[dchavez]

This year has been very slow, for our dme store. We have stopped receiving prescriptions for walker,or beds etc... I go to doctor's offices and introduce myself and tell them what services we have but, am not successful. I am starting to loose hope. Any ideas or leads on how to bring more business in?

We receive prescriptions but, not as much as we used to.

Help please

[ggroden]

A marketing plan that includes what you are doing but much more is important
to acheive what you want to accomplish. I would be glad to talk further with
you if you would like. Joe Groden JG Consulting

[dchavez]

Great, can i call you? Or how do you want to do this? I would love some feedback

[bissontk]

I agree that a marketing plan is very important. Do you have a routing set up based on the potential for each customer that includes frequency? Do you know which physicians should receive which messages? A marketing plan should include reach & frequency with established customers, prospects, emerging customer, etc. Perhaps involving an HME Sales Coach would be helpful-not only do you get help with crafting a marketing plan, but you also get the coaching, encouragement, and accountability needed to increase sales. I can attest that having a Coach instilled confidence and improved my performance when I was a professional representative. I can suggest a coach for you if you are interested.

[Brazzell Marketing]

First, I would encourage you to take a second look at what you are saying to your referral sources. By now, doctors are well aware of the items HME providers want to sell. Making them listen to a laundry list of things they already know is more likely to annoy them than to motivate them to help you. There are probably other HME providers in your market who are getting some referrals you would like to have. From a doctor's perspective, can you serve the doctor or his patients better than your competition? Your services need to be tangibly different / better than the competitions. Moreover, you have to be able to peak the doctor's interest in your sales strength in about 3 seconds. This is called your elevator speech.

For sales coaching, I recommend PowerShotTraining.com by Michael Giudicissi.

Bear in mind, that sales is only one tool in the marketing tool box. Understanding the whole of the marketing process and the other tools is essential for the development of a truly effective marketing plan. The "Sales vs. Marketing" article at BMA ADVisor | gives a good overview of this point.

Along these lines, my agency has honed a marketing strategy that doubled referrals from doctors after 90 days. Because it focuses on referrals from physicians and other medical professionals, the strategy can work work for any health care provider seeking those types of referrals (home health care, home medical equipment, physical therapy, etc.). As long as you're not in competition with one of our clients, I'll send you a write up and samples explaining exactly what the referral doubling strategy is, how to do it, why it works, how it works, etc. Contact me / my staff through this page to get that Referral Doubling Strategy presentation: Home Health Marketing