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Monday Marketing Must Do #45

October 1, 2018

THIS WEEK! Starts Wednesday October 3rd

10 Weeks of LIVE webinar sales training. Week by week instructions, guidance, and coaching to grow your referrals and census. Use the same selling strategy as some of the largest home health, private duty, and franchise companies use to grow their business. The Home Care Marketing Accelerator program kicks off on October 3rd. You can still register your entire sales team for this powerful training and they can use what they learn RIGHT AWAY, as soon as each webinar is complete.

Get all the details and register now!!

 

November 1st, 2018 - 9am-4pm Momentum 20 Selling Comes to Dallas!


If your learning style is better face to face, come out and spend the day with Michael Giudicissi learning the complete Momentum 20 Sales Strategy. You'll get the entire course, role playing, Q&A, and all of your toughest sales challenges diagnosed and answered! Registration is $399 per person with discounts for agencies registering 3 or more people. 

Learn More and Register Today!

 

Now onto the Monday Marketing Must Do!

 

Monday 8am: Read this newsletter

Monday 8:30am: Stop making it OK to NOT refer to you!

 

I had a conversation last week with a sales rep who said (I'm paraphrasing):

 

Rep: "Ok, so what do I do about those accounts that keep asking me for stuff (coffee, donuts, lunches, trinkets) and say they'll refer but never do?"

 

Answer: STOP!!!

 

Rep: "Ok, that's kind of what I was thinking"

 

First of all, you don't need ANY of that stuff to build a quality relationship and generate referrals, but that's beside the point. The real key is that you have a referral source that is asking you for "stuff". You give them "stuff". They say they'll refer because you gave them "stuff", but they never do. So, you give them more "stuff" (because they ask for it) and hope that this "stuff" will get them to refer, but it doesn't.

 

Do you see the trap you are falling into?