Insights: It’s the last week of the month and I don’t have enough referrals
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Video Transcript:
So a lot of reps will come to me that last week of the month and they’re like oh my God I’m not going to hit my numbers what am I going to do?
And my answer is typically the same I usually say well, what worked for you this week, what worked for you this month?
Go back and look at those week of the trigger questions and how did you ask for the business and they delivered a result.
I also will typically say go to where you know has the referral. So the ones that have given you the most volume over the last several months.
Go back and share with them hey my numbers are down a little bit this month is there anybody else that you think maybe can qualify or benefit? Because typically your biggest referral sources are also one of your biggest fans,
and they want you to be successful, so they will typically help you find another patient to work on.
I also usually will look at the account and see if I could increase one of my calls, like maybe I’m only going there every Tuesday.
And I’ve got this last week of the month, you know what maybe I’m gonna hit them Monday, Wednesday, and Friday this week.
Because now, if I have a conversation with them Monday I maybe will be able to uncover someone that’s going home by Tuesday, Wednesday or Thursday and be able to land those referrals if I see them more than once that week.
So typically I will increase my presence, by increasing my sales calls to those high prior priority accounts, the ones that are probably going to have a referral for me.
I also will take the time and take a deep breath to make sure I put on my mindset put on my superhero costume and role play my trigger question.
What questions, am I asking so that I’m getting them again to uncover a patient that’s going to pop into their mind.
If you are not part of the roadmap to referrals you may not understand that, but if you are, use your roadmap to referrals information.
Pop into your classroom rewatch the training videos watch me and Melanie doing the role playing watch the other members of the of that group the sales reps role playing using trigger questions on each other and grab something that you love from that video.
So you can do this I’ve got faith in you.
As a salesperson, hitting quota is par for the course. But there are times where the clock is ticking and you realize you need to drive more business. If you are an owner with a sales rep on your team that is struggling to hit the number, let us help. We can offer tools to take them to the level you are expecting and we can even take over coaching and management of those reps for you.
If this is speaking to you, reach out to Mike for a quick consultation with the contact info below.
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https://calendly.com/mike-home-care-sales
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