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Who has the money problem… your clients or YOU?

Home Care Marketers report their #1 objection is, “My referral sources or prospects tell me they can’t afford my Home Care Services.”

Here’s the deal. That is not the “real” issue!

The REAL issue is how the Home Care Marketer feels about money and value and their own mindset.

They have a scarcity mindset.

Haven’t we all pulled up to the house and made an “assumption” based on how the house looked that the potential client “can’t afford our services”?

…Only to walk out with a signed agreement for more hours than what we thought?

The Marketers make (false) assumptions about what someone is willing or able to pay for value based on their own limiting beliefs.

The prospect feels this “energy”, and it becomes a self-fulling prophecy. The next thing you know… no signed agreement.

“See, I knew they couldn’t afford it!”

Let’s talk value.

Do you believe that you provide a valuable service?

Of course, you do! If you do not – then change jobs. You have too much integrity.

I am not kidding. If you do not think your agency’s services are worth it – move on.

The rest of you who are continuing to read believe in your services.

They are worth it.

The value the services bring to your clients goes well beyond the dollars you receive.

We speak all the time about consultative selling. You are the Senior Care Expert!

When you identify a problem, share solutions that are part of the process! Price is the last thing on your mind.

I had a mentor who once told me, “Recommend what they need – not what you think they will pay.” It is the best advice I have received. It allows me to paint a picture of our services’ results to the client or their family.

Time to delete from your self conversations

#1. They can’t afford it.

#2. I am sure they will just want 4 hrs.

#3. They have already met with the XYZ agency. I know their price is lower, so I am not going to get this case.

EVERY interaction you have has the potential to lead you to the next case.

You need to connect with the prospect.

Uncover their wants, needs, and desires through great open-ended questions as we teach you.

And be the consultant. Recommend what they need to achieve those desires.

My grandmother – Grandma Pete – was on Medicaid. On paper, you would not think she could afford services. But when you asked the right questions. Her late husband was a veteran. Her three children were willing to pitch in and help. She received services. Most marketers would have stopped at the VA, but the real decision maker was my Mom, and she had influence over her brothers, who pitched in funds.

You know your Mom always said you don’t “Assume.”

A fellow sales trainer Mike Weinberg says,

“When there is a perceived desire and need, and there is perceived value in filling that need, and they can see it in their mind’s eye, there is always enough money IF you are talking to the right person.”

Write this on your whiteboard, or print it out and frame it!

BELIEVE the VALUE you CREATE through your services!

Keep Serving Seniors!

 

Together We Grow!

Melanie

 

PS: If you are struggling with the price objection struggle no more! We got you covered in the High Performance Sales Academy. Click here to get instant access 

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Are you experiencing a Summer Slump?

I had a call this week with one of our old clients (Robert) who said:

“I am just in a summer slump. I don’t know what is going on. I think I am doing the right things, but the numbers are not growing.”

“I make headway a week or two, and then my referrals drop off. The board is wanting more. We told them we would hit a specific number, and we are not there yet.”

“I have to get more from my team, and I don’t know what to do.”

I told Bob, “I am glad you called! So many of us are in this position at one point in our lives – the summer slump!”

 

I asked Bob a few more clarifying questions:

 

    1. What was going on with his marketing team?
    2. What changes have recently happened with his Operations team?
    3. How’s intake?
    4. What was the one thing that he believed could be done to move the needle?

His initial response – like many of you – was staffing. “We need more staff.” He said to me.

 

I asked, “Besides staffing, what else would move the needle?”

 

He paused for a long minute – there was silence on the phone and then said, “I think the issue is focus.”

 

“They need focus” and then quickly added “and energy. I think this long, drawn-out COVID state is making them tired. Everyone relies on the marketers to bring the energy, and they are tired too.”

 

I can so relate. All the marketers we mentor and coach are tired.

And when you get tired, you need two things:

 

    1. Inspiration
    2. A clear path

 

Many of the teams we work with are in the same position. Consider one of our favorite teams in the south. They are in the middle of COVID numbers rising. Their referral sources are EXHAUSTED! They “snap” at the marketers, and their compassion for their patients is declining – they just “need this bed” for the next patient.

 

How can you market in an environment like this?

 

Inspiration and connection – if your tank is empty, it’s hard to give to your referral sources. 

