As cases spike, more and more accounts are going into “lockdown.”
…But some reps are still getting in. Why are some reps allowed in, and others are being told that due to COVID, they are not allowed in at the same accounts?
I spoke with one of our favorite Home Health reps, and I asked her, “how are you doing? The cases in your area are rising, and your governor is considering restrictions again. How are you making it in this time?”
This rep (Stacy) is really great! She has been serving her accounts for the last 7 years with this agency.
She is also known for her “iron grip control” over her “good” orthopedic accounts. She is very protective of these accounts, and rightfully so – over this year, her best account referred her over 200 patients!
Stacy told me this. “I have been in contact with my doctors, nurse practioners, and surgery schedulers via text until about 3 months ago. Then, they started to invite me in again. So I can just go in like normal now, but that’s not true for all reps.”
When I asked her why she said. “They use COVID as an excuse to not let in the reps they don’t like or don’t know.”
And there is was COVID, the great rep filter!
I thought this was going to happen. All those reps who made “lazy” sales calls. To “just check-in” or “Checking to see if you had a referral”…. “Just got the boot.”
Today, now more than ever, your reps have to have a valid business reason for calling! They MUST have a sales message of the week that identifies high-value patients or clients for you and MUST be relevant to your referral sources!
Another one of our favorite reps, Lacy, reported she feels a deeper connection with her referral sources than pre-COVID. I asked what she attributes that sense of connection. Besides the fact that Lacy is a FANTASTIC rep, and her relationships were rock solid pre-COVID.
She shared that social workers have had more time to talk on the phone. Without the distraction of all the other reps, “dropping in,” they spent 10-20 mins with her on the phone, sharing and connecting.
What can we learn from these experiences?
- There is value in developing relationships even when you are “remote” Stacy used text, Lacy used the phone.
- When you offer value – you will “get through the filter.”
If you are being “filtered out,” think about ways you can offer something different – in the form of education or connection. Make sure you have a valid business reason for reaching out.
COVID is a pattern disruptor – and it allows us to rethink EVERYTHING!
If you are struggling to be heard…
If you are being “filtered.”
Time to skill up!
Get your weekly sales messaging on point!
Sign up for the RoadMap of Referrals today!
Serving more seniors together!
Melanie
P.S. Are you being filtered out? YOU ARE THE HOME CARE EXPERT! Let us show you how to get through and be heard. Click here to get on Mike’s calendar for a tour of the system.
