem inside. In fact, it is such a gem that I can’t believe I previously hadn’t identified it as a key skill or competency that each sales representative must develop before going out in the field to sell our much needed in-home care services. 

I have encountered thousands of patient care liaisons that have the same problem as the main character in the book. Today, I want to share that gem with you.  (Continue to Blog Post to learn about the hidden gem)

Hidden Gem

Use fewer words! That’s it folks! Speak less ask more! If the account that you are visiting is doing more of the talking (at least over 70% of the sales call) than you, my friend, may be doing a great job!

Now I know you have so much to say. Let’s face it. Salespeople talk too much. When salespeople talk too much, they generate too few referrals. So why do those of us trying to grow our numbers constantly find ourselves in this position? Perhaps because we do not understand why we talk too much.

Our prospective accounts NEED to know so much about your company’s services. 

  • Service Area
  • Insurances you accept
  • Caregiver packages
  • How to refer
  • Who to refer
  • Star rating
  • Why they should refer to your company

But, here is the truth: “No one cares how much you know until they know how much you care. 

Research suggests, that in order for someone to feel that you care about them or their patients that they could refer to you, is that they feel heard and understood. In order for someone to refer to you, they need to feel that you heard them and understood their patients’ needs. The only way to do that is by listening. To hear what they have to say, you have to ask them open-ended questions.

What questions are you going to ask them?

If you struggle with this, you need to get the 52 Week Road Map to Referrals!  Each month Melanie and I will role play with you the correct way to ask questions and demonstrate listening to make them feel understood.

Competency Evaluation Is A Must. 

The only way to ensure that a representative is helping you grow and not stopping you from growing is with ROLE PLAY!

According to an article by the Rain Group, reps report the following reasons for why they talk so much:

  • I get nervous, so I talk: If this is the case, explore why you are nervous. Are you uncomfortable starting new conversations? Are you uncomfortable talking to senior-level managers? Do you not know your products and services very well and the value they provide?  Maybe you need to go back and watch your orientation training program from Home Care Sales once again?

 

  • I have no plan or objective: There is a saying in sales, “if you don’t have a plan, stay in the car.” When you enter a sales conversation and you are not sure where you want to go or what you want to accomplish, the conversation meanders every which way and ends with neither clarity of purpose nor asking for the business in a productive way. 

 

  • I easily get distracted: Much related to the previous point, if you don’t have a plan, you can’t be sure what you are trying to communicate. Thus, any new topic that gets introduced in the sales conversation can lead you on time-consuming and fruitless paths.

 

  • I don’t talk too much, I am lively: You may have a dynamic, effervescent personality that springs forth in every conversation. That’s fine. You don’t have to hide your personality; just learn to share it in easy to swallow doses. Your prospects will appreciate your liveliness even more.

There is good news.

You see… as a fellow business owner, I need results. It is expensive to have sales representatives working for us. We need to make sure that they are making valuable sales calls each week. We have the solution for you. Just check out our products at www.homecaresales.com. 

You will want to find the one called, Road Map to Referrals. This is the product that gives your reps the exact words to say each week that they walk into see one of their accounts.

Remember, speak less, learn more. 

How to put 1st things 1st

My twin boys are in the 1st grade and at their elementary school, this is one of their success habits. When they come home from school, they will say to me, “Mom, we have to put 1st things 1st and do our homework before we go out and play.”

This is a great success habit, and I am glad it is being instilled at such a young age. Our Home Health Marketing or Home Care Sales Reps are like that too.

There is so much being thrown at them daily and so many distractions that sometimes it is hard to know what is first and how to prioritize them for achieving maximum home care referrals.

We use an Action / Priority Matrix Tool in our coaching practice to help home care owners, home health marketers, hospice liaisons, and Home Care Sales Representatives to organize and prioritize their activities so they can be more productive with less effort!

After all, who would not want that?

 

The quadrants help us with a simple grid defining tasks according to their importance and urgency.

Fill out the matrix with your tasks and goals.

Now review, where do you spend most of your time?

How does it feel?

Time to get motivated once you review and reflect on your answers! 

What is the crucial action that would support all the others?

Time for commitment!

Identify three actions to put in motion (try to make it something you can do in the next day or two – fast action makes you feel successful!)

When you put the 1st things 1st, YOU and YOUR AGENCY WINS!

Time Management is up to you!

Looking for more ways to be efficient?  The High Performance Coaching Program has all the tools you need to produce quickly and get referral sources referring!

Serve More Seniors!

Together We Grow~!

Melanie

 

Yeah! You got your first private duty referral from a doctor’s office, now what?

You have done the hard work. You got your first referral from a large doctor’s office and now you set up your meet and greet at the patient’s home. 

It goes well, and you get a patient signed on for 24 hours of care a week. This is great news. Now, you have an opportunity to get more from this same account.

You have to go back to the doctor’s office, in-person if possible, and thank them for the referral. Personally, I like to write a handwritten thank-you note to each person I have meant or want to meet.

I usually write something like:

Dr. Jones,

I wanted to thank you for the opportunity to provide care to Mrs. Female Patient.  We were thrilled to receive her referral for services on Monday 1/3 and we were able to meet with the patient and family the next day. She will be receiving services starting Monday the 10th by one of our dementia trained caregivers. I

would love to discuss any other patients that look just like Mrs. Black to evaluate them to receive help in the home. Don’t worry about knowing if they can pay for the services. We have so many options to help get the care paid for. My cell is ###-###-####, and if you have any other patient that may need help feel free to call me anytime. My email address is Cheryl@homecaresales.com. Looking forward to helping you help others.

 


I make sure that every nurse practitioner and physician that practices at the account has a thank-you note. You never know who in the practice has influence over referrals and you don’t want to miss an opportunity.

Now, when I leave my note, it is in an envelope with the doctors’ name on it, and the word “confidential.”  This piques their curiosity and they will most likely read it.

Understand this: I bought a watch recently and had the watch for a day. I was already thinking about another watch. I bought a Cadillac XT6 and by the time it got delivered I told my assistant if they follow-up, to ask them what it would cost to get a black one. 

As a consumer, I’m literally thinking to reinforce the first purchase with a second purchase. Have you ever been to a furniture store? I recently went in, bought some furniture, and on the ride home thought, “Why didn’t I buy that side table? I wish we had grabbed that lamp… Why didn’t we get the matching bedding?” This happens to everybody.

People who make the decision to refer will say to themselves, I” should have given them Mr. Jones too.”  If you follow up, you will get Mr. Jones if you are asking for him to be identified and you are sharing how easy it is for them to give you the next referral. It’s that simple.

What if the account that gave you a referral is outside your selling area? 

I get that question all the time. I would call and leave a message for the physician updating him/her on the situation. I would also write a note that same day with an update and deliver it right away, so I could get them to quickly see if they have another patient that I could service. 

If you think you need to help your sales representative to develop better sales skills or you yourself are being tasked with selling you need to check out how we can help.  We have a product that can help you get to the next level.  Just go to www.homecaresales.com and check out our products or email Mike@homecaresales.com and set up a product demo today. 

 

Go change lives and be a solution to someone’s problem, TODAY.

Cheryl Peltekis, RN “The Solutionist”