My ears blistered.
But Mike was telling me the truth.
“Kevin, have you gotten this person to buy from you?”
“No, but he’s interested,” I stammered.
I had been trying to make a sale by phone after a personal visit. But my mistake was a common fault. I didn’t move the prospect to the next level.
If I couldn’t get past first base, I was not going to win any new business.
I felt like Tom Cruise, the young and inexperienced JAG lawyer in the movie A Few Good Men getting grilled by the general, played by Jack Nicholson.
“You can’t handle the truth!” the angry general yelled in the immortal words of the movie.
Mike was telling me like it was. Sure, I kept calling the leads I had, but I hadn’t really pressed upon them the urgent need to make a decision, or the reasons why they needed to make a decision – to move them to either fish or cut bait.
A tough healthcare coach
Mike Echevarria has been working in the field of home care marketing for decades. His family owned a home care company, so he learned it growing up around the dinner table. Today he’s the founder and president of the Home Health Success Academy, which offers sales training and many other services for home care and home healthcare companies.
He explained to me that most home care and healthcare marketers really don’t get adequate training in sales.
Or any training at all.
They don’t have the arrows in their quivers to win the day and get the referral partners they need so desperately.
Now, I’d like to ask you, can your marketer make his or her quota?
Is something lacking?
How does your marketer impress the hospital staff, discharge planners, nurses and others – who are the lifeblood of home care company referrals?
Do your home care marketers have the know-how or skills they need to win the day?
When a marketer walks into an assisted living facility, nursing home or hospital, they must confidently present your service to one person, or a number of persons in a meeting.
Where the rubber meets the road
Many times they just can’t cut it.
Does your marketer know how to follow up with leads, make appointments, present themselves, and ask for the sale?
Do they know how to build a relationship, how to ask questions that will properly set the stage for solving the prospect’s pain points? Do they know their pain points?
If not, I suggest that you look into one of Mike’s training programs.
Online home healthcare sales training
Mike has three online video training packages, as offered on his 10X Patient Referrals website. In any one of these packages, your marketer will learn how to increase patient referrals and profits. How to present themselves. The tricks of the trade.
The plans start at $189/mo., and are specifically designed for the home care or the home healthcare selling professional.
You will be hard pressed to find another training system out there that’s so thorough – that addresses the unique needs of the home care and home health care industry.
I’m making a full disclosure here – I get a commission on the sale of such a program. But I would only recommend it if I was fully confident that Mike’s program would propel your sales program – if your marketers learn the methods and follow the instructions.
Here is where they need to take on the mindset and the habits of a successful professional like Mike who will bring in new business for you.
Check out Mike’s online programs. Click on 10X Patient Referrals website and bring your home care business to a new level!
