--> Increase referrals and gain market share

--> Create a Certified Clinical Liaison (TM)

--> Continuing education to support your Marketing & Sales Staff

--> Develop a Marketing & Sales plan – Roadmap to success

--> Keynotes and Breakout sessions for your next meeting

--> I like your ideas Melanie - But what is this going to cost me?

1. Increase referrals and gain market share

Establishing a system for your selling process will give the marketing & sales people a reproducible method of achieving more referrals.

Identifying and mapping current sales process
Together we will map your current sales process and identify tactics that have produced results. This process will focus on new customer acquisition and customer satisfaction.

Round Table of best practices in the sales process
I will share tactics and protocols that have proven successful in other agencies from across the country. The team will share ideas from local competitors that they feel have value. We will prioritize the combined list to create our own best practices for Home Care.

Document the sales process from prospecting to getting the referral.
We will map the new process for prospecting for new customers, getting the referral and how to effectively follow up. Proven tactics and tools will be shared: Pre call planning worksheets will be made available for duplication so the sales person will have a reminder when prospecting. We will build an opening statement that generates interest and gets the appointment. Examples of “how to get through the door” will be given. The 10 best questions to ask referral sources quick reference guide will be included. Follow up and Customer service ideas and tool kit will provide a resource to the sales representative.

Create a Home Care Sales Manual
This manual will be one place for all things Marketing and Sales for current employees and future hires. It will include all policy and procedures for items such as expense reports, call reports, a sales roster, Home Care Sales Process, Marketing Materials along with the Marketing Roadmap and documentation of the Home Care Sales System.

Train and Develop Proficiency in Home Care Sales Process
I will personally educate your staff on the process. We will work together to develop proficiency to qualify, gain and retain customers. This will be accomplished through interactive classroom sessions and role playing. They will then practice their newly learned skills out in the “real world” with team selling inside their accounts.

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2. Create a Certified Clinical Liaison (TM)

Training Clinicians to be Better Sales People – Sales Techniques for the clinician

We know that clinical sales don’t conform to typical sales techniques.
We will help your sales staff increase their sales skills while preserving their clinical integrity

Trading in your stethoscope for a suit and cell phone? All the skills used to assess your patients will enable you to become a better sales representative. Learn 21 tactics to help clinicians transition to successful salesperson.

Become a Certified Clinical Liaison (TM) - call 1.888.730.8149 to learn more!

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3. Continuing education to support your Marketing & Sales Staff

On Demand Resources

Teleconference Calls: $125/hour
Highly flexible module for Individuals and teams. During these sessions I will assist in problem solving and strategic planning based on prepared topics. If necessary, the topic focus can be on immediate account issues.

1:1 Mentoring:
Conference calls are scheduled at the salesperson’s convenience. During these calls we will cover a variety of topics relevant to the sales representative, with specific emphasis on improving their selling skills and daily habits. I help them keep focused on their goals and discuss any current situations with their accounts. Together we problem solve on how to get their customers to commit to the next referral.

Team Topic Teleseminars:
This is a mini workshop over the phone. You pick the topic from a prepared list or you identify topics that you are currently facing in your business. In a 1-3 hour session we discuss the concern, the possible solutions and then create the roadmap to achieve the solution.

Sales meeting Facilitation:
If you don’t have a dedicated “Sales Manager” or just want better results from your meetings, I will help you stay on track at your next meeting and put more emphasis on the “selling process”. Typical meetings are structured around account updates, planning, marketing issues, cross selling and sales tools.

The following are examples of Topics for Teleconferences for learning how to win in your Market:

• Anatomy of a sales call – understanding the Home Care sales process
• The best opening statements
• Time management for Home care Sales Professionals
• Territory management – how to do make more calls in less time
• Account management and skills assessment – Roadmap to Success
• The 8 Best Questions to ask your referral sources
• Networking to get more referrals
• Marketing to the hospital and the Case Manager – proven selling tactics
• Calling on Physicians – Getting more from the Drs office
• Getting past the front desk
• Customer Service that make your customers notice you
• “Cold Calls”, how to make them warm
• How to motivate your sales team – real world ideas to help your sales team overachieve

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4. Develop a Marketing & Sales plan – Roadmap to success

Marketing Development

Review of current marketing materials
I will gather all the marketing materials the staff has used in the past and gain their input on what is working and what additional material they need to market to their prospects and customers more effectively.

Review of current marketing practices
Together we will compile a list of past marketing practices identifying where the staff gained the greatest return on the investment and where they would like to focus in the future. In addition we will discuss competitive marketing materials and practices.

Discussion of best practices
As a team we will discuss marketing successes experienced by other agencies and how they may translate into your service area. Best Practices include specialty programs, promotions, technology, repackaging of services and service advantages.

Recommendation of Marketing Activities
Based on the discussion of best practices we will prioritize a list of marketing activities and materials we would like to implement

Development of a Marketing Roadmap for Progressive Home Care
Together we will create a time line to develop the marketing materials and activities. We will complete the materials and protocols for the marketing programs based on these milestones.

Implementation of the Marketing Roadmap
Each representative will have a clear understanding of the marketing programs due to their involvement in the planning process. New hires may be educated by senior representatives in addition to the roadmap. A Marketing calendar will be developed to create standardization in the marketing process in order to prepare for the referrals from an operational perspective. Example; If you are promoting your new CHF program, the office would be prepared by having the appropriate materials highlighting the benefits of the program, while nursing would brush up on cardiac protocols. Each month the team can focus on a unique aspect of the company to differentiate them from the competition.

Follow up and Evaluation of the Roadmap
Upon completion of monthly focus, the promotion will be evaluated by reviewing the number of referrals and the increase in the targeted population. If the promotion was not as effective as hoped the method will be reworked or removed from the campaign. Once the promotion is judged effective that technique will be put back in the process to be re -calendared.

Territory and Sales Plan Development

The sales plan will be divided into 3 categories

1. Geography
2. Ranking of referral sources
3. Target accounts

We will apply the 80/20 rule of sales to understand where we have had the most success and look forward to the future.

I have developed a number of templates that will help the sales representative organize their accounts into a manageable weekly plan.

By creating structure in the day to day activities of the sales representative you will watch their numbers explode!

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5. Keynotes and Breakout sessions for your next meeting

I am available to speak at your next meeting on a variety of topics in the Marketing & Sales area.

Examples of past speaking engagements include:

“Turning your clinicians into super stars”
“Top Shelf Selling”
“Getting the most out of your trade shows and health fairs”
“The 10 best questions to ask your referral sources”

To explore how Melanie can be a speaker at your next meeting call 1.888.730.8149

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6. I like your ideas Melanie - But what is this going to cost me?

As a business owner myself, I am very cognizant of cost. I will pay for myself with just 2 or 3 additional admissions.
I have designed my programs to be cost effective for all budget ranges. From a low cost option of teleseminars and teleconferences ($125/hour) to a high value intense on site training ($1,500.00/day ).
I will work within your budget. Together we will create a work proposal that will address your concerns and provide you the tools you need to create a successful sales team! I guarantee it!
No surprises. Set Prices and 100% satisfaction guarantee!
You have everything to gain – give me a call!
1.888.730.8149

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