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Have You Earned It?

January 3, 2018

On a coaching call yesterday, I found myself asking my client a compelling question...

 

"Have you earned the right in each of your key referral sources to ask for referrals?"

 

Think about that for a moment. The question wasn't "can you get referrals?" or "will they give you referrals?"...it was much more basic, yet important. Have we done everything we need to in order to earn the right to ask for referrals, and possibly get them? 

 

What must you do to earn the right?

 

1. Properly qualify each account so you understand their needs and wants

2. Understand how your agency/facility can meet or exceed those needs or wants

3. Explain to them your ability to meet or exceed those needs or wants

 

That's it.....3 simple steps that have you earning the right to ask for and get referrals. 

 

But....what if you subtract any 1 of those points from the list? What if you don't qualify them properly? You would only be guessing at their needs and wants. What if you don't really understand how what you can provide can meet or exceed those needs or wants? If you don't understand it, how can you expect them to? What if you can't professionally and properly explain how you can be of service? The next rep in the door probably will, and they will get the business. 

 

So simple, yet so complex. 

 

The days of being a professional visitor in the post acute world are over.....the new winners are well trained sales professionals who treat this as a career, not a social hour. Be one of the winners. Earn the right...

 

Earn it....

 

I can help.....register for our 10 week Home Care Marketing Accelerator program that begins today. You can still join us for up to 2 weeks from the start....but why wait? It's time to earn it.

 

Good Selling!

 

Michael Giudicissi

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