AGENDA | Pre-Conference: Blueprint for Sales Success | February 15

Wednesday | Feb. 15, 2012

Walk away with a complete 5-Step Blueprint for Sales Success

Increase your agency’s revenue threefold by securing repeat referrals from key accounts.

In this must-attend, hands-on pre-conference workshop, sales and marketing experts Mike Ferris and Kara Osborne engage you in a step-by-step process for building your agency’s Blueprint for Sales Success. The creation of this revenue-generating blueprint starts before you arrive and concludes when you have the strategies, tools, techniques and confidence to leverage a handful of key accounts into a booming business.

Speakers: Mike Ferris, director of marketing, sales and customer service consulting division, Simione Consultants and Kara Osborne, senior project manager, Simione Consultants

Step 1: Pre-conference homework

Arrive at the workshop ready to create your Blueprint for Sales Success.

Prior to the conference, we’ll email you the guidelines and a template to measure your market potential based on service lines, key accounts, accounts with the potential to deliver more and patient mix. Completing Step 1 will jumpstart the process for building your blueprint during the pre-conference.

8.00 – 9:00 a.m.

Pre-conference Registration

Step 2: Identify your biggest referral opportunities

9:00 – 10:30 a.m.

A steady stream of new referrals will follow when you conduct the market research necessary to identify your top three to five key accounts. We’ll give you the tools to identify which accounts have the most potential and assist you in developing your key-account list.

Blueprint for Sales Success: Complete your agency-specific list of key accounts.

10:30 – 10:45 a.m.

Networking break

Step 3: Strategies for appealing to top accounts

10:45 a.m. – Noon

Take home proven sales strategies to appeal to the key players within specialty areas. Turning key accounts into referral-generating machines means knowing and selling your agency’s unique value proposition. In this session, you will tap into the concerns of key players across the continuum of care and develop a strategy for each player.

Blueprint for Sales Success: Define your agency’s value proposition and map out five proven strategies to secure referrals from niche markets.

Noon – 1:00 p.m.

Lunch

Step 4: Manage “diamond” accounts, maximize growth

1:00. – 2:30 p.m.

Double the number of cases you get from your top accounts by tracking account activity. Know the number and types of referrals you’re receiving from those sources, identify missed opportunity, such as patients with a certain diagnosis who aren’t being referred to you, and pick up tips for securing those referrals in the future.

Blueprint for Sales Success: Create dashboard and metrics to track growth.

2:30 – 2:45 p.m.

Networking break

Step 5: Group activity: Your plan for success
2:45 – 3:45 p.m.	Engage in an interactive exercise with your fellow attendees to create a strategic plan for attracting referrals from the key accounts you identified, whether it's internal medicine practice, SNF, home health or hospice.
3:45 – 4:00 p.m.	Questions and answers
4:00 p.m.	Pre-conference adjourns

BONUS: Dozens of tools that will more than pay for the conference.

Check out the new main conference track. “Bolster your hospice referrals,” featuring these must-attend sessions

Avoid civil monetary penalties by assessing your referral relationships with nursing homes
Gain more than 1,000 additional hospice referrals a year with a few customer-service strategies
Grow your hospice referrals up to 10% in every market by performing a competitive analysis that identifies customer needs

“You do learn a great deal, which is faster and more efficient than on-the-job training.”

— Jennie Shan-Martin,
Home Bound Healthcare

100% Money-Back Guarantee

If you don’t leave this conference with great tools and tips to boost referrals and grow your business, we will refund your entire registration fee, no questions asked – and you can keep all conference materials and tools!

11th Annual Power Home Health Referrals Conference is presented by:

Home Health Line has served as the nation's leading independent authority on home health care business, regulation and reimbursement for more than 30 years.

Publisher of Home Health Line, Private Duty Insider, Diagnosis Coding Pro for Home Health and OASIS-C & Outcomes Solutions serves the business and regulatory needs of health care practitioners, providers and their administrative staff nationwide by offering independent newsletters, books and websites that help readers make the best business decisions.