How do you feel when you go to market to a “new” referral source? Or call on a Hospital?
Does your heart race?
Do you think of all the “bad” things that can happen?
Most trainers and managers will say – get rid of your fear, dampen it down, manage it.
I will tell you the OPPOSITE!
What if I told you to embrace your fear?
Welcome it in! Use it!
Yes! Welcome your fear like a friend!
What?
How?
You are maybe thinking to yourself right now:
“I am scared to death to walk into a hospital and market home care!” Or “I am afraid I am going to get thrown out of the hospital for “selling home health!”
(Inside SECRET: I also hear this from many owners, “I HATE marketing.” – That is mostly FEAR talking! Discover how we are helping busy agency owners get the most results from their sales team)
Back to the “HOW”
Here’s the deal. We ALL have fear. Remember FEAR is just:
F alse
E vidence
A ppearing
R eal
And it FEELS – SUPER REAL!
When you are walking up to a doctor’s office – it APPEARS SUPER REAL! Sweaty palms, racing thoughts, visualizing “they are going to say no you can’t see the referral nurse” – ALL of that is happening before you even put your hand on the office doorknob!
Time to EMBRACE your FEAR –
FEAR is ENERGY!
And everyone feels energy. Good or Nervous or Mad. We as human beings are highly evolved, and subconsciously we can “feel” energy as a person walks into a room!
We both don’t want your “FEAR” energy “walking” in ahead of you for your Home Care Marketing Sales Call at the doctor’s office or anywhere else!
Let’s Look at the steps to make FEAR work for you with a few steps of Jedi Strategy.
Step 1:
Recognize the feeling – it could be “Yucky” I don’t want to do this, or “Dred” last time I did this, I was turned away, or “Nervous” I do not want to make a fool of myself – what if I say the wrong thing?
Step 2:
BREATHE. I know it sounds so easy – 3 deep breaths will put you “back in your body” where you can recognize that you ARE POWERFUL – YOU ARE THE HOME CARE EXPERT- AND – YOUR MISSION IS BIGGER THAN THEIR “NO.”
During this breathing exercise, you will TRANSFORM THE FEAR into USEABLE ENERGY!
Step 3:
GO! MOVE INTO ACTION! – Grab your sales message of the week and share it!
FEAR is ENERGY, and ENERGY is POWER!
YOU HAVE THE POWER TO GET PEOPLE THE CARE THEY DESERVE!
YOU GOT THIS!
Together we GROW!
We are serving more seniors!
Melanie
PS – If you want the right words to say – Join us on the RoadMap to Referrals! 52 wks of Sales Messages that spark conversations and get you the referrals you deserve!
Impact more lives and increase your income! Schedule a demo – email Mike@homecaresales.com or visit https://calendly.com/mike-home-care-sales
