This week I fielded 2 calls.
- From a HH and Hospice owner who said – “I need to hire for an open territory, but I am not going to do it because I can’t see how they would open up a new account in this environment, so I am going to wait.”
- In-Home Care agency owner who wanted to expand his territory and add a 2nd office but said, “I guess I am just going to have to wait until this virus is over and then my marketer can go up there and start marketing to accounts.”
Here is what I said to them:
DO NOT WAIT! NOW IS THE TIME!
You have a small window of opportunity where there is not a ton of “marketing noise,” You can OPEN a new Territory, and you can HIRE a new Marketer.
I DID BOTH AT THE SAME TIME!
AND SHE IS KILLING IT!
Want to know the story?
In January, one of our favorite clients and a Mastermind member wanted to expand their territory north in one of their branches.
They put out an ad, interviewed candidates, and hired a rep.
Being a mastermind member, they get access to all our training.
She was an EXCELLENT student! She completed Fast track, High-Performance Sales Academy, her company is on the Roadmap of Referrals program, and she was flying through the Home Care Sales Pro ™ learning system.
Her first month of bonus eligibility was March.
She was setting up her accounts. Performing the qualifying visits. Asking the 6 questions. Ranking the accounts. Documenting in her CRM. TEXTBOOK student!
Then BAM – COVID LOCKDOWN
She didn’t even get to nail down her top 30 accounts, and she was sent home to a “remote market.”
That same time as you know,
Cheryl and I kicked it into high gear.
We had to pivot the High-Performance Sales Process to the Inside Sales Process.
We wrote the formula the marketers would follow for the next 5 mos.
- Scripts
- Templates
- Emails
- Voicemails
All following the same proven Diagnosis Based Selling ™, we use in-person now remotely.
We are 6 months later, did it work?
I will let the graph speak for itself:
“Nothing has meaning until I give it meaning” – Jim Fortin.
What is your story?
Success in Sales – more than any other profession is reliant on our thoughts – which result in action – or inaction.
There is uncertainty right now
You can choose to participate in it or not – easier said than done
Some people are saying – “referral sources are panicking and don’t want to speak with us.”
Others are saying – Today is the best time to reach out to referral sources – reconnect- reassure and ask how they can help – and share ideas of how others are coping.”
What are you saying?
DO NOT LET THIS TIME “SLIP” BY YOU!
Follow the plan.
The plan – the structure is where you find steadiness. Knowing that it has worked for others. And it will work for you too.
So go ahead – Hire that new marketer, open that office, but have a plan, a proven structure to grow.
If you want more structure – reach out to Mike@homecaresales.com for a demo of some of our excellent programs.
If you WANT EVERYTHING, we have to offer – go fill out an application for our Mastermind, and let’s jump on a call to see if it’s the right fit for you!
Melanie
