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Sales Success Unveiled: Learn the Frameworks That Work

Today, we’re delving into the powerful world of frameworks and structure and how they can supercharge your results.

 

The Power of Structure

Think of structure as the backbone of any successful endeavor. Whether it’s an architectural masterpiece, a well-composed symphony, or your quest for sales excellence, the structure ensures everything falls into place. So, let’s explore how you can harness this power.

1. Clarity and Focus

Have you ever started your day with a chaotic to-do list, bouncing from one task to another, only to end the day feeling unaccomplished? We’ve all been there. But with a well-defined sales account structure, you’ll experience a dramatic shift. Define clear objectives, prioritize tasks, and allocate time for each. This clarity and focus are essential for achieving your goals, whether you’re aiming for more referrals or a healthier work-life balance. Goals and alignment documents are keys to your clarity.

2. Consistency Breeds Results

Picture this: Your sales team follows a structured outreach plan, engaging with account prospects at specific intervals. What happens? You create a consistent presence in the minds of your potential referral sources. By showing up predictably and delivering valuable education, you become a trusted source of information. Your consistency leads to trust, and trust leads to results.

3. Time Efficiency

Time is a non-renewable resource. It’s the great equalizer; everyone has the same 24 hours daily. How you utilize those hours can make all the difference. The structure allows you to make the most of your time. Allocating time for specific tasks and avoiding distractions ensures you focus on high-value activities. This time, efficiency directly translates into productivity, a key driver of success.

Framework: Your Guiding Light

While structure provides the skeleton, a framework is your guiding light. A framework is a set of principles and strategies that shape your approach to a particular goal or challenge. Here’s how it can transform your results:

1. A Proven Path

Frameworks are built on experience and data. They provide a proven path towards your objectives. A well-established framework can dramatically boost your referral generation when applied in sales. During the event, we’ll introduce you to your own sales management playbook that you can craft just for you, like treasure maps to your goals.

2. Flexibility within Boundaries

A framework isn’t a rigid set of rules. It’s more like a set of guardrails that keeps you on the right path while allowing room for creativity. Your unique circumstances and audience may require slight adjustments to the framework. Adaptability within a structured framework will enable you to leverage your creativity while staying true to the proven principles and getting the results you want! Sales calls frameworks keep the reps in between the guardrails and focus on hitting all the correct points of a sales call.

3. A Toolbox for Problem-Solving

Challenges are inevitable, both in sales and in life. Frameworks equip you with a toolbox of strategies to address these challenges. Whether it’s handling objections, streamlining your sales process, or managing your time effectively, a solid framework has the answers.

The Event and Your Transformation

At “The Home Care Sales Event,” you’ll discover a wealth of frameworks and structured approaches specifically designed for Home Care, Home Health & Hospice Sales. These are your keys to unlocking a new level of success. From refining your referral strategy to mastering sales management, you’ll be equipped with the knowledge and tools to drive results.

Remember, success isn’t just about working harder; it’s about working smarter. With structure and frameworks, you’ll enhance your efficiency and amplify your impact. Whether pursuing your sales goals or seeking a healthier patient/client mix, these principles are universally applicable.

 

Register today

www.HomeCareSales.com/event

So, get ready to transform your journey to success with the power of structure and frameworks. Together, we GROW!

Melanie Stover

P.S. Check out the VIP upgrade options and get in on the action!

P.S.S. www.HomeCareSales.com/event

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The Art of Home Care Sales Management: A Roadmap to Full Rep Productivity

Today, we’re diving into an essential topic for every home care, home health & hospice agency owner, administrator, or manager – how to become a better sales manager and unlock your reps’ full productivity potential.

It’s a subject close to my heart, and I’m thrilled to share insights that can transform your agency’s performance.

 

Sales Management: More Than Just a Title

First things first, let’s clarify what it means to be a sales manager. It’s about being a mentor, a motivator, and a strategic guide. It’s about having a vision for your sales team and the ability to inspire them to reach their full potential.

