Phase III Selling Has Arrived
We're getting closer to what used to be considered normal as we speak. See the results of 2 polls we conducted last week. The question was "Over the past week, have you made any in person sales calls to your referral sources"?
The first set of poll results is from the current Home Care Marketing Accelerator (COVID Edition) class. This group represents home health, hospice, and private duty. An incredible 55% of respondents said they either were making in person calls, or expected to in the coming week.
The second set of results is from a group of private duty agencies in Florida taken during a webinar I put on with the Home Care Association of Florida. As you can see, a far lower number of agencies reported in person sales calls from this group. Roughly 1 out of 4 reported either making in person sales calls, or expecting to this week.
So we can assume that either the Florida group is experiencing a lower volume of in person sales visits because of their state's current situation, or that perhaps private duty overall is taking a more moderate approach to getting back into the field. In any event, it's clear that many of you have limited opportunities to get face to face with referral sources for the first time in months. As such, here are a few things to keep in mind..
1. Protect and be protected
2. Keep your message short and to the point
3. Make sure there is a specific call to action
4. Realize these visits are limited and making too many of the might wind up having a referral source shut down. Use your time wisely.
Virtually every agency has the opportunity to grow as we enter Phase III. If you don't have a plan for growth then you MUST register for our next Home Care Marketing Accelerator 10 Week training program (COVID Edition) that gives you everything you need to know to thrive in a pandemic world. The next class begins this Wednesday June 10th at 2pm EDT. Don't miss it. Register Today.