Recorded Thursday, June 15, 2023 at 12 pm EDT
with Peter Middlemass, Partner at Northeast Healthcare Consulting Group, LLC, and Irving Stackpole, President of Stackpole & Associates
Everyone operating in long-term care understands that, “It’s a jungle out there”!
The combined negative consequences of the pandemic, staffing shortages and the increased role of managed care have made the work of converting long-term care prospects into customers much, much harder.
The effects of this collision can be seen in fewer patients and customers, fewer high-paying clients, and even bankruptcies and closures. It’s like a game of musical chairs; when the music stops, where will you be?
In many marketplaces, upstream referral sources such as hospitals and doctors make referrals to several post-acute or long-term care providers. While this is supposed to be “fair”, our research into hundreds of marketplaces clearly shows that it never is. Which long term care providers convert referrals to patients? Why does one post-acute care provider seem to thrive, while the others struggle to survive?
The difference is effective sales. If marketing is shaking the tree, sales is picking up the apples. Without both, it is difficult to survive in this post-pandemic pandemonium.
This program will focus on the skills associated with successful sales:
- Effective interpersonal interactions with marketplace referring professionals
- Getting the mission-critical information you need to make the sale
- How to ask questions that secure meaningful answers and commitment
- Supporting awareness and preference in a competitive market
- Follow up that is welcome and generates more leads
- Recognizing and working with objection
The presenters will be:
- Peter Middlemass
- Irving Stackpole
Objectives:
At the conclusion of this program, consistent with the content, the participants will be able to:
- Differentiate between “marketing” and “sales”
- Describe 6 types of questions 4 prospects & customers, and when to use each
- identify best sources of referral source and marketplace information relevant to sales initiatives
- Describe 3 types of prospect follow up which produce loyalty and brand preference
This program has been submitted for one CEU through NAB /NCERS.
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