Last week, I took the opportunity to put a poll up in a number of senior care marketing Facebook groups. The poll looked like this....
The central question is....how many "regular" referral sources have you developed that can and WILL refer to you at least 1x every month? Of course, more is better, but this 1 referral per month is the minimum we'll approve for an account to stay on our Top 20 Sales list.
The results were not surprising to me, but might be to you....
64% of the respondents had 4 or less accounts that referred to them at least 1 time per month.
80% of the respondents said they had 6 or less accounts that refer to them regularly, at least once per month.
1 in 5 respondents had no accounts that referred to them regularly.
It should be noted that of the respondents who answered "16-20 accounts", most were placement services that provided no actual senior care services of their own.
For the past 13 years, we've been teaching Top 20 Selling/Momentum Selling to help reps generate a list of 20 referral sources that can and will refer at LEAST 1 time per month, and sometimes, much more. The results of this poll show that there is more work to do.
Run your numbers out over the past 6 months......look at the data. How many accounts does your agency, facility, or sales team have that have referred at least 1 time per month for the past 6 months?
If it's not 16-20, we need to talk.