In The Trenches
It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.
-Patricia Fripp
...read moreLet’s tackle another palliative appropriate diagnosis this month from a sales knowledge perspective. This is the sixth in a series of columns expressly written for hospice sales team members.
...read more“Success isn’t a result of spontaneous combustion. You must set yourself on fire.”
– Arnold H. Glasow
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“Every person has the power to make others happy. Some do it simply by entering a room --others by leaving the room.”
William Arthur Ward
This month let’s continue our discussion of clinical end-stage indicators that will elevate our sales and marketing efforts.
" "The way to success is to work smarter, not harder." No successful man became a success by this idea. Successful people do BOTH — they work smarter AND harder!" - Grant MacDonald
We are on a mission to reinvent our private duty service models. Over the last couple of months we spoke about packaging prices and pricing our services by the packaged benefits instead of hourly pricing....read more
”The essence of knowledge is, having it, to apply it; by not having it, to confess your ignorance.“ – Confucius
...read more“As far as service goes, it can take the form of a million things. To do service, you don't have to be a doctor working in the slums for free, or become a social worker. Your position in life and what you do doesn't matter as much as how you do what you do.” – Elisabeth Kubler-Ross
...read moreOkay private duty sales heroes — let’s spend a few minutes talking shop. Last month, I promised to get your excitement back by describing some effective delivery models that will keep you away from the back alleys behind the hospital waiting for a discharged patient to stumble out.
...read more"All that is valuable in human society depends upon the opportunity for development accorded the individual." — Albert Einstein
...read more"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." — Maya Angelou
...read moreHappy Autumn Everyone! The crisp fall air is sure to awaken some unfamiliar brain cells… so sit back, relax and be prepared for some really creative ideas coming your way.
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"It's not you, it's me.... You're giving me the 'It's not you, it's me' routine? I invented 'It's not you, it's me.' Nobody tells me it's them, not me. If it's anybody, it's me."
...read more"It's heavy, but also it's sort of the philosophy of Hospice that it's not about death. It's about life. When you're able to confront the realities of death, you're able to live life as long as you can."
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"The aim is to truly reach the gatekeepers, those who are astride the doorways of influence and power."
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“Life is pretty simple: You do some stuff. Most fails. Some works. You do more of what works. If it works big, others quickly copy it. Then you do something else. The trick is the doing something else.”
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“Do not hire a man who does your work for money, but him who does it for the love of it.”...read more
“To do these things really well, always remember the three reasons people talk. They want to feel good, they want to help others, and they want to belong to a group.”
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Five Ways to Break Out of the Bad Home Care Sales-Call Blues
“Mistakes are painful when they happen, but years later a collection of mistakes is what is called experience.”
Denis Waitley
“They may forget what you said, but they will never forget how you made them feel.”
Carl W. Buechner
“Each problem has hidden in it an opportunity so powerful that it literally dwarfs the problem. The greatest success stories were created by people who recognized a problem and turned it into an opportunity.”
Joseph Sugarman
This month let's talk about an issue that skilled home health representatives should know about to increase their agency's profitability. Most of us in home care fully realize that our profits are won or lost with our billing coders.
...read moreAs an industry, we have made great strides in representing hospice home care services. The latest figures released by NHPCO state a rise in percentages of the nation's general population using hospice services during their palliative care episodes.
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Last month we talked about the benefit of cold calls in private duty service sales. I want to take that constant contact and refine it in a way that will pay you the most benefit.
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This month we will continue our quest in the marketing of specific OBQI (Outcome Based Quality Initiatives) plan of action steps on the CMS reporting criteria of “Preventing Unplanned Hospital Care”.
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Most hospice agencies readily admit American physicians refer patients to hospice too late. Physicians tend to overestimate how long a person who is terminally ill will live, according to a Department of Medicine University of Chicago Medical Center research study.
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Last month we began a journey to discuss the CMS reporting criteria of “Preventing Unplanned Hospital Care” and how this outcome is a perfect vehicle to create your OBQI improvement process as well as a specialized marketing piece that promotes your agency's outcomes to referral sources.
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There are two kinds of people, those who do the work and those who take the credit. Try to be in the first group; there is less competition there.
–Indira Gandhi
“It is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages.”
–Henry Ford
We love it when we get an opportunity to bring the home health clinical and marketing teams together. Honestly, sometimes we don’t see enough synergy between the two departments....read more
It seems lately that Hospice marketing is changing at light speed. Everyone is rushing up to the starting gates and then coming to an abrupt halt…it’s not a real easy service to market.
Comparing private duty service sales and marketing efforts within your agency is like comparing apples to oranges. They are completely different efforts with completely different expectations of results.
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