Senior Care Marketing Must Do #25

Monday 8am: Read this newsletter The rest of the week: Check your signals What is a buying signal? A buying signal is a sign of interest from a buyer (or referral source) that shows they are interested in buying your product (or referring to your agency). How often do sales reps miss buying signals? More often than you think. What happens if I miss a buying signal in my next sales call? You will likely either "fail to close" or "sell past the point of buying" and leave the sale for the next person to make. So, what of these things we call buying signals? Any time you are considering buying something and you either picture yourself with that "thing" or ask specific questions about that "thing

Senior Care Marketing Must Do #24

Monday 8am: Read this newsletter Monday 8:15am: Check the man (or woman) in the mirror This is it.....this is real....this is the big question. Are you doing the work? I'm serious, are you? Are you doing the real work of selling and closing everyday to build your agency's or facility's census or are you going through the motions? What do I ask? Because Lily is doing the work. When I worked with Lily I remember telling her if she kept up her activity and professionalism, she'd wind up in the home care sales hall of fame....It looks like she's well on her way. Read below.... I received this wonderful email today from a client that had her new sales rep go through our 13 week PowerCoach one on

Client Success Stories

I received this wonderful email today from a client that had her new sales rep go through our 13 week PowerCoach one on one coaching program. "Dear Michael, Just wanted to let you know Lily brought in 6 referrals last week, half of which have been closed. On a holiday week, and what is traditionally the slowest week of the year. Needless to say, feel free to use me as a reference for your training!" Heather Lantry Right at Home Skokie, IL When I worked with Lily I remember telling her if she kept up her activity and professionalism, she'd wind up in the home care sales hall of fame.... It looks like she's well on her way. Is your private duty sales rep averaging 25 referrals per month in th

Senior Care Marketing Must Do #23

Monday 8am: Read this newsletter Monday 8:15am: Shut the Front Door! I was having a conversation last week with a sales leader. The conversation was focused on breaking into large accounts (think hospital systems with multiple sites). He asked a simple yet powerful question... "Shouldn't we be leading the first meeting with what we do best for hospitals? Wouldn't that get their attention?" The answer was just as powerful, and useful for your selling efforts. "If you're breaking into a house and the front door is wide open, don't crash through a 2nd story window...go through the front door!" In essence, what I was saying was "Whatever THEY find valuable about your agency is what you should le

Senior Care Marketing Must Do #22

Monday 8am: Read this newsletter Monday 8:30am: Embrace your best Summer ever August 2004 - The best Medicare admission month in the history of the agency August 2005 - An even better Medicare admission month. A new record. Notice anything similar about these two dates? Yes, they take place in the middle of Summer. You know Summer, that time of the year when referrals "slow down". I'm calling BS....at least for you and your agency. These results came from the agency I worked at as VP of Sales. There was no magic to achieve this, nor any special plan. It was business as usual for us. Do you know why we succeeded at higher levels than we ever had (and at higher levels than our competitors)? Be

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