One of my coaching clients told me this when we started working together. I had asked her to identify her top 20 and call on them every week. She was concerned that she didn't have a reason to call on her referral sources that often. She had already met with them, shared her major services and gave them brochures. She didn't think she had anything more to say that would warrant a weekly sales call.
That's when I introduced the concept of a monthly sales focus and a 52-week sales message. I asked my client - would you like to have a monthly sales focus? Each week you would have a prepared sales message and Home Care Trigger Questions ™ that would get your referral sources focused on their current caseload of patients? She readily agreed - she would like to have a valid business reason to make an in person sales call to her referral sources to expand their knowledge base of what Home Care can do for her referral sources patients.
Together we identified 12 monthly topics. Topics that applied to her home care - services she felt were unique and some diagnoses that she felt her home care cared for really well. Each month we broke down the topic into learning modules.
Overview of the service or disease
Key Home Care Services that could be provided to that type of patient or client
Key targets - discharge planner, AL wellness nurse, SW or Dr
Home Care Trigger Questions ™ to get the referral source to identify a current patient
Common objections and responses
This gave her the framework to have a relevant discussion each week with her referral source and paint a picture of the type of patient or client she would like to serve.
My colleague Cheryl takes this one step further and automates the system - by putting it into a CRM and delivering the message to the sales representative each week through calendaring.
The clients who I have worked with to create their personalized plan - have reported results in increased confidence and referrals!
This 52 week plan has provided representatives with the tools they need to succeed - and they will NEVER make a "No" value sales call again!!
Want your own plan?
Join us in Orlando on Feb 5-6!
Cheryl and I will be presenting on how to create your own 52 week plan!
Can't wait to see you in Florida!
Melanie
