Guest post by Shelle Womble, home care sales coach at corecubed.
Making new home care business connections is simple enough, but keeping in touch and nurturing a new relationship is often a much more difficult task, particularly in the world of business. For home care businesses, new referral relationships require attention and nurturing in order to grow, just like personal relationships. For those who are active in home care sales, much of your energy is probably spent on getting past the gatekeeper, but not as much focus is typically devoted to what comes next.
There’s often a lull between establishing a relationship with a potential referral source and actually receiving business from that referral source, aka the “Now what?” stage. During this “awkward pause,” it’s important to find ways to break the ice, stay connected, and continue wooing your referrals. However, as with all relationships, there are right ways and wrong ways to nurture new referral sources. Let’s take a look at some home care referral relationship dos and don’ts:
The Right Way:
The Wrong Way:
Regular engagement with new referral targets is an essential part of growing and nurturing your relationship, and eventually getting that all-important first referral. However, it’s important to remember that all good relationships are built on balance and open communication. Remember, building and growing new sales relationships take patience, persistence, and a clear strategy.
Shelle Womble | Home Care Sales Coach at corecubed
Shelle Womble is a home care sales coach for corecubed, a home care sales, and marketing consulting firm serving the in-home care industry. With over 25 years of multi-state experience in home care, Shelle has held a variety of sales management positions, from District Regional Manager of a single unit agency to Director of Operations/General Manager for 50 branch locations in 11 states for a large home care franchise, and as National Sales Director. As corecubed‘s home care sales expert, Shelle provides online and in-person professional sales training, strategy, and consulting services to home care agencies across the country. To learn more about corecubed‘s aging care marketing and sales services, call 800-370-6580 or visit us at www.corecubed.com.