    • Put on your own “oxygen mask first” before helping your referral sources.

 

When you are tired, you need a clear path – what are you highlighting this week?

    • Have a clear, educational message in an email, Voice Mail, and in-person to ensure the message gets to your referral sources. (you need it in all formats – email, text, VM, and in-person)
    • Connect to the human first – our referral sources face a trauma – connect to the human before moving into your educational message and highlighting a patient type.

 

This is a volatile time.

There will be no “new normal.” Simply volatility in our marketing space. When we understand that truth, we know that continuous adaptation is the only way to move forward.

 

We have adapted our foundational program, RoadMap to Referrals, to gain referrals during this volatile time so that you can serve more patients. Gain more referrals and impact more family’s lives.

 

Curious how we have adapted the system?

 

Click here to find a time on Mike’s calendar that works for you.

 

Together we GROW!

Melanie Stover

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Effective Sales Management Is The Pathway To Hitting Census Goals

Cheryl Peltekis, RN “The Solutionist”

There comes a time when every agency needs to hire a new sales manager.

The owner or administrator can’t keep up with the sales rep’s needs for support, knowledge, and continued motivation.

Let’s be honest some salespeople are big kids with unmanaged ADHD. Their attention spans last a whole 30 seconds.

Let me share the top attributes to use as a guide to follow to ensure you have the right sales manager in place. According to an article in the Harvard Business Review, salespeople have several recognizable attributes.

Below I have laid out my summary of the key attributes that make a salesperson successful.

Here is the summary:

Focus on hitting goals. Evidence has shown that great sales leaders keep their team focused and moving forward with a sense of urgency, regardless of the circumstances.

That is why our Sales Management Done-for-You includes a weekly reporting on hitting goals. Unless your team knows what goals they need to hit, they run around with no target in sight.

Accountability. Seventy-five percent of high-performing sales managers agreed that their salespeople are consistently measured and held accountable against their quota. The leaders establish this culture using a “carrot and stick” psychological approach that sets up a competitive environment.

Accountability is why home care sales management done for you includes a CRM powered by “Trella Health.” Having iron grip control of the reps begins with responsibility.

Using our CRM allows us to set up a competitive environment with representatives competing not just within their organization but nationwide for recognition on a bigger stage! Essentially, the command instinct is responsible for creating the peer-pressure and attention-seeking environment that eliminates complacency.

Sales Educator. Sales Management is a mentorship-based profession, and a key differentiator of great sales leaders is their ability to dispense tactical sales advice. The practical knowledge gained from the experiences of participating in sales cycles and managing salespeople—is directly associated with their success.

Sales Process-Driven. Forty-three percent of high-performing sales managers responded that their sales process was closely monitored, strictly enforced, or automated, compared to 29% of underperforming sales managers. Forty-four percent of underperforming sales managers indicated they had a nonexistent or an informal, structured sales process.

That is why Home Care Sales has developed and has a proven sales process. The High-Performance Sales Certification is earned by each sales rep that we place in our sales management program.

Coaching adaptability. Home Care Sales managers understand the many different learning needs of individuals. That is what makes our sales management so successful. We make sure that we hit all the buttons that impact visual learners, auditory learners, doers, and thinkers—we deliver learning content via live pieces of training and coaching sessions.

Also, we provide content in the written word and video. Reps and managers join our coaching sessions with role-play scenarios to work through. See one, do one, and teach one! Become a success with Home Care Sales Management!

Strategic leadership. All sales leaders are battlefield commanders who must devise the organization’s sales strategy to defeat the competition. This requires plotting the best course of action to maximize revenue using the most cost-effective sales model.

Great sales leaders possess the knowledge to correctly deploy field or inside salespeople, segment the market into verticals, and specialize sales teams by product or customer types. This helps explain why there was a 51% quota performance gap between high-performing and underperforming sales leaders last year.

High-performing sales leaders reported an overall average annual quota attainment of 105% compared to 54% for underperforming sales managers.

Conclusion:

The sales team is unique and unlike any other department of a company. The best sales organizations have strong leaders who exercise control and establish the code of behavior that all team members must abide by. They employ their experiences to determine strategic direction and coach team members individually.

Most importantly, they know how to keep the team on track and focused on winning.

