As you work hard to finish up your last Friday for June and 2nd quarter referrals, do what motivational guru Bob Burg suggests, and try to internalize the Golden Rule of Sales that says, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” This quote means two things to me that apply to you.
First, you have to earn your business over time, and that requires you to make a LOT of GOOD calls on qualified home health prospects and to build your relationship with them. Second, this means that the longer you are in your territory the better you will do. This assumes that you spend that time making lots of good calls on the qualified home health referral sources so that they come to know, and like, and trust you.
Our stats prove this out as ALL of our TOP TEN volume performers have at least 18 months experience with us, with the average tenure being about 2 years. So, be encouraged. Hang in there, and keep making lots of good calls– especially now, toward the end of the day on a Friday. Your referral sources need your help right now!
Good Luck with meeting your June and 2nd quarter goals.
Bill Cook Senior Vice President Business Development & Sales CareSouth Homecare Professionals One Tenth Street, Suite 500 Augusta, GA 30901 Office 706-854-7458 http://www.caresouth.com/ http://www.linkedin.com/in/billcookonline