Qualifying
Posted by Mike Ferris on Friday, September 19, 2008 and posted in Home Health Care Hospice Sales
One the most important attributes of the successful home care sales person is the ability to qualify prospects and customers. There should be in each agency a list of questions that you will want to know about every referral source. This list should be compiled by the entire team at the agency as the attributes of the ideal referral source will hinge on these items. The reason your most successful “A” accounts are your best accounts is because your agency best serves their needs.
You must uncover the referral sources needs and special interests by properly qualifying them.
Some questions to add to your list:
Do you refer to home care?
Do you have Medicare patients?
What time of the day or week is it most convenient to catch Dr. Bob?
Will you be sending the home care referrals or would I need to speak to someone else?
What type of special needs do your private pay referrals need?
How do you determine which home care agency you will use for each referral?
What is the best way to communicate with your group?
How would you like us to get the orders to you for signature?
When is the best time to call to discuss specific issues with one of your patients?
Do any of your patients go home needing some private pay assistance?
Why haven’t you sent us a patient in over a year? Was it something that we did to alienate you?
What would it take to provide you with the level of trust necessary to entrust one of your patients to my agency for care?
When can we count on getting some referrals?
If you could change home care for the better, what would you change?
Can you tell me about difficulties that you have had in the past with other agencies?
Will you ever send us a patient referral? If so, what will it take to make it happen?
This list is by no means complete, but it should give you some direction with your qualifying. If you know what the customer wants, then you are halfway home.