If you are ready to have a sales team that exceeds expectations, then email Mike@homecaresales.com or go HERE to have your rep managed by HCS

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Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”

 

 

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Conquer the Summer Slump: A Guide for Home Health, Home Care, and Hospice Agency Owners

Don’t let the summer slump slow down your agency’s success. With these strategies, you can overcome the seasonal dip and keep your agency thriving.

Let’s dive into how to avoid the summer slump and maintain a successful home health, hospice, or home care agency.

    1. Rev up your sales & marketing: Time to double down on your sales and marketing efforts! Boost your sales & marketing efforts during the summer. Don’t slow your sales calls just because “everyone” is on vacation! Use this time to your advantage and gain access to people who don’t “normally do” the referrals, BUT they are due on vacation! Time to ask great discovery questions! Often they will tell you the “secrets” of the account! Get insider information and attract new patients to keep referrals flowing.
    2. Create summer programs: Develop specialized functional programs that your sales representative can deliver that cater to summer needs. Be the post-acute care educator! By providing tailored services, you’ll keep patients engaged, improve their quality of life, and stand out from competitors.
    3. Strengthen referral relationships: Nurture relationships with hospitals, physicians, and community organizations. Educate them and be the patient advocate so that you can grab the mind share of your referral sources! Collaborate to identify potential patients and establish a seamless referral system. Strong relationships ensure a consistent stream of referrals.
    4. Embrace technology: Leverage technology to overcome the summer slump. Explore telehealth options and remote patient monitoring for efficient care delivery. Use digital platforms to streamline communication. And what about AI? Well, it is boosting the productivity by 20% of all the sales teams we work with – how are you leveraging it?
    5. Invest in staff training: Take advantage of the summer season to invest in staff training. Today’s representative requires many more skills than the pre covid rep! We teach reps how to fill up your nurses when you have SOC and when you are booked up until next week – how to engage your referral sources so that they still consider you their 1st choice even if you can’t accept a patient/client today! Enhance skills in specialized areas like Dx Sell – Diagnosis-Based Sales or an industry-specific sales process. Well-trained staff delivers higher-quality care, improving patient outcomes and generating positive referrals.

You can conquer the summer slump and maintain a thriving home health, hospice, or home care agency by ramping up sales & field marketing, offering specialized programs, nurturing referral relationships, embracing technology, and investing in staff training.

Adapt, innovate, and continue providing exceptional care throughout the summer season and beyond!

Together we GROW!
Melanie

P.S. Want to discover the secrets of how we transform sales representatives into top producers? Jump on Mike’s calendar, and he will show you how!

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An Engaging Tale of Frustration and the Map to Referral Success

I’ve got an intriguing story to share with you today that’s sure to captivate your attention. It’s about a tenacious home care agency owner who found himself in a puzzling situation. Let’s call him John.

Imagine John, a driven and determined owner who had dreams of caring for seniors, but he realized he had to conquer the sales and marketing world for his home care agency in order to do that.

Unfortunately, his sales representative, whom we’ll affectionately call Mark, appeared to be stumbling through a verbal obstacle course when it came to asking for referrals.

Talk about frustrating!

John, bless his heart, was caught between wanting to provide guidance to Mark and feeling a tad bewildered himself. It was like watching a suspenseful thriller where the plot thickens, and the protagonist is desperately searching for a way out. The suspense was real!

But fear not, for in the midst of this perplexing tale, a shining beacon emerged—the legendary RoadMap to Referrals! It was like a guiding light, leading Mark (and John) through the labyrinth of gatekeepers and sales challenges toward the treasure trove of referrals.

Embracing his inner Sherlock Holmes, John enrolled Mark in the RoadMap to Referrals program. It was a stroke of brilliance, a eureka moment!

Armed with new educational techniques and strategies, Mark embarked on a journey of discovery, armed with the tools to navigate past gatekeepers, identify promising accounts, and deliver a compelling educational message that left everyone wanting more.

As time went by, John couldn’t help but be amazed. Once a sales wordsmith in training, Mark had transformed into a persuasive force to be reckoned with. It was like witnessing a thrilling plot twist where the underdog emerges as the hero, leaving the audience in awe.

But hold on tight because that’s not all! Not only did Mark’s sales numbers soar higher than a shooting star, but the agency’s reputation reached new heights, leaving competitors in the dust. John marveled at the plot twist, pondering why he hadn’t discovered the RoadMap to Referrals earlier. It was a lesson in perseverance and sales mastery all rolled into one.

