1. Generating New Business

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

3. 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!

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

5. 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

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

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

8. 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?

9. 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

10. 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

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

12. 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!

13. 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

14. Here We Go
Example of Monthly Schedule