My home health care sales associate and I were ushered back to the nurse’s station soon after we introduced ourselves to the receptionist. We were excited to get back to see the doctor as my rep had been trying for months to get in to see the busy general practitioner. We stood and waited, trying to stay out of the way of all the nurses, assistants, techs, and patients.
After about 15 minutes, the doctor came up to us and said, “You’ve got 30 seconds.” I looked at my rep and he promptly said,
“Good Morning Doctor Lyons. We are with ABC Home Health and have a new office here in Greenville. We provide your elderly patients with great skilled nursing and physical therapy in the comfort of their homes, and we would love to help you care for them when needed. For example, we frequently help newly diagnosed CHF patients with medication and weight management. Here’s my card; please call the number on it when you have an appropriate referral. Thanks so much for taking a moment to see us, and we hope to hear from you soon. Do you have any questions?”
He paused, and when the doctor said, “no”, he turned to leave. I followed, but was a bit mixed on what had just happened. On the one hand, the rep had done exactly what he was supposed to do by hitting the appropriate highlights and respecting the doctor’s wishes. On the other, I felt like maybe we had missed an opportunity to do a little more.
When we returned to the branch late in the afternoon we were thrilled to find out that the doctor had just referred two patients to us! Wow, what a great feeling. I can still feel that excitement, even though it’s been fifteen years since we made that call!
And, that’s two great lessons for everyone to remember: always have an “elevator speech” handy—you never know when you might need it. Secondly, always respect the wishes of your account and don’t take more time than they have to give you. If they are too busy to talk, ask to meet at a better time because you have something important to discuss with them. Thanks, Bill