If you only had one minute to convince a referral source that your home health or hospice agency was the right provider for their patients, could you deliver an impactful message? A canned sales pitch that merely states your agency’s capabilities won’t impress most physicians. You must tailor your message to address the specific needs of their patients and demonstrate why your agency is the best partner for care collaboration.
Topic: Sales Growth
Is your home medical equipment business not growing as fast as you need it to? All it takes to jumpstart and increase HME sales is a new pattern of communication skills. Get an expert’s inside look at honing those sales skills during our upcoming webinar, “Increase HME Sales NOW!”. On February 8th at 2pm ET/11am PT, Mike Sperduti, CEO of Emerge Sales, and Holly Miller, Vice President of Sales with PlayMaker, will teach you the sales skills and techniques to produce immediate, long-term results for your company.
When you think about securing more referrals for your post-acute business, what do you have planned that’s really going to help you stand out? As you craft your plans for success, it’s important to make sure they go well beyond maintaining a highly polished elevator pitch and honing in on those physicians who have the best potential for quality referrals.
This year’s MSD Healthcare Innovation + Technology conference is aptly titled “Better Together.” Recognizing the positive shift of post-acute healthcare providers embracing innovative technology solutions to improve patient outcomes, the MSD Better Together conference brings together leaders from across the industry to share their expertise and discuss emerging technology solutions.
In the early stages of a new referral relationship, it’s easy to keep your attention focused on nurturing the relationship and ensuring your new referral partner can continue to send patients to you with confidence.
“I don’t know which referral sources to target” has become an all-too-common refrain among home health and hospice agencies. A lack of visibility into both the market and your own agency’s referral activity weakens your sales efforts and slows your market expansion. Many agencies are scrambling to develop a sales strategy that yields results. What’s the secret? Using relevant, actionable data to determine the best referral sources for your agency to target.
Great relationships are the key to not only acquiring but also retaining referral source loyalty. While this is a well-known fact, many times those same great relationships never transition into referring accounts. As a sales manager, you are faced with a difficult dilemma. Do you wait it out in hopes that the relationship will someday turn into referrals, or do you give another sales rep an opportunity to work the account? How do you decide?
The competitive nature of post-acute healthcare has led to a rise in technology products hitting the market to better assist you with managing your customer relationships and growing your sales. This shift to a SaaS (Software as a Service) delivery model for CRM and sales platforms can leave your organization exposed for reputational damage and financial penalties if data is left unsecure and a security breach occurs. With the added complexity of safeguarding protected health information, it’s critical that you select a product that meets the security protocols your Information Security Officer requires in order to ensure HIPAA compliance and data security.
With the release of our recent configurable dashboards feature, it’s easier than ever before for the entire sales and marketing organization to monitor and manage activity and performance. We know that each person within the organization has a different perspective, and how you choose to configure your dashboard is dependent upon your objectives and what you wish to compare.
Increased regulation has HME providers looking for ways to do more with less, which means improving both the efficiency and productivity of their sales programs. Investing in HME-specific sales technology can provide unparalleled visibility into both the market and your own business, along with relationship management tools to strengthen relationships and empower your sales team.