Coach's Blog » Home Care Selling vs. Marketing

Home Care Selling vs. Marketing

What is the difference between Selling and Marketing?

Imagine you just met the potential love of your life. You would want them to know every good and decent thing about you. You would want your friends to say nice things about you. You would take that special person to nice places, play romantic music, and do things to really impress them.

All of that would be marketing. Marketing accelerates and leverages your efforts to lead you into the sales process.

At the point you have decided to ask that special person to be yours and only yours for the rest of your life…

…The Selling begins.

You ask them what they want and desire most from a partner, what would make them most happy and then you listen intently. You explain to them the benefits of having you and only you as a partner. You distinguish between yourself and any competitors. You try to convince them of how much better their life would be with you – as opposed to without you. Then, once you feel that you have overcome any objections or “reasons why not,” you ask them to be your life partner.

All that would be Selling.

Quite simply, proper marketing creates the desire and urgency in your customers to allow you to sell to them. The art of selling is the progression toward closing the sale. In home care sales, too many agencies are guilty of constantly marketing and never get around to closing the sale. A good example of this would be the sales rep who is always “visiting” referral sources, or doing “drive-bys,” but not really selling. Unless you have properly interviewed and presented what’s important to your customer, you simply have not progressed toward a home care service sale.

Another way to look at marketing versus selling is that marketing is a process that has a definite beginning and no ending point. Like the “farming” metaphor I have used in the past, it is the constant planting of the seeds in your garden. Sales is the harvest, or what you reap. Selling has closure that ends with a referral being given. Marketing does not replace sales and sales does not replace marketing. Both are important and need to be present. You must plant your seeds but you must be sure to harvest them when they are ready!

To start your new crop of referrals today, I want to send you a proven, done for you marketing tool. I would like to give you a FREE GIFT to help you get started on your own custom monthly newsletter. Send your patients, clients, and referral sources a value-added resource every month. It only takes a few minutes and you’ll be on your way to skyrocketing your referrals month after month, quick and easy!

Click the link below and once you get there, click the “Get Started” button. Once you’re on the sign-up page, fill out the short information form. Type “freegift” into the Promotion Code window and you’ll be on your way to having your own custom, professional newsletter that is specific to your agency – home health, hospice or private duty – in just a few minutes!

Click this link to get your FREE GIFT. Remember to use Promo Code: freegift.

If you would like more information on this topic and other proven and innovative strategies, join my online members-only coaching site at www.MyHomeCareSalesCoach.com. Sign up today for a free 30-minute coaching call during which you will learn popular strategies that are working for companies all across the country. You will also get some free samples of effective marketing ideas sent to your company. Click here to sign up.

Working to grow your referrals,

Adam
a.k.a. – Home Care Referral-Man

Name
Email
Comments
Verification Code	Reload Image