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Sales Proverb: "Better a
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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, Jambo, Good Day from Tanzania! Mike Ferris ------------------------------------------------------------------------------ What's Your
Story? The key to successful marketing is to tell a good story. If you
think about the most successful marketing campaigns, I think that you will find
that there is a good story at the center of each. ------------------------------------------------------------------------------
Sales Training Corner Make plans now to join us in September for the next Square One Boot Camp! Send us your liaisons and we will send you back highly trained home care and hospice sales professionals. SEPTEMBER 14 - 16, 2009 CLICK HERE for details (including the agenda) and to lock in a seat! "This has been the BEST professional training I have been a
part of. I am walking away with a feeling of empowerment that I know I have a
workable plan using the tools and skills I have learned in Square One Boot Camp.
Mike Ferris, his instructors, and Square One Boot Camp are money well spent by
my organization." To view a brief video of what makes the Square One Boot Camp experience so special, CLICK HERE!
AdmitRight™ Boot Camp is designed for those who are charged with the management of sales, referral center and admission team for hospice. If you are in one of those positions, you need to attend this Boot Camp! You will come away with a ton of ideas on how to improve your processes to increase referrals, improve referral center and admission team processes. All of which will add up to increased ALOS, census and fulfillment of mission in community. More people will receive needed hospice services. AdmitRight™ is specific to hospice and will provide you the tools and direction on how to train your teams to deliver the results! November 10 - 11, 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!
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%! "There was a great deal of good advice and
organizational tips. As a small organization our resources are limited and there
was great advice on using our current resources effectively." 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 The difference between super success and adequate performance
comes back to the words you choose. Words are powerful and they directly impact
the way your customer reacts and their perception of you. ------------------------------------------------------------------------------
Sales Leadership Avoid the tendency to separate the sales team from other operations. This will promote divisions between the sales department and the other departments, especially clinical. Integration of the sales team with the other departments will result in greater effectiveness. Partner your sales team with the department that they are most likely to have to work with. Create an environment of cooperation between potential adversaries and the agency will operate more effectively. For example, it is a good idea for the sales team to partner with the clinical department in agencies that specialize in Medicare. The sales team needs to know that they can count on the clinical department which additionally must feel confident that the sales team is acting as the eyes and ears within the community. ------------------------------------------------------------------------------
Ask Polly We all know that we're not in a 9 to 5 business, yet most hospices operate on a 9 to 5 basis. Whether we're talking about phones or visits, we need to focus our efforts on meeting customer demand, not just on our traditional or preferred staffing patterns. A length of stay issue: Everyone's crying the LOS blues, but what are we really doing to manage it? If you want to increase your LOS, you need to be able to schedule a visit on the same day as the referral. In addition, working family members may not be available until the evening, and we need to be there for them. A recruitment plus? Offering admission teams and program reps a four day week might be one way of standing out in a tight labor market. So here are a few tips to help you make the switch: ~ Stagger the hours so that you have coverage from 8am to 8pm. But that doesn't mean they come in earlier and still don't schedule their first visit until 10! The goal is to leave the house at 8 and go directly to the visit. ~ Stagger the days so that everyone rotates through a weekend shift. And be sure to staff up for Fridays (typically your busiest day). ~ Set visit expectations: Admissions nurses should do 3.5 visits/day (if they do the sign-on and assessment) or 5 (if they only do the assessment). Program reps should do 6 sign-on visits in a 10-hour day. Caution! Don't shift to this model only to see visit time lengthen and productivity remain the same. Set the performance criteria first! ------------------------------------------------------------------------------
Questions & Answers Question: Can you provide more ways of "setting" one hospice apart from another? Answer: Differentiation and competition provide the foundation, but your ability to determine the needs of the referral source and present your services as a solution will be the ultimate differentiator. Never stop weaving the basic message from your hospice into your conversations, as it helps create the story in their mind that supports why you are different. Play to your strengths -- constantly look for ways to demonstrate just how special your hospice is! Question: How do I consistently call on and maintain my territory when I'm
constantly being delegated other responsibilities, like covering for intake and
our hospital liaison, fundraising, etc? When, or if you are pulled in another direction, make sure you have rescheduled the key account activities that are now compromised. Also, use any time while you are "doing someone else's job" to make outbound phone calls to follow-up, problem solve, and maintain relationships. ------------------------------------------------------------------------------
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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Simione Consultants, LLC and may not be reproduced in any form without the express written consent of the publisher. To subscribe to The Legendary Sales Leadership Letter, click here. |
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