So, my friend, fret not if you find yourself caught in a similar enigma! Instead, seek out the RoadMap to Referrals that can infuse your team with the skills and the words to say needed for referral success.

Remember, life is an adventure filled with twists and turns. So embrace the challenges, unleash your potential, and let the RoadMap to Referrals be your guide to unlocking a world of referral opportunities.

Want to get your own “RoadMap to Referrals?” Sign up for a call with Mike to discover how: https://calendly.com/mike-home-care-sales/5x-your-referrals

Wishing you a journey filled with success,

Cheryl and Melanie

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The Gatekeeper Conundrum: How Jim Conquered the Doctor’s Office and Found His Purpose

Picture this: a determined home care sales representative armed with a genuine desire to help seniors struggling to make headway in the daunting world of doctor’s offices.

Weeks turned into a frustrating blur as he battled with the notorious gatekeeper, that elusive figure guarding the doctor’s precious time.

Then, just as despair set in, he stumbled upon the High Performance Sales Academy (HPSA) and discovered the secret to turning the gatekeeper’s “NO” into “GO” back and see the referral nurse!

Join me on this exhilarating all-to-common journey as our hero learns to navigate the wilds of sales, unlocking his true potential and finding his calling.

 

The Frustration Mounts

 

Our protagonist, let’s call him Jim, had heard whispers of the doctor’s patients who desperately needed the services he offered. Armed with his brochures and business cards, he approached the doctor’s office, only to be greeted by the dreaded gatekeeper.

Weeks went by, with each attempt resulting in Jim being met with polite deflections and never-ending excuses. His confusion grew, and he questioned his strategies, wondering how to overcome this seemingly insurmountable obstacle.

 

 

The Light at the End of the Desk

 

Just when Jim was about to throw in the towel, he was doing some research online and discovered the High Performance Sales Academy. With skepticism and a hint of desperation, he enrolled in the program, hoping to find the answers that had eluded him for so long.

Little did he know that the academy would equip him with the tactics he needed to turn the gatekeeper into an advocate and open doors that were previously bolted shut.

 

 

Unleashing the Power of Qualification

Armed with the wisdom gained from HPSA’s Step 1 of the sales process, Jim approached the doctor’s office with renewed vigor. He quickly learned to qualify the account by utilizing six essential questions that helped him identify potential opportunities.

This newfound knowledge became his secret weapon as he engaged the gatekeeper in meaningful conversations and earned their trust.

 

 

The Roadmap to Referrals

Having successfully engaged the gatekeeper, Jim knew he needed to make each interaction count. So, with HCS’s Roadmap to Referrals as his guide, he navigated the delicate process of sharing his educational message by diagnosis.

Armed with the words to say and a wealth of knowledge from the quick references, Jim left no stone unturned in his quest to get his message across and secure his first referral.

 

 

Momentum and Confidence

With his first referral in hand, Jim felt a wave of momentum and confidence wash over him. The arduous journey he had undertaken was finally paying off, and he realized that helping seniors receive the care they deserved was his true calling.

The frustration and confusion he had experienced earlier had now been replaced by a newfound sense of purpose and fulfillment.

 

 

A Sales Journey of Triumph

 

Jim’s journey serves as a testament to the power of perseverance, knowledge, and a touch of humor. Armed with the tools the High Performance Sales Academy provided, he conquered the seemingly impenetrable fortress of the doctor’s office. He found his purpose in helping seniors access the care they deserve.

So, the next time you face a daunting gatekeeper, remember Jim’s story and the transformative power of determination and industry-specific knowledge. After all, you never know what lies beyond that desk until you take the plunge and follow a proven process to get you there.

In the grand tapestry of life, sometimes we stumble upon our true calling in the most unexpected places. For Jim, the High Performance Sales Academy provided him with the keys to unlock his potential. May his journey inspire you to overcome your own challenges, embrace the unknown, and find your own path.

“Ready to unlock your true potential in sales? Take the first step today and enroll in the High Performance Sales Academy. Don’t let the gatekeepers hold you back any longer!”

Inspiring Sales Excellence, Transforming Senior Lives!

Sales, Compassion, Impact: Shaping the Future of Senior Care

Melanie

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You Are Either Excited About 2023 Or Terrified…

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You are most likely one of two types of people.

