Home Care Marketing
I know we like to have fun with these dramatizations, but this one in particular addresses a pretty serious matter. Tony and I wanted to show home care agencies what NOT to do when they hire a new marketing representative.
This exact scenario actually happened to me on my very first day as a home care marketer. I was stunned. At the time (2005), I knew NOTHING about the healthcare industry. I experienced what’s called “baptism under fire” – where a company simply hires a marketing rep and sends them out in the field to sell. Miraculously, I somehow learned on the fly and taught myself little by little along the way. But this is NOT how you want to train your marketing reps. This is why I’m so passionate about helping and training others. I don’t want this to happen to anyone else. I know for CERTAIN that marketing professionals appreciate real training. Clear, descriptive guidance on what they need to accomplish is VITAL for the entire company’s success.
Here are a few quick tips:
- Train your marketing representatives from Day 1 – Don’t be the company that gives its reps a “month or so to get started and THEN train them.” This makes absolutely NO SENSE! Train them immediately so they don’t burn bridges and they minimize mistakes.
- Train yourself – It’s YOUR business, so you NEED to know exactly what it takes to market so you can better manage your reps in the field.
- Establish accountability measures – What activities should be accomplished every day, week, month or year? What do you consider little wins? If you don’t have this information, INVEST in a company that can help you with this (like Hurricane Marketing Enterprises ☺ ).
- Support your marketing rep – You need to roll up your sleeves, and dive into the trenches with them periodically. Don’t leave it all up to them. Join your rep in the field every week to start, then try twice a month after a probationary period. This will develop your relationship with the rep and strengthen the bond at the referral sources.
Bottom line — DON’T SET YOUR MARKETING REPS UP FOR FAILURE!
Instead – set them up for success by joining them at the Decision Health Private Duty Conference in November. The HME team is dedicating an ENTIRE day to sales managers, business owners and marketing representatives. My team will show you exactly how to grow your census, revenues and profits.
So SIGN UP today! Set your entire COMPANY up for success — and get ready to blow away the competition!
President and Owner of Hurricane Marketing Enterprises
Steve Weiss has been in Marketing and Sales his entire life. At age 14, he owned “Neighborhood Kids Landscaping Services” where he cared for lawns around his school schedule. While in College, he sold Cutco Knives, and his honors received then were “Top Sales Rep” in 2000, he helped the Middlesex office have its first Million Dollar year in 2001, and ran the number 1 branch in productivity in the company (out of 400 locations) in 2002.
In 2005 Steve joined Care Choice (A Private Pay Home Care Company) and grew it from 16 active clients to maintaining a census of over 100, growing annual revenues from $750,000 to nearly $5 Million in just 4 short years. Eventually, he became Vice President and partner before selling the company to Senior Bridge. During his time there, Steve was recognized 14 for 14 months straight as a Top Sales Person in Inquiries, Starts, and New Revenue.
In June of 2012, Steve founded and became the President of Hurricane Marketing Enterprises where he currently is a Motivational Speaker, Business Seminar Leader, and Consultant/Coach to clients across the country.
Steve is happily married to his beloved wife Susan, and is the proud father of Steven, Sydney and Sienna who are the light of his life. Lastly, Steve went to school to be a Minister and aspires to accomplish that mission as a second career by age 45.
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