Generating New Business

Don’t Miss the Next Opportunity What’s the best kept secret in this room?

But, what do I say to case managers? “Let me tell you about… Our Readmission Rate AIM for Wellness Program Pathways – Leading the Way to Recovery Wound Care We are here for you 24/7 What sets you apart from the competition!

But I’m still nervous Focus on a positive outcome Visualize the encounter being productive and smooth – practice makes you more comfortable

What do they want? They want you to say YES They want you to make it a smooth process for them and the patient And, they want you to tell them NOW And as a bonus – they want the best care for their patient --- they care – almost as much as you do

Now what? Ask Questions Listen Probe Get Feedback Summarize Feedback Provide the solution ASK FOR THE REFERRAL!

Building relationships 90% of sales is building a solid relationship Communication Trust Mutual respect

Closing the deal Not high pressure But you have to ask Are there any patients that I can help you with today? Do you have any patients that could benefit from our Pathways Program? How can I help you today?

FaceTime – it’s not just for your kids cell phone Local hospitals need to see you – every week Visit hospitalized residents Screen patients Share services or outcomes Each week visit a different department Wound care center Ortho floor Infectious disease ICU, Critical Care, etc

Bang for your Buck You are already there – make your rounds At the hospital – ED, Geri-psych, Ortho floor, etc At the clinic Other Doctor offices Senior Center Orthopedic Specialty Clinics Cardiac Clinic – Heart Hospital Community – churches, AARP, social service agencies

Now that you’ve made a friend Ask your new buddy at the hospital to show you around

Your GPS to Success Make a monthly marketing plan and work it! Identify where your referrals are coming from past and present Identify potential referral sources for future referrals Great news –anyone we encounter is a potential customer!

Where To Go… When To Get There Local Hospitals – 1x weekly Referring Hospital an hour away – 1x monthly or when you screen a patient Doctors – 2x monthly Specialty Clinics – Wound Care, Ortho Clinics Infectious Disease Community – Senior Center, Churches, Social Service Agencies, Hospice, Home Health Agencies - 1x monthly

Here We Go Example of Monthly Schedule