This week on a coaching call, one of the sales team members we work with said:
“I really want to plan my q3 routing and then into fall, but the masks are coming back out. And I am super nervous about when we “go back inside” due to the cold are we going to be in the same position we were in last year? So I don’t want to go back. Plus – I am super disappointed we are not going to have our holiday party in person. What are your thoughts?
Here is what I told her:
#1. You know how to get referrals remotely. You had a record year last year. Yes, I know it has been WAY more fun to market without masks – and in person. BUT you know how to do this! The Roadmap to Referrals that you follow – has in-person VM scripts and email templates. You got this!
#2. Find the silver lining – I have written about COVID being the “great rep filter,” i.e., referral sources keeping reps out and using COVID as the reason. We also learned that those who stay in touch with their referral sources, EVEN when you can’t get in – in-person, deepen their relationships and get more referrals during and on the other side when you can go back in person.
#3. FIND your motivation – what is your “WHY” you are doing this job? Keep it front and center!
The Key to success over these next months
Have a SOLID plan.
One that you can count on AND be flexible.
You just finished your Quarterly Game Plans – does it include a valid reason to educate your referral sources each week?
Make sure you have the flexibility to turn it at a moment’s notice into remote marketing with VM and email templates to highlight high-value patients and get them served!
The agencies who can be agile enough to flex from in-person to remote and everything in between are going to win!
This is YOUR time!
If you did well during the last round of remote marketing – We have evolved and sharpened our training and products.
If you didn’t do so well last time, this is your chance to upgrade and get it right!
Curious to see what evolution looks like? Click here to find a time that is convenient for you on Mikes’s calendar.
Together We Grow!
P.S. This owner also has staffing issues (don’t we all!); the 1st thing we are tackling is how to “Market” when you don’t have staff!