Monday Marketing Must Do #6
Tuesday 8am: Read this newsletter
Tuesday 8:30am: Question...Everything..
Welcome back gang! I hope you all had a wonderful holiday break and got some time to recharge your batteries. This is a HUGE week in the future of your sales career so let's get right to it.
This week your referral sources will be in a state of PHB (post holiday bliss). After a stressful event like the huge Christmas holiday, many people will be back to work, but glad the holiday and all of the accompanying tasks to be done are over. Their mind will be relaxed for the first time in weeks. Their workload might even be a bit lighter during this week. All of these things create a perfect PHB storm that you can make good use of.
This week is THE week to requalify every major account on their list. In a state of PHB people are more likely to talk to you, more likely to spend time with you, and more likely to be honest with you. NOW is the time to get the key information you're going to need during the first two weeks of January 2018. So, get to it!
At minimum you want to know how many referrals are made, to whom, and why. There are many more questions you can ask (and should) but you definitely need to know these 3 things from every key referral source on your list. Don't rely on information you got 5 or 6 months ago. Things change rapidly in the post acute world. You should be requalifying these accounts at least 2-3 times per year anyway....it just so happens that this week is the perfect time to get in the information you need to succeed in 2018. Don't delay.....get your list, and get to work
Document everything you learn in these calls in your CRM so we can begin using it next week.....if you need to call on a referral source a few times to catch them in your office...do it. You want this done now, so you're not playing catch up in January.
You also need to sign up this week for our 10 week Sales Accelerator Program. It begins on January 3rd and you don't want to miss week #1. All of the details and registration are here. If you are a member of the Virginia, Massachusetts, or Florida homecare associations, check with your association office for a special discount and sign up today.
If you have inservices planned anytime in January thru March you need to read this important article on how to handle them properly so you can walk out with referrals in hand. That's right....walk out with referrals in hand that very day! Our clients do it all the time...don't you?
It's time to reserve your seat for advanced sales training in Dallas, TX on February 1st. No one in the industry can offer this level of training and documented success with a money back guarantee. Get the details and get your seat for the sales training seminar that gives you the tools to explode your referrals and your business!
Welcome back.....and Good Selling!
Michael Giudicissi
