When starting a new job in sales, it is important to build a list of accounts as soon as possible. This will help to increase your chances of success and make your job easier.

There are several ways to do this.


One way is to ask your colleagues for their contacts. Find out who knows the area physicians, discharge planners, or social workers at any skilled nursing rehab centers.

Another way is to use LinkedIn or other social media platforms to find potential leads. You can also use search engines to find potential customers.

Finally, you can use industry databases to find potential clients. We are partnered with Trella data, and we recommend their data analytics to all of our clients. Fishermen use devices to find fish, we can use data to find out who is referring right now!

Find your best customers:

Segment your data and analyze it to find your most valuable customers. Identify what you do best at your organization and build on selling that service. Know what patients are most profitable and what patients you want to avoid.

Identify your sources of referrals:

Once you know who your best customers are, you need to find out where they are coming from. Go through your referral logs and investigate what person or contact made the referral to your agency.

Create targeted campaigns:

Use the information you have gathered to create targeted marketing campaigns specifically for your best customers. Targeting contacts that are already at accounts that know who you are because they used your services in the past. Make sure you look at every doctor that cares for your patients. You can then use that patient’s name as a way to ask for more patients that look just like the one you have already served.

Analyze and adjust:

Keep track of how your campaigns are performing and make necessary adjustments. Sales representatives are the lifeblood of any business. Keeping track of how they are performing and making necessary adjustments is critical to success. One way to do this is to analyze your best customers and referral sources.


Your best customers are those who buy the most product or services from you.


You should identify their common characteristics so you can target more customers like them. Also, find out what persuaded them to buy from you. Was it a personal referral from a friend or family member? Or was it an advertisement they saw online or in print?

Once you know what attracts your best customers, you can work on getting more people to see your ads, or better yet, get them referred by someone they know and trust. Having a strong base of loyal customers will help your business grow and thrive.

In conclusion, building a targeted account list is an important part of any successful marketing campaign.


By taking the time to carefully target your audience, you can ensure that your message is reaching the right people. There are a number of ways to build a targeted account list, and each one has its own benefits. However, the most important thing is to be sure that your list is accurate and up-to-date.


Now, having a list is key and something that we cover in even more depth in our High Performance Sales Academy. If you’d like to gain immediate access for yourself or a team member, you can sign up here: http://homecaresales.com/high-performance-sales-academy

It’s also easy to find out more with a free consultation with Mike by going here and choosing a time that works: https://calendly.com/mike-home-care-sales


Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales