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"There
is no greater joy nor greater reward than to make a difference in someone's
life." |
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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, Seeing many of you in DC last week for the NAHC Policy
Conference was great! The level of optimism in the industry is high, even with
the prospect of cuts in reimbursement and other challenges on the horizon. David
Gregory, host of NBC's "Meet the Press" provided an excellent keynote speech on
Monday morning. He shared his insight into the government, its processes and
Washington. He said that there are a lot of interests represented in the
nation's capital, and health care reform -- with its many facets and
complexities -- is going to take innovative solutions and effective
communication on the part of health care providers and other stakeholders. We
are good at innovative solutions, but we have not always been the best
communicators. It has always been my contention that, as an industry, we have
done a very poor job of getting credit for our greatness. Mike Ferris The Power of the
Pen What you give away speaks volumes about your agency. Tip: Find a Pen that is Comfortable to Use! 1) Look at the budget and then find the BEST items (don't order first and think later!) 2) ASK your customers what they would find useful. TWO DATES, TWO LOCATIONS! May 4 - 6, 2009 You have two registration options: For details, and to lock in a seat with a $500 deposit (balance due on April 4, 2009), click here. For details, and to lock in a seat with your full payment, click here. OR May 18 - 20, 2009 You have two registration options: For details, and to lock in a seat with a $500 deposit (balance due on April 18, 2009), click here. For details, and to lock in a seat with your full payment, click here. RESERVE YOUR SEAT NOW as we expect both locations to fill up quickly! To view a brief video of what makes the Square One Bootcamp experience so special, click here! Join Us for AdmitRight™ Boot Camp in June! June 9 - 10, 2009 To learn more about the Hospice Referrals and Admissions Boot Camp, click here. Registration Options: Both Days, One Person, Tuition Only - Click Here Both Days, 2+ People, Same Organization - Click Here Both Days, One Person, Tuition + DVD - Click Here ATTENDANCE IS LIMITED -- THIS PROGRAM WILL SELL OUT! Announcing Next Step Advanced Sales Boot Camp! Two and one-half day Boot Camp experience open to graduates of the Square One Boot Camp and top producers. June 22 - 24, 2009 The Experience: Each Bootcamper will submit a presentation in advance of the training along with other homework assignments. This program is for serious home care and hospice sales professionals who are ready to take their sales to the next level! As with Square One, there will be extensive video role play with the students broken into groups of home care or hospice sales professionals. Registration Options: To lock in a seat with a $500 deposit (balance due on May 22, 2009), click here. To lock in a seat with your full payment, click here. 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 When working with your sales team, make sure that they never
lose sight of just how achievable success is in their job. For most, the
difference between the results they are currently producing and superstardom, is
less than one more referral per day. Never allow them to get into a mindset that
accepts their level of productivity as being as good as it gets and most
importantly do not let them get in their mind that somehow 20 admissions per
month is as good as it gets. Physician practices: 40% Benefits of Using a Time Allocation Planning Tool: When Your Nursing
Home Team Gets a Referral You may have your liaisons or marketing reps covering the nursing homes and providing in-services there, but who usually gets the referral? Your care team. They're the ones who are there day in and day out, and the ones most readily approached by the staff. Have you trained your care teams? Do they even know it's a referral? Any question about criteria or appropriateness, or a tap on the shoulder with, "I may have one for you but the family is really difficult" is a referral! Why do you think they're asking the question, because they're just curious or have nothing better to do? They're asking because they need your help! They may not use the term "referral" or "help" directly, but that's exactly what they're doing. So it's the care team member's job to take the referral. What usually happens is that your staff politely says, "Well, we're always here to help, so just let us now." Nice? Yes. Helpful? Not a bit. We just threw the ball back to the nursing home to figure out what to do. 1. Ask about the situation. There's always a story there, so get the nursing home nurse or social worker to talk about the patient and family. 2. Ask the name of the patient. If they say that they want to talk to the doctor or family first, tell them that you won't do anything other than give it to your referral center so that it's on their radar screen when the nursing home is ready for us to meet the family. 3. Offer to look at the chart if they're asking about criteria. This is not trolling for patients! They made a commitment to you or asked about a situation. That means they have someone in mind and are asking for your help. That is a referral, and it's absolutely the right thing to look at the chart and talk to the staff about their perceptions of the patient's health status. If they give you the name of the patient or allow you to look at the chart, call the referral center with the patient's name so they get it on pending status. Never tell the nursing home staff to just call it into your referral coordinator when they're ready and that the referral team will take care of it. You need to make it absolutely effortless for the nursing home staff to make a referral, and it starts with making the call. Questions & Answers Question: What should I be focusing on when I ride along with my sales people? Answer: There are several different reasons to ride along with a sales
person: coaching, evaluation and corrective action/disciplinary. For the purpose
of this answer we are going to limit the discussion to coaching. When coaching a
sales person in the field, the sales manager should be looking for their ability
to manage their accounts and territory, engage in pre-call planning and
post-call documentation, ask good questions and discuss services appropriately.
They should have their account information organized to make sure that they
follow a proper sequence to their sales calls. They should be able to talk about
the agency and using competitive knowledge, explain the benefits to the referral
source. What do I do when I can't get past the gatekeeper? 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. |
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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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