Monday 8am: Read this newsletter
Monday 8:15am: Be careful what you ask for
This week's lesson will be short and sweet.
Ask for what you really want.
When it comes to generating business, you should ask for the action you want your referral source to take, and not some diluted version of it. You might be saving yourself the rejection but you are not growing your business.
1. "If you have a patient that needs care, keep me in mind". Ok, I'll keep you in mind while I give these referrals to your competitor
2. "Let me know when you need me". Never, the answer is I'll never need you because there are 18 agencies waiting in the lobby to come and talk to me about the exact same thing you just did.
3. "So, I'll look forward to hearing from you" Great, I'll text you with a spoiler from The Bachelorette....that's what we're talking about right?
4. "I look forward to working with you" Why, are you getting a job here?
These are the things that 90% of your competitors are saying. Do you want to sound exactly like your competitors? (bonus tip, the answer is no!). You are giving your referral sources an easy escape hatch to say yes AND do exactly what they agreed to....all without ever referring to you!
Don't do that!
Be professional, be direct, create action.
"I would love for my agency to provide care for that patient you mentioned, how do we get started?"
There you go.....ask for what you want, because you just might get it.
A great "sales name" always helps too...so I created your Senior Care Sales Name Generator here. Check it out and see who you were destined to be.
We have a new Closing Skills Workshop that focuses on becoming a GREAT closer. If your sales team needs to enhance their closing skills and get more business, call me at 833-POWER31 to book a session in your office.