Make Quality Calls
Posted by Mike Ferris on Friday, April 24, 2009 and posted in Home Health Care Hospice SalesFull-time home care and hospice sales people should be able to consistently make at least 50 quality sales calls each week. This is important because the one thing that will directly equate to more referrals is the number of face-to-face sales calls.
The focus is on making quality calls—not the quantity of calls. Some days and weeks will result in more calls depending on other activities scheduled. The best way to stay ahead is to constantly work to make as many quality calls as possible. Meetings and office time are the biggest barriers to making more calls; for this reason, they should be scheduled outside of prime selling time.
With good time management and organizational skills, the home care sales representative should be able to manage 20 - 25 “A” accounts along with the balance of their territory. You should maintain and complete a weekly call report. It should be completed at the end of each day. This will give you and your manager a clear snapshot of your activity for the week just ended. Be honest in your completion of the report as it is a tool that will help you to be better.
Have the tenacity of a bulldog. Once you determine that there is a qualified prospective referral source, stay on them until they start using your agency. Then keep working until you are their preferred agency. After that, protect them against all competitors.
Excerpted from Field Guide to Selling Home Care Services with Legendary Results by Michael Ferris