Recently, I presented at the Home Health Administrators summit in Las Vegas. It was an extraordinary summit, and I am always grateful for the opportunity to be of service and share our experiences.
I heard a lot of statements like this:
“We did ok through COVID, and now the COMPETITION is heating up!”
“The competitive marketers are coming out in DROVES.”
“We enjoyed the relative ease of communication and relationship during COVID with our best referral sources, but NOW the other agencies marketers are back at our referrals sources and stealing market share.”
I, too, have experienced this in one of our client’s agencies. The rep’s statement to me during the coaching call this week was
“The wolves are out, and they are following me.”
WOW – a lot can change in just a few weeks as communities open up. As agencies hire staff, the marketing team is called on to increase the referrals and fill up the funnel!
This is where Home Care Sales shines. We know exactly what to do.
Below is a quick framework as you approach this quarter 2 (good thing you did your quarterly business review and know your plan for Q2 – if you didn’t, we have got you covered in our Sales Management and Coaching program – reach out to Mike@homecaresales.com to learn more.)
- Review your data (Q1 YOY and over Q4)
- Rank your referral sources
- A great defense is a great offense – now is the time to go to your Top 25 referral sources and do your Improvement Process questions.
- See any GAPs? List them and meet with your manager to see how we can bridge them.
- Create a 3 step action plan for your Top 25 accounts
You can do this! Bulletproof your best accounts, and as my friend, Cheryl says, “lock them in a vault!”
If you are struggling – you don’t have to – we are here for you!
Need more ideas and tactics that work in the field?
Coaching could be precisely what you are looking for!
The best in the world –Patrick Mahomes– gets coaching every week to be at the top of his game. You can’t expect to show up on Sunday and play your best game if you are not practicing, studying, and scrimmaging. So you, too, have the opportunity to be at the top of your game!
Click here to book a free discovery call with Mike!
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