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"Think
twice before you speak, because your words and influence will plant the seed of
either success or failure in the mind of another." ~ Napoleon Hill |
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In This Issue:
Our Top Picks
LEGENDARY RESULTS: Managing Referrals & Increasing Admissions (Vol. 1 - Referral Management)
LEGENDARY RESULTS: Managing Referrals & Increasing Admissions (Vol. 2 - The Admissions Process)
Field Guide to Selling Hospice Services
Field Guide to Selling Home Care Services
Sit in on a class for FREE! 52 Week eSales Training Course
17 Proven Methods to Grow Referrals for Legendary Results in Home Care & Hospice (eBook)
Want More? Click Here
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Dear Friend, Wow, what a bang this New Year has opened up with! We have been
deluged with hospices and home cares that want to kick off 2009 with projects to
improve their flow of referrals. As you know, the purpose of this Sales
Leadership Letter is to bring you ideas and information to help with your
efforts in this area. Let me know of questions you have and other information
you would like to see and I will include them in future issues. If you have a
friend or colleague that would benefit from this information, please forward
them the link to sign up. This is the way that most of our subscribers have
heard about this resource. Best, Mike Ferris Face Time The number one activity that drives sales results is the number
of face-to-face sales calls the sales person is able to complete. Face time has
proven to directly impact results, every time for both home care and hospice. In
fact, the only two things that can shorten the sales cycle are quality face time
with the right people and frequency of interaction. Still Time to Register for February Square One Boot Camp! There is still time to make plans to join us in Chapel Hill for the first Square One Boot Camp of 2009: February 9 - 11, 2009 CLICK HERE to reserve your seat NOW! To view a brief video of what makes the Square One Bootcamp experience so special, click here! "This training opportunity
exceeded my expectations. I now have the tools to support my organization and
help to make it grow. On a scale of 1-10, it was 10 plus for me. I noted the
program was beneficial to both novices and those who were more seasoned in
sales." 52 Week eSales Training Course Our groundbreaking and highly-acclaimed 52 Week eSales Training Course is available for one to one hundred students. It provides a weekly lesson (takes about 30 minutes to complete) that will keep your sales team members' skills sharp. Students have said that the course supported them in becoming better at their profession, increased their referrals and forced them to review the basics. On average, our 52 Week eLearning participants have increased their referrals by over 31%! "With the help of the 52 Week eSales Training Course, I have been able to increase our accounts by approximately 20% and have increased referrals and admits by an even greater percent. Thank you, and my company also thanks you!" Special offer for Sales Leadership Letter subscribers: Enroll up to 10 students for one low price of $599 (does not include audio CDs)! Click here to take advantage of this offer. Sales Tip I cannot tell you how many times I have heard this from a sales
person when they are asked why they don't have a written plan for the day. This
comes from many seasoned sales people with successful territories as well as
those who are struggling. In their mind they know where they need to go and
don't need a plan. This is the diagnostic tool that your sales person is only
going where they are most comfortable! Having no plan is the number one cause of
burnout and lack of success for sales people in our industry. - Calendars are the center of the plan. Make sure that
each sales person has a good calendar to manage their scheduling of activities
that will result in execution of the plan. Time is the other part of
accountability. Closing One thing we constantly see home care sales people struggling
with is closing the sale. Whenever we speak to a state or national association
type crowd and closing comes up, we are likely to get some discomfort in the
audience. If your sales people cannot ask for the order, they will not be as
effective as they would be if they could. This is one area that you will want to
use in your diagnostic tools if you have salespeople that are just not
delivering results. If they are not closing, you should immediately train them
to do so or move them to a position for which they are suited. A salesperson
that cannot close is not a salesperson! Family Voice Messages The scenario: The nursing home refers a patient on
Monday, so you call the family contact and leave a voicemail message. The son
calls back Tuesday and says that he can meet you on Wednesday. You say "fine,"
because you're meeting the customer's needs, right? Wrong! Questions & Answers Question: One of my sales reps had a physician luncheon recently for a doctor who is our competition's Medical Director. How do you deal with these situations? Answer: Two part answer: 1) I wouldn't schedule a luncheon at a competitor's medical director's office unless I had pretty good reason to believe that I could get some referrals from them. Lunches are too costly to not have qualified the office as having great potential. And, as many of you have heard me say before, the biggest cost is your time when you do lunches (time is your most precious asset). 2) When talking to someone who has a reason for using the competition other than because of their service, you should be qualifying to find out under what circumstances they would use your agency. This is very important because this will tell you if they are worth your time and what approach you should take. If you know that there are some specific reasons why they might use you vs. this competitor, be sure to highlight those areas. But, be careful how much information you give out if they are the competitor's medical director! Question: We have two marketers with a staff of over 100. It seems the others don't want increased referrals because they feel overworked. The result is that internal and external customer service is suffering. How do we get the rest of the team on board with marketing? Answer: This is a great question, one that I get often. This is a cultural issue and must start at the top of the organization. If leadership is not on board 110% with the marketing program, it is not going to be reasonable to expect the others to be excited about it. The other issue to consider is communication. What is the message the others are hearing when marketing is brought up? They must know that it is consistent with the organization's mission and that it is the best way to maintain job security for all. About Us Supercharge Your Referrals, Revenues and Profits! Headed by two industry powerhouses -- Michael Ferris and Polly Rehnwall -- Our Marketing, Sales and Customer Service Consulting Division is designed to give you the easiest experience possible by providing the most comprehensive solutions to supercharge your referrals, revenues and profits! If it only took one phone call to deal with all your marketing and sales needs, would you make it? In an environment of growing competition and shrinking margins, you have to increase volume and improve market share in order to be successful. That means having a skilled sales team, quality marketing strategies and a customer service model that improves your conversion of referrals to admissions. With every type of solution we provide, you won't just beat the competition -- you'll establish your competitive advantage for years to come! Our Proven Process: - Evaluate and assess talent, model and process Delivering optimal results begins with an evaluation of your sales, marketing and customer service program in order to design solutions custom tailored to your agency and your area. Our experts know home health and hospice, bringing years of marketing and sales experience and best practices to you. Customized Solutions: Have one or a few specific needs? We can guide you through creation and implementation quicker and with more success than anyone else. Below is just a small sample of our capabilities: - On-site Sales, Marketing, or Customer Service Consulting and Training With just one phone call, you can tap into all the resources and knowledge of the home care industry's touchstone consulting powerhouse -- Simione Consultants. We have an ability no other company can offer -- the only one-stop shop to handle all your marketing and sales needs. Simione Consultants, LLC was the first organization of its kind dedicated entirely to home care -- a commitment we continue to maintain today. For more than 40 years, we have demonstrated we understand and are responsive to the changing and diverse business needs of home care and hospice organizations. Value Driven, Success Outcomes More than 800 home care organizations have trusted the team of experts at
Simione Consultants, LLC to get them through the challenges of yesterday and
today, and to gain the leading edge for tomorrow. We provide expert assistance
to hospital-based and hospital-affiliated agencies, visiting nurse associations,
hospices, small proprietary agencies, and large national chains. The size,
capabilities and commitment of our uniquely qualified consulting staff offer
unparalleled industry insights and innovative yet practical solutions. Our track
record of engagements with successful client outcomes is unmatched. Good luck and Happy Selling! |
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This newsletter and all content and information contained herein are the property of Simione Consultants, LLC and may not be reproduced in any form without the express written consent of the publisher. 176 East Main Street, Unit 8 | Westborough, MA 01581 | (800) 653-4043 | (508) 366-7409 | Join our mailing list to receive new products, helpful hints, speaking dates, and more! |
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