You are either excited about 2023 or terrified. 

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Whichever you identify with, you can most certainly end 2023 with a success story.

Watch the following video and uncover how you can unwrap success in 2023 in 40 seconds.

 

Click the link below and make sure that you and your team are on a path to success in 2023!

homecaresales.com/unwrap

 

Have questions? We have answers! Simply email mike@homecaresales.com with your questions or simply go here and chose a time that works for you: https://calendly.com/mike-home-care-sales

 

 

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5 Mistakes That Sales Reps Make That Cost Them Referrals

Sales reps are the lifeblood of any business and the ones that most often drive revenue and census growth.

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However, if they make a few mistakes, it can cost them and their agency dearly.

Unfortunately, these mistakes happen quite often and most reps are unaware of the impact that they can make. If you are an owner, you need to help your sales team avoid these mistakes.

If you are a sales professional who might be making these mistakes, don’t worry! You can quickly and easily pivot on a path that will drive more referrals and keep your referral sources happy and active in the lives of their senior patients.

 

Mistake 1: Being a Professional Visitor

 

How do you know if you are a professional visitor (or have a professional visitor on your team)?

First, Are you stopping by to see a referral source and treating them like a friend without discussing home care (or Home Health or Hospice)?

Well, I have some bad news. This is a no-value sales call. Imagine instead that you had expanded their knowledge about which patients to refer!

You will get so much more in return for your time and effort by positioning yourself as an expert.

 

Mistake 2: Talk too Much

I really hate this one. I have had to deal with calls from doctor’s offices and skilled nursing facility administrators about my sales reps hanging around gossiping about Game of Thrones or talking about sports scores (and other examples, the list goes on and on…)

No one wants their staff to not be doing their jobs because they are too busy “BS”ing with our sales folks. It makes accounts mad and makes your agency look unprofessional.

Remember less than 2 mins, and they should be talking to you, not you to them!

 

Mistake 3: They Brochure Vomit

So this one sounds gross, but it happens all the time (especially to new reps). This is another one where I wish I could duck-tape some rep’s mouths shut!

Everyone remembers when they were somewhere and someone was vomiting. It’s gross and you can’t wait to get away from the vomiting person. It’s the same feeling for me when a salesperson is brochure vomiting.

If you already did a qualifying sales call (Learn how by purchasing the High-Performance Sales Academy Program) you know that this particular account can already refer to your company. You brought them brochures during your second visit.

Now, you do not need to spend time on a sales call to tell them the services you offer. Instead, ask them trigger questions to identify patients they can refer right now. This will elevate your conversation and provide you with an opportunity to serve their specific patients.

 

Mistake 4: They Don’t Handle Objections

 

One of the most common errors made by sales reps is not handling objections. Let’s face it: One of the main functions of office staff is to deflect anyone who might waste their team or physician’s time.

Objections from referral sources can be difficult to deal with and many sales reps struggle to respond adequately or at all. This lack of skill in handling objections leads to lost referrals and underserved seniors.

When dealing with objections, it is important for sales reps to remain calm and professional so that they can address their referral source’s concerns without making them feel uncomfortable or ignored. Good listening skills are also beneficial since this allows reps to better understand what their customers need before attempting to resolve any issues that come up during discussions or negotiations.

Speaking of good listening skills…

 

Mistake 5: They Present Information that isn’t important to the referral source.

For any sales representative, success is dependent upon their ability to make the right connections with their referral sources. Unfortunately, one of the most common mistakes they make is presenting information that doesn’t matter to their specific referral sources. This lack of focus will often lead them down a path of failure, as the information may be too general or irrelevant to the needs of their referral sources.

When it comes to discussing services for seniors, it’s important for reps to understand how they can help solve a problem for their physicians or referral partners.

They should also ensure that the information they bring is tailored specifically for each individual referring partner in order to create meaningful communication and engagement opportunities. If salespeople fail to do this, then they risk losing both trust and credibility which will ultimately result in lost revenue.

 

Avoid the mistakes that leave seniors unserved and unlock your full potential with the High Performance Sales Academy. Gain instant access to this proven methodology.

 

Have questions? We have answers! Simply email mike@homecaresales.com to set up a time to discuss or simply go here and chose a time that works for you: https://calendly.com/mike-home-care-sales

 

Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

 

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