Now, ask yourself, do you currently consider yourself a true sales manager, or are you just managing sales reps? Your answer is critical because understanding your role’s depth can make all the difference in your team’s success. I have heard from many owners – they wear many “hats” – and managing a sales team is hard they have “too many irons in the fire”. They wish they could do more. How can you become a more impactful manager who gets full productivity from their reps- holding them accountable while empowering them to realize their full potential?

 

The Three Pillars of Effective Sales Management

Becoming a better sales manager begins with focusing on three essential pillars: clarity, accountability, and support. These pillars are the foundation of your journey toward full rep productivity.

1. Clarity

The first pillar is clarity – setting a clear vision, objectives, and expectations for your sales team. Ask yourself the following questions:

  • Do your sales reps know the agency’s goals and their role in achieving them?
  • Are expectations, targets, and key performance indicators (KPIs) clearly communicated?
  • Does your team understand the agency’s unique value proposition and the services it offers?

Clarity provides your reps with a roadmap. It helps them understand where they’re heading and why their role is essential. During The Home Care Sales Event, we’ll work on creating a personalized sales management playbook, which is a powerful tool to instill this clarity in your team.

2. Accountability

Now, let’s talk about accountability. Effective sales management requires setting expectations and holding your reps accountable for their performance. It’s about creating a culture where reps take responsibility for their actions and results.

  • Do you have a system in place to track and measure your reps’ performance?
  • Are there regular check-ins, reviews, and feedback sessions to assess progress?
  • Do your reps understand the consequences of meeting or not meeting their targets?

Remember, accountability is not about blame; it’s about ownership. We’ll explore this further during our sessions on accountability and results-focused coaching at the event.

3. Support

Finally, the third pillar is support. Sales reps perform at their best when they know they have a dedicated support system. As a sales manager, you play a vital role in providing that support.

  • Do your reps have access to resources, training, and coaching to improve their sales skills?
  • Are there mechanisms in place to address their challenges and roadblocks?
  • Do your reps feel motivated and valued in the team?

Supporting your team doesn’t mean doing their job for them. Instead, it’s about giving them the tools and encouragement they need to succeed. The Home Care Sales Event will guide you in designing a sales management playbook that includes strategies for providing this support effectively.

 

The Path to Full Rep Productivity

By focusing on these three pillars – clarity, accountability, and support – you can become a sales manager who not only manages reps but leads them to full productivity. Your agency’s success is intricately linked to the performance of your sales team, and mastering the art of sales management is your secret weapon.

At “The Home Care Sales Event,“ you’ll learn the techniques, strategies, and best practices to excel in sales management. It’s an opportunity to network with like-minded professionals and gain valuable insights that can shape the future of your agency. I can’t wait to embark on this journey with you.

Register today!

www.HomeCareSales.com/event 

Together, we GROW!

Melanie Stover

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Hiring Home Care, Home Health, & Hospice Sales Reps: Your Path to Revenue Reinvention

Are you ready to ignite your revenue and step up your home care game?

You’ve probably realized that BIG success hinges on your ability to attract and retain high-performing sales representatives for your agency. They are the bridge between your agency and the crucial referral sources you need to thrive.

But hiring the right sales rep is no small feat. It’s more than just finding someone who “is a people person .”It’s about finding someone who walks the walk, has the skills, and understands the nuanced world of home care, home health, and hospice.

As someone in this industry for over two decades, your sales team is one of the keys to success. They are the lifeblood of your agency, helping you serve more seniors and making a significant impact in their lives. Let’s dive into the art of hiring a home care sales rep and why it’s crucial to achieve your agency’s #ReferralGoals.

The Million-Dollar Question: Why Do You Need a Sales Rep?

I know many of you have tried to hire a sales rep – struggled to find them, and then struggled to get them at full production. I can relate. I, too, have struggled to find the “right rep,” – but once found, the thing I know to be true is that we can increase the production of reps when they follow a proven process and formula.

