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SETTING GOALS
Learn helpful techniques for setting meaningful goals with consistent criteria, breaking your action plan into smaller tasks and prioritizing those tasks to effectively manage your time. Worksheets will give you hands-on experience in identifying and prioritizing tasks to maximize the effectiveness and success of your outreach activities.
TARGETING PARTNERSHIPS
In this session, you will be given specific tools to help identify and prioritize visits to physician offices and other sources with the most promising opportunities for referrals. Instruction and exercises will help you determine a strategy to visit the right targets with the right frequency and the right messages.
PLANNING
How can you prepare for the most productive use of your time, the most effective and engaging dialogue with referral sources, and the maximum ROI? This session will help you formulate a game plan to make a strong, positive impression and to be efficient, effective, unique and confident on each visit.
BRANDING AND DIFFERENTIATION
Why should a physician refer patients to your hospice rather than your competitors? In this session, you will learn the components of your brand; practice recognizing the attributes that distinguish your hospice from the others; and work on communicating the strengths of your brand clearly, concisely and consistently.
RELATIONSHIP/CONSULTATIVE EXCHANGE
The key to building strong bonds with physicians is turning your focus onto them and their patients, not you and your hospice. This session shares insights on effective listening, identifying needs and being a professional consultant who offers helpful solutions. You will learn the keys to differentiating yourself from conventional sales people.
TIPS FOR APPROACHING OFFICE STAFF
Physicians can be difficult to access, especially when they have a strong front line of “gatekeepers” in the office. This session teaches strategies and tactics on building relationships and respect with the entire staff. Plus, you’ll learn how to capitalize on time with the physician and make access easier on subsequent visits.
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