Fishing For Results
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The document discusses strategies for obtaining referrals from professionals to help sustain occupancy at an assisted living facility. It recommends using both scientific and creative approaches, including maintaining regular contact with referral sources, analyzing referral demographics and histories, and employing relationship-building tactics like networking events and power breakfasts to generate referrals in a cost-effective manner. The goal is to obtain a steady stream of qualified leads over time through a systematic and imaginative referral process.
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Fishing For Results
- 1. Fishing for Results How to Sustain Occupancy with Professional Referrals
- 2. The Science Says Systematic activity performed routinely creates predictable results regardless of effort or experience Tera L. Gordon 2005
- 3. The Science of Fishing for Results 70 Unit Assisted Living Needing 6 Move-ins in 30 days 300 Cold leads 192 Other Referrals 64 Advertising Referrals 12 Professional Referrals # of Leads Needed Lead Type
- 4. Supply & Frequency C=36 B=24 A=12 Supply 6 months-1 year 90-120 Days 1-90 Days Referral Frequency Every 90 days Every 60 days Every 15 days Sales Call Frequency
- 5. The Best Ponds to Fish In Resident, Family, and Professional Zip Code Analysis. Resident, Family and Associate Professional Referrals. Professional Referral History Reports. Demographic Analysis
- 6. The Art Does Crafted activities performed with experience and combined with creativity & imagination deliver valued encounters and far superior results Tera L Gordon 2005
- 7. The Art of Fishing for Referrals Less Expensive More Qualified Leads Built on Trust Higher Move-in Conversion People Investment Reaches the Target!
- 8. The Art of Fishing Cold Calling Dropping a line New Account Development Well Established Accounts 遜 of all Sales Calls each Week Risky Appointments Casting a line New Account Development Specific Accounts-Healthcare 遜 of all Sales Calls each Week Courteous
- 9. The Tackle Box Power Breakfasts Networking Dinners Co-Selling with Another Professional Co-Selling with Your Team Tri-Selling Technique The Sales Blitz Any Excuse Professional Events
- 10. The Art of the Sales Call Use a Pre-Call Planning Tool Purpose Goal/Objective Know the History Have Questions Prepared Call Ahead Build Trust-Be a Friend Present Last Leave with a Next Step
- 11. Creatively Sustaining Referrals Creative Follow Up Personal Thank You Feedback on Process Follow Up on the Referral Find Reciprocal Business Creative Contacts
- 12. Creative Follow Up Ideas What Have You Tried?
- 13. The Science & Art Deliver! Creativity and imagination combined with precision and routine deliver a world of opportunity and far superior sales results. Mary Dewling 2005
Editor's Notes
- #2: Tera-start out real networky, feel good, personal, model combining the science and art of the Sales Call. Discuss the plan for the presentation, ask for the group Hopes. Ask a few other questions-how many DCRs/EDs/Others. Mary-go into hard core science verses/art-very dramatic. Then ask So, how did that go? get group engaged and participating. Transition to Science.
- #3: Review slide-mention the science as the numbers to achieve basic results regardless of salespersons skill level. The science is easy, it is what it is. It helps create focus and to assist with time management.
- #4: Explain slide-given that the conversion ratio is 50%-others convert at a much lower rate.
- #5: How many Professional referral Sources are in your data bases? Basic statistics from ALFA/industry sources-Code your referral sources ABC or HWCAs a 70 unit AL, need 12, 24, 35 (75). Shocking to most of us huh? Sales Call frequency based on status of referral source is also very industry standard. Science helps manage time to achieve a basic result.
- #6: There is plenty of science to find the best ponds to fish in for referrals.many sources and definitely not short on information. Analysis paralysis. Again. Repeat that the science says-it is what it is, plenty of data and statistics to prove it worksso as sales peopleHow do you feel about the fact that the science can create results regardless of experience or creativity? Whats good about this? What's not so good about this? Lets look at the Art of sales.
- #7: The science helps us know what we need to do and manage time to get it done. The art of selling is personal, its memorable, it has heart and soul.
- #8: The Art of fishing for referrals creates (review bullets).
- #9: Understanding that selling is a unique art form, its important to look at crafting each sales call based on the purpose and goal. Take for example cold calling and scheduled appointments.
- #10: So, whats in your tackle box that is creative, different, personal and memorable? Here are some basics-what else is in your tackle box?
- #11: The art of planning for the sales call-basics that are critical!
- #12: Creative follow up that enhances the chances of even better referral results! Next slide.what creative follow up has worked for you?