Your agency’s success is deeply intertwined with the ability to build strong referral relationships. That’s where a top-tier sales representative comes in. But do you need one? Consider this: when you have a skilled sales rep on your team who understands the post-acute care landscape, you become the go-to resource for seniors and their families.

In the past, you may have found home care, home health, or hospice sales daunting. It takes courage, tenacity, and a willingness to push through rejection. But remember, “courage trumps comfort,” as Brene Brown so wisely says! Having the courage to share your message using proven systems, tools, and templates makes it easier! It’s about persistence to keep going, even when today doesn’t result in a referral. #YourMISSIONisBIGGERthanThierNo.

Hiring the Right Rep: A Strategic Endeavor

So, how do you find the perfect match? The first step is defining your expectations. What qualities should your sales rep possess? You want someone who can be a true care partner with your referral sources. This goes beyond the traditional “sales pitch” and into the realm of post-acute care experts.

Consider these essential questions to ask yourself when considering a sales rep:

  • Is this sales rep a post-acute care resource knowledgeable about your service line and other post-acute care providers?
  • Does this rep know how to position the top 5 diagnoses you serve for specific account types?
  • Do you have a concrete action plan to ensure your team is fully productive?
  • Have you outlined your high-value referral targets?
  • Is there a framework for sales meetings and coaching that focuses on results?

The Playbook to Success

Hiring the right sales rep is only the beginning. It’s all about crafting your management playbook for success. That’s where our upcoming event, “The Home Care Sales Event,” comes into play. It’s not just about “activity”; it’s about productivity. You’ll design a strategy that aligns with your agency’s strengths and values. This sales management playbook is your roadmap to transform your struggles into success and navigate the referral landscape with finesse.

Say goodbye to the revenue rollercoaster. Armed with your playbook, you’ll be ready to guide your team to grow referrals, recruit effectively, and confidently retain high-value referrals. No more costly lunches with no-shows – you’ll be well-prepared to make every interaction count.

Join Us and Ignite Your Revenue

If you’re ready to take your agency to the next level, “The Home Care Sales Event” is the place to be. We’re here to help you create a pathway to revenue reinvention. The time for transformation is now, and we’re excited to have you in the workshop. Let’s work together to amplify the impact you make in the lives of seniors and their families.

In the world of home care, we all need each other. We’re here to help you achieve your purpose: being paid for the care only you can provide and becoming the trusted resource for senior care in your community.

Remember to trust the process and stay in the flow as we embark on this journey. Connect with your fellow owners, administrators, and managers. Valuable connections happen during these sessions.

We can’t wait to see you at “The Home Care Sales Event.” It’s time to take a deep dive into the world of field marketing & sales management, and we’re excited to see you there!

Click the link to register today:
www.HomeCareSales.com/event

Together, we GROW!
Melanie Stover

P.S. Can’t wait to see you there! Remember to check out the VIP

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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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Which referral sources do I focus on to get the most referrals?

Question:

Which referral sources do I focus on to get the most referrals?

 

This is a GREAT question. The way you are going to get more referrals is to focus on those who are WILLING and ABLE to refer to you! Are they WORTHLY of your time?

Read that again. Is THIS account WORTHY of your time?

 

Most representatives are often subservient to their referral sources. We challenge that paradigm at Home Care Sales.

The owners and representatives we coach and work with KNOW their VALUE! They have significant knowledge in the senior care space through experience and our programs. They ARE the post-acute care experts.

This means they are not “begging” for referrals. They are TRUE care partners with their referral sources and, therefore, MUST prioritize who they spend their time with so that they can make the MOST IMPACT in their communities! When you have the knowledge and the experience, YOU become a resource to your referral sources, helping them get care to the seniors who deserve it! Your care!

Back to the question – which referral sources do I focus on?

1. The highly qualified accounts first!

 

Remember Step 1 of the High-Performance Sales Process? (If not read up on it in our FREE E-book, click here OR discover the whole sales process here in our High-Performance Sales Academy)

These are “A” accounts – that are currently referring to you and have the potential to refer MORE!

