• Michael Giudicissi

Circle Back

How long do you pay attention to TV commercials? Not very long...right?

You may have seen a rash of back to back local TV commercials lately.....which is an advertiser's attempt to "cement" their message into your mind. You see a commercial for a local furniture store for 30 seconds, then as soon as it ends the exact same commercial comes on again. That is the advertisers "insurance" that you at least heard their message and their call to action. In our modern world of force fed media on every device we own, advertisers have to get creative to be heard above the din.

So do you....

In today's world of force fed home care marketing.....your message is being lost...but it doesn't have to. You can simply employ the Circle Back into your sales calls.

It's simple....and effective.

Let's say you're presenting your new fall prevention program (for instance). You greet the referral source, ask them if there is anyone you can help today and (assuming they say no), you give them a brief overview of your new program. Then, you answer any questions they may have, ask them if they have patients that might benefit from this program (yes, you must ask for the referral) and if they say no....you thank them for their time. BUT, just before you leave, you can pull out that marketing cut sheet that shows the benefits of the program.....and quickly reiterate the key points you just told them. Then, let them know you're ready and willing to help with the very next patient they see needing this program and again, thank them for their time and move on.

That last circle back or "Columbo" move (for my more mature readers) gives you another chance to reinforce whatever it was you were presenting....and increases the chance they will remember it when they have a patient in need.

You can practice this at home with your spouse, your kids, or your friends during any conversation....before you end the conversation and move on, circle back to a couple of key points and gain agreement on them one last time. Don't be surprised if you're suddenly seen as a better and more effective communicator.

Every one of your competitors is running an endless commercial when they are in front of your referral sources too....make sure yours get seen twice for maximum exposure.

I'll teach you this and a LOT more to generate more referrals in our next Home Care Marketing Accelerator 10 Week training program that begins NEXT WEEK on October 4th. If you haven't....register today!

Good Selling!

Michael Giudicissi

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