Posts

Marketing and Sales Lessons from my 7-year-old twins on Halloween

Halloween was just a week ago.

I know it seems like FOREVER ago, but only a week.

My twins are 7, and they are really into Halloween.

Don was DJ Marshmallow (I know he is a pretty big deal. You will have to google it later)

Dylan was Harry Potter.

We live in a quiet neighborhood on the golf course with about 25 houses. Most owners are seniors, and 5 of us families who have kids. We didn’t know if anyone would be “doing” treat or treat this year, but we thought, well, let’s try it and see!

About 75% of the houses didn’t have their lights on – the universal signal that “we don’t have candy for you,” so it was a little dark, and because I am not winning Mother of the Year, I forgot a flashlight.

Dylan said to me:

“Mom, I love Halloween but being out here in the dark – I am scared. You are not scared of the dark, and I want to walk with you.”

I told him “Dylan – I am here with Don and you, and it’s OK – I wouldn’t let anything happen to you. So just walk beside me instead of running ahead with your brother.”

Sales Lesson #1: You are always braver when you know someone has “done this before” and was “OK.” Follow the plan. We lay out our marketers’ plans months in advance. We have been down this road and we know it produces referrals! It will for you too! Confidence!

We finally came to some houses with tables outside with bowls of candy, and the neighbors were sitting in rocking chairs on the porch. The boys were so excited. Earlier in the day, we talked about manners and to say “Thank you” when they gave you candy. Don stepped up right away – took one piece of candy and said, “Thank you!” and went off skipping.

Dylan was timider. “He said, Mom- they are so far away – do I have to say Thank you?” I said – Yes, just like we practiced but LOUDLY so they can hear! To which he did, “THANK YOU!” And the neighbors yelled back – “Your Welcome.”

Sales Lesson Number #2: When you practice what you will say – It is EASY, and you can make modifications on the fly when you know the structure! Weekly Sales Messages are KEY- knowing what you are going to say BEFORE you walk in the door or pick up the phone – is key to your success!

Once we got home, of course, the big Halloween Candy Trade began.

2 Laffy Taffys for 1 snicker – 2 Twix for 2 boxes of Milk duds the trades went on and on.

Which brings us to Sales lesson #3: Know your Ideal Patient Type. We all have our “sweet spot.” The patients and clients we LOVE to work with AND are good for the agency. OWN it!

These kids had no problem saying I want “snickers” you need to own it too. “We specialize in Parkinsons! Which Parkinsons patient is struggling with ADLs?”

With all that is going on in the world, it was great for one night to have some semblance of “normal.”

 

It was good for the kids and our senior neighbors who stayed socially distanced but got to see and interact with the kids plus all those cool costumes!

Wishing you a Bountiful November! I hope you had some fun during Halloween!

Keep serving seniors!

Melanie

P.S. If you are looking for a “plan” we got it! Click here to find a time on Mike’s calendar that works for you and he can show you the system!

3 Secrets for Double-Digit Growth Year Over Year 2019 vs. 2020

We just buttoned up Quarterly Business Reviews and Plans with one of our Mastermind clients.

EVERY Marketer grew their office double digits year over year for quarter 3 2019 vs. quarter 3 2020! The Marketers for this agency have a strong finish to the end of 2020.

I couldn’t be more proud of them and their willingness to pivot HARD and achieve results better than 2019 (2019 was a solid year, too!). This agency has not let COVID and the lack of access nor the lack of staff (due to quarantine) slow them down!

I asked each Marketer the same question during our zoom meeting:

“What do you attribute your success to during the 3rd Quarter?”

Here are the 3 Secrets that I heard:

1. Delivering Value EVEN when working from home!

How do you deliver Value when you are remote? There were many questions early in COVID – Could they do it? Would their referral sources accept them being “remote”? They said I am not a copywriter. They needed a lot of support to be confident in reaching out via phone, email, text, video. Following the structure of the Inside Sales Process and RoadMap of Referrals gave them the tools to each week go out and deliver value in the form of education and high-value patient targeting. Using the Home Care Sales Trigger Questions on the Quick Reference cards to reach in and get the ideal referral on caseload NOW!

2. Showing up: Consistency in reaching out – even when it feels like “no one is listening.”

One of the reps said, “It feels like sometimes I am talking to the wall” Voicemail that delivers a sales message of the week is fantastic but not getting a return call or feedback is hard. What is great is when you do connect, the referral source says – “Oh, I loved that email about Mrs. Jones and her Parkinson’s that sounded just like my mom.” It’s WAY BETTER when that is coupled with a referral!

3. Drill it: Education and Motivation every day!

Another rep shared her story of the funk she found herself in a couple of weeks ago. She was tired; a few of her friends had actually died from COVID. She was concerned for her mother, who is elderly. She said:

“I had to take a hard look at how I would pick myself up and get motivated again and the way I decided to do that is to INVEST in MYSELF! I decided every morning I was going to get up and log onto HomeCareSalesPro.com and do a Lesson. When I do a lesson, I FEEL CONFIDENT! And CONFIDENCE SELLS! SO TRUE!”

What does this success in the numbers look like for this agency?

 

 

Over $110,000+ in profit increase in Q3 2020 vs Q3 2019

Which owner would like that profit over the last 90 days!

Which marketer would like that bonus check?

We ALL would!

 

You want momentum like this too! YOU CAN!

Join us for an exclusive FREE webinar:

The Blueprint – The Top 3 COVID Driven priorities for sales leaders to Gain Referrals

Set yourself up for SUCCESS! FINISH 2020 STRONG!

Register today! Click here!

See you there!

Melanie

P.S. This is your chance to help more people. Get your blueprint and set yourself up for success! Click here and sign up NOW!

P.S.S. You want to be part of the Mastermind and connect with other high-quality owners like this agency’s owners? Click here and lets have a discussion!