These are the accounts that you HAVE to defend and protect!

 

2. Prospects who have qualified and refer between sometimes and your “A” accounts – We call them “B” accounts.

 

When I am coaching, I tell the reps that if they gave you “1,” they have two or more! They just don’t know how to use you. They don’t know the breadth and depth of what you can do for their patients or residents.

These are PERFECT accounts to use the RoadMap to Referrals system. (Do you have the FREE marketing planner yet? If not, get your copy here! It’sIt’s the EXACT calendar we use with our coaching clients) The Roadmap to Referrals ™ system foundation is the Diagnosis Based Selling ™ method.

This method expands the referral sources mindset into which diagnoses you could care for and how you would care for them. Most clinicians – myself included were not taught about home care, home health, or hospice in college, and if your mentor didn’t use these post-acute care services, then you didn’t learn about it in your clinical practice either! You know this to be true.

How often has a client or patient’s family said, “OMG, I WISH we would have known about you SOONER!” The power of selling by Diagnosis is that you reach into the current caseload of your referral sources and pluck out the EXACT high-value referral type that YOU want for your agency.

3. What about those “onesies,” twosies” referral sources? …Or Referral sources that you KNOW have patients or residents to refer but “Just don’t get it.”

 

In the past, we would have had to be ruthless with our time, and these folks just would have been at the bottom of our list, and we would not have been able to call on them much. But COVID taught us a VERY valuable lesson!

YOU CAN MARKET REMOTELY! Woo Hooo!

 

All those accounts you could not justify getting in your car and going across town – NOW you don’t have to! You can simply use remote marketing tactics – phone and digital have changed Home Care Marketing FOREVER!

During COVID, we honed our copyrighting and messaging skills so that the same weekly message we deliver in person in the roadmap to referrals, we have created email, voicemail, and pdfs of our unique selling point for that week!

We can reach so many more referral sources with our message!

This is the BEST time to market Home Health, Hospice, and In-Home Care!

 

We can change lives together!

Make a bigger impact and income by serving more seniors!

Here are three ways we can work together when you are ready:

1. Download our free app! HomeCareSales app

This app has free and paid courses in it – explore!

2. RoadMap to Referrals ™ – this is your map for the exact words to say and get those referrals!

Want to see it in action – click here to get on Mike’s calendar for a tour

3.Coaching for Owners/ Managers or Representatives!

With over 25 yrs out in the field, Melanie and Cheryl have the experience for executive coaching for you or your reps to take it to the next level!

Keep serving Seniors!

Together We Grow!
Melanie

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What can we learn from a hot beach in Mexico?

This summer, we had our family vacation in Cabo San Lucas. The boys LOVED it!

Of course, what is there not to love about a family vacation?

However, when I asked them what their favorite part they both replied the beach! My boys love the beach and swimming, so it was not surprising they said that but what followed?

 

“Mom, I love how we can be on the beach, and all the people come, and we can buy stuff.”

 

The boys love to buy “things” on the beach from the vendors, henna tattoos, wooden carvings of turtles, sunglasses, t-shirts lots of wares for sale. And A LOT of the same thing. Which got me thinking about differentiation.

 

How the beach vendors differentiated themselves fell into three categories:

    • By Price
    • By “customer service.”
    • By relationship and humor

 

Price: The 1st one is obvious by price. We are all consumers, and we know how to ask for a price and compare and get the best price. On the surface, all the t-shirts look the same, so you may simply look for the best price.

 

 

Which happens a lot in private pay in-home care – potential clients “shop” on price because that is all they know how to do. As the in-home care provider, you must elevate the conversation and share with the caller the differences on “why you” (we have a great exercise on this in the High-Performance Sales Academy). Even t-shirts can be different. We have all purchased a $5 t-shirt from the beach, and one wash later, it fits a barbie doll.

