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"You
can't build a reputation on what you are going to do." |
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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, June is right around the corner and the first signs of summer
are showing up. The month of May is always a busy travel month for me with the
great number of state, regional and national association conferences added to
the on-site time with clients. While I am not fond of being away from home, it
is always invigorating because I get to reconnect with many friends and clients
across the country. Best, Mike Ferris Home Care is
Special Just as the National Association for Home Care and Hospice
carries the banner for the entire home care industry in Washington (and the
state associations on national and state issues), to be really successful with
your marketing program you must constantly and consistently convey what it is
that makes home care special. The greater the knowledge within the community,
the more likely it is that everyone from elected officials to consumers of the
services will make best use of the services and understand the issues of the day
for home care. It falls on the shoulders of the individual agency to educate its
community. - Use the list. Distribute the list to all of the employees and use it in creating any communication or collateral material. This includes all communication -- not just that generated as part of the sales and marketing efforts. - Values. How are you conveying to your customers (patients, clients, referral sources, staff and their families friends and neighbors) what the agency's values are? Value driven marketing will always win out over programs that do not take values into consideration. - Recruiting. Many agencies today are constantly having to recruit staff and remembering that all recruiting efforts are part of the marketing program. With the culture that is at ease selling the agency to others, the recruitment of home care professionals becomes much easier. Potential hires referred to the agency by your existing staff prove to be the best and most qualified prospects. - Patient Advocacy. There is a tremendous opportunity to
act in the best interest of your patients and support their needs and
requirements. A well crafted public home care message should always take into
consideration how it will advocate for the patient as well as the home care and
hospice industry. Yes, we still have a few openings for next week's Square One Boot Camp in Chapel Hill! We have secured some additional rooms at the special room rate of $129 per night at the Courtyard Marriott Chapel Hill. Please contact Lisa Englert at lenglert@simione.com and she can get you the information you need to book your room at the hotel. This is the last Square One Boot Camp until the fall, so send us your liaisons and we will send you back highly trained home care and hospice sales professionals. MAY 18 - 20, 2009 CLICK HERE for details (including the agenda) and to lock in a seat! To view a brief video of what makes the Square One Boot Camp experience so special, CLICK HERE! Join Us June 9th - 10th in Nashville for AdmitRight™ Boot Camp JUNE 9 - 10, 2009 CLICK HERE for details (including the agenda) about the Hospice Referrals and Admissions Boot Camp. 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! Join Us June 22nd in Chapel Hill for Next Step Advanced Sales Training 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%! "I so appreciated learning how to be a better salesperson
from the best in the business! I learned how to be more organized, what to say,
how to partner with the gatekeepers, and how to overcome their objections. With
all of this I now have more confidence in myself and in what I am doing as a
professional salesperson." 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 We are racing towards Memorial Day and the imminent arrival of
summer! What do you have planned for these next few weeks? What preparations
have you made for the summer season? There should be strategies to improve results when things are not going as well as expected. There should also be strategies to improve results when things are wildly successful. In short, there should be a strategy for every situation and they should all be focused on improving results. A good sales strategy isn't just about improving sales, but also should include: - Expansion Think strategically and stress strategic thinking to the entire
sales team! Here's the big issue. Why have a licensed professional fill in basic information such as patient location, language, caregiver status, home safety, height, weight, pain level, medications, DNR status, etc? This is the kind of data that can be obtained and entered by someone other than the nurse. The job of the clinical professional is to analyze the data, confirm the findings, probe for details, clarify any discrepancies, and develop an initial plan of care. So take a look at your system and process to see what efficiencies you can develop to best utilize their skills. Determine system entry capabilities. The goal is to have the right talent for the task. Can someone (not a nurse) at the office enter the data faxed form the physician's office or from your liaison at the hospital? Can a (non-licensed) program rep enter this information at a visit when they get consents signed? Does your system allow data entry in the assessment tool by someone other than the nurse who will be reviewing (and electronically signing) the completed assessment? If not, can your pre-admit database be expanded to include some of the clinical information required in the assessment so that someone else can enter that information prior to the visit? (The data would then sync to the assessment.) Hassle-free service. Whatever the barriers are in the way, remember that it's not the referral source's job to do your work for you! It's our job to do the legwork in obtaining the data, regardless of who ultimately enters it in the system. And any information that needs to be provided by the family (other than address, phone and directions) should be obtained at the first visit, not over the phone! Questions & Answers Question: Mike, what was your toughest challenge as a sales person? Answer: Looking back is always clearer than when you are in the moment. Given that luxury, I would say that the biggest challenges I faced as a sales person were those that I created myself! I was way to quick to determine in advance that certain accounts weren't going to use us for reasons, and there were times that did not prove to be the case. The best example would be when I spent too much time worrying
about the relationship a potential referral source had with a competitor rather
than approaching the situation as if I did not have any competitors. If I had
this luxury, I would have approached every situation without making any
assumptions, acting on second-hand information, or making inferences drawn from
similar accounts. Thanks for the great question! What criteria do you use to allocate time to accounts?
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. |
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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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