Monday 8am: Read this newsletter
Monday 8:30am: Let's Make A Deal
I was talking to a sales manager last week about one of his reps. He recounted how this rep had not been making progress with some accounts that were considered important by the agency, Now, important means "they used to refer to us, but they don't anymore.....but we can't lose them".
The reps current plan is to visit each and every week with coffee (maybe donuts too, but who knows) and talk to the key referral person. The referral person has stated their preference to using another agency and has not referred to this agency in months.....yet, the referral person still sits down every week and drinks a free coffee with this rep.
Because it's a good deal. A really good deal.
In exchange for making NO referrals and sitting down with a homecare rep the referral person gets a free coffee each and every week. EVERY week. For doing NOTHING.....ZIP....Nada....
That's a good deal if you can get it.
As I talked to this sales manager I pointed out that this is even a BETTER deal for the referral person than if they did make referrals to his agency. Why? Because this deal is known....it's a guarantee. In essence, I don't make referrals and I get coffee.
What if I start making referrals.....is there still coffee every week? Maybe not...maybe the relationship changes and my coffee goes away. I don't know this because the rep calling on my has offered such a good deal I'm not even willing to see what the "new deal" would be like.
How many "good deals" have you created in your territory?
Here's another one....
I remember making sales calls with a rep a few years back. She stopped at a bakery and loaded up on a few pies before we started making calls. When we pulled up outside of an ALF she very seriously counseled me "When we go in there, they are going to be in a meeting. We're not allowed to say anything. T