 

Was it even worth $5? – most likely not! A higher quality t-shirt might have cost more, but we could use it more. Similarly to in-home care – not all home cares are created equal.

DON’T let it be just about price!

 

Customer Service: While the product was the “same,” the customer service was different per salesperson on the beach.

 

Example: A child’s toy – a top – it was wooden and simple, but the guy we ultimately bought the top from offered to “customize” it by writing the boy’s names with a wood burner and the date, so we will never forget where we got them from.

 

 

This was a great example of taking something that is a commodity and “upgrading” it with customer service!

 

Many referral sources see Home Health, Hospice, and In-Home Care as a “commodity” all the “same,” but often, you can upgrade your position by “out customer servicing” the competition.

We see this at the intake position, making it “easy” for the referral source to refer. Or at the rep position speaking with the family, welcoming them onto service, and sharing “what to expect” as they transition home. The rep can make the whole process smoother and a better experience for the referral source and the patient.

 

Relationship and humor: By the 5th day on the beach, we had pretty much seen all the wares, and the salespeople had come to recognize the boys. One of the funniest lines of the week was a salesman walking by with a case of bracelets who said to us, “Hi Ladies, you haven’t bought any of my stuff you don’t need yet. Almost free for you today!”

 

It made us laugh, and my friend Melissa called him back. He was different, used humor to make a connection, and it worked! She bought a bracelet!

This is also why we say in the RoadMap to Referrals program to incorporate some fun! Yes, you are a professional, and this is serious business. But we could all use a little fun, and it deepens your relationships with your referral sources!

There are always “lessons” around us every day!

 

Be a student! Home Care Sales and Marketing can be challenging! But it doesn’t have to be. We are here for you! We got your back!

If you are interested in discovering how to leave the overwhelm and uncertainty behind, email Mike@homecaresales.com and he can tour you around the programs that can help you grow!

Together we GROW!

Click here to book a free discovery call with Mike! 

Keep serving Seniors

Together We Grow!
Melanie

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How much risk are you willing to take with your money?

Recently an owner was considering us to onboard, coach, and manage his rep.

He told us:

“I am terrible at hiring and managing my marketer. I have had 3 and 1 turned out to be not making a sales call, just sitting home and collecting a check.

The other was double dipping, working with another agency, and getting two paychecks.

The last one drove his car to the hospital and then walked to the gym, where he worked out for 2 hrs every day. I learned about it because one of my nurses worked out at the same gym and asked why he got to work out on company time.

I am OVER marketers. I am done with them, but I know I need them to increase my census, so I am calling you! You do it! I am not willing to risk my money ANYMORE!”

Gladly!

↑ How we feel when someone asks if we want to coach and manage their reps. ↑

 

We will gladly help you orient and onboard your marketers.

In addition, we will coach and train them weekly and hold them accountable.
We will become part of your leadership team!

We hear this story over and over from owners. Their marketers have failed them. But it’s not their fault they need a framework to orient and onboard a marketer.

Most owners were not taught sales management in school or in their professional careers. Our sales coaching program’s structure sets expectations, so everyone is on the same page, compresses time, and gets the rep to production quicker.

Managing marketers is a little like herding cats. And we LOVE herding cats!

Marketers must be independent and a self starter but often lack structure, planning, and time management skills, so they focus on “activity,” not “productivity.”

The HCS coaching and management program gives them the framework to have confidence in the planning to infuse their personality into the relationship development process.

Our framework consists of:

 

  • Orientation to Home Health, Hospice, or In-home care
    • Payment systems
    • Target Accounts
    • Eligibility criteria

 

  • Onboarding – the first 90 days to launch a rep to success
    • Weekly training and knowledge activities
    • Top 10 reasons to choose you
    • CRM included – documentation of best practices – how to set it and automate your sales success
    • How to answer “What do you do?” in a way everyone can understand and know when to reach out to you with a referral

 

  • Training and coaching – weekly checkpoints for training and coaching help the rep break through barriers and keep on target.
    • 52 wks of sales messages that get you high-value referrals RoadMap to Referrals in cluded
    • Live one on one coaching with a veteran marketer and manager
    • Small groups of peer coaching and community – other marketers in different states sharing “what’s working now.”

