Monday Marketing Must Do #54

January 26th - Our next Home Care Marketing Accelerator 10 week webinar program kicks off on January 26th and you don't want to miss it! Each new year gives you a new opportunity for success so why not start the year off right with effective, motivational sales training to help grow your agency? Register your entire office today for one low price!

Onsite Training In Your Office - We're booking into May 2019 for our powerful sales training sessions in your office. Don't miss out! If you have a specific date in mind to bring your sales team together and get them ready to reach new heights in sales success, lock it in now! Call our office at 833-POWER31 for more details or visit the sales training page for more info.

Monday 8am: Read this newsletter

Monday 8:15am: Go back to the future

Remember those accounts you took off of your list over the past 6 months? The ones that you couldn't get in to, wouldn't give you answers to your qualifying questions, the ones that were happy with their current home care providers?

Yes...those.

Have you circled back over the past few months to see if anything has changed? If not, it's time.

As we note on a regular basis, the healthcare industry changes rapidly. Daily, in some cases. What was 3 months ago often no longer is. For accounts that show good potential but you cannot penetrate for whatever reason, you should be making a visit every 90 days to see what has changed. A preferred agency may have fallen out of favor. A contract may have expired. The person who wouldn't give you the time of day may have moved onto another job. You get the idea. Things change....and we need to know what the changes are.

Now, resist the temptation to call on these places every month. You have other accounts to take care of and we don't want to waste time in unproductive accounts. Every 90 days is sufficient. You can also lean on your peers from other agency types to help you. Let's say you are home healthcare. You know reps from hospice, private duty, and ALF. Network with them, since they might be calling on these accounts, and ask them to notify you when they see or hear of a change. You can do the same for them in accounts you are calling on that they need help in. Expand your network and your reach and save some time.

Nothing lasts forever.....good or bad. If an account was attractive enough for you to put it on your list at any time this year, it might still be good enough for you to follow up with. Every 90 days....right up until you break that new account open and start generating referrals.

Because that's what sales winners do.

Be a winner.....

Good Selling!

Michael Giudicissi