How does your framework compare to ours?

 

 

If you are frustrated with managing your marketer – we are here for you.

We LOVE herding cats!

We speak cat because we are cats!

Click here to book a free discovery call with Mike! 

Keep serving Seniors

Together We Grow!
Melanie

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How is what you do like Patrick Mahomes?

Recently, I presented at the Home Health Administrators summit in Las Vegas. It was an extraordinary summit, and I am always grateful for the opportunity to be of service and share our experiences.

 

I heard a lot of statements like this: 

 

“We did ok through COVID, and now the COMPETITION is heating up!”

“The competitive marketers are coming out in DROVES.” 

“We enjoyed the relative ease of communication and relationship during COVID with our best referral sources, but NOW the other agencies marketers are back at our referrals sources and stealing market share.” 

 

I, too, have experienced this in one of our client’s agencies. The rep’s statement to me during the coaching call this week was

“The wolves are out, and they are following me.” 

 

WOW – a lot can change in just a few weeks as communities open up. As agencies hire staff, the marketing team is called on to increase the referrals and fill up the funnel!

This is where Home Care Sales shines. We know exactly what to do.

Below is a quick framework as you approach this quarter 2 (good thing you did your quarterly business review and know your plan for Q2 – if you didn’t, we have got you covered in our Sales Management and Coaching program – reach out to Mike@homecaresales.com to learn more.)

 

    • Review your data (Q1 YOY and over Q4)
    • Rank your referral sources
    • A great defense is a great offense – now is the time to go to your Top 25 referral sources and do your Improvement Process questions.
    • See any GAPs? List them and meet with your manager to see how we can bridge them.
    • Create a 3 step action plan for your Top 25 accounts

 

You can do this! Bulletproof your best accounts, and as my friend, Cheryl says, “lock them in a vault!”

If you are struggling – you don’t have to – we are here for you!

 

Need more ideas and tactics that work in the field?

 

Coaching could be precisely what you are looking for!

 

The best in the world –Patrick Mahomes– gets coaching every week to be at the top of his game. You can’t expect to show up on Sunday and play your best game if you are not practicing, studying, and scrimmaging. So you, too, have the opportunity to be at the top of your game!

 

Click here to book a free discovery call with Mike! 

 

Keep serving Seniors

Together We Grow!
Melanie

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You only have a short window for your marketers to use your data – DON’T MISS THE WINDOW

Does your marketing team know your data?

The other day I was working with a client, and I was surprised the reps didn’t know their outcome data.

Nor did they know the outcome scores of their three biggest competitors.

How can you best position yourself against your competitors if you don’t know how you stack up?

When you don’t know your data – you are back to the “old marketing” tactics – the ones we don’t love – trinkets, pens, donuts, lunches. Because here’s the deal – someone will always have “better” giveaways.

…But WHO wants a Case Manager to refer your loved one based on DONUTS????

 

Not me!

I want my Mom to be with an agency that has excellent outcomes!

The only way your referral sources are going to know is if you tell them!

That’s what’s so great about NOW! YOU STILL HAVE TIME! 2022 is a data collection year for Value-Based Purchasing – that means you have time to get out in front of this and share the narrative you want them to know!

YOU CONTROL THE NARRATIVE NOW!

 

But you will not get it next year.

NOW is the time!

We teach Value-Based Purchasing and how to position your agency to our Sales Management and Coaching clients.

If you are interested in learning more about that, book a call with Mike.

Here are some steps to get you started

    • Know your data
    • Know your competitor’s data
    • Compare and see where you shine and outperform
    • Create a handout on the differences
    • WIN the referrals!

You got this- you have more control than you think!

 

It’s all in the POSITIONING!

Keep serving Seniors

Together We Grow!
M

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