Marketing your new non-medical home care business will be the hardest thing you do during your first year in business. This is the period of time that most businesses fail – so it is key that you know what you are doing each day and execute with accuracy and professionalism in order to stand out from the crowd and grow your business. Here are three things to keep in mind when marketing your business.
- Time is money – but time wasted does not generate money. Start each day with a plan in hand. Where will you go? Who will you talk to? What will you talk about? What will you give them in their hand? What is the next step? All of these questions should be on your mind as you go out and create your book of business and potential referral sources. Having a plan of where you are going and what you will do when you get there is key to your success. Don’t get caught up with “tasks in the office” that will not help you generate clients. Get out there and implement your marketing plan. You should visit 30+ contacts per week starting out. Say your memorized elevator speech/scripts to each and ask the hard questions. This will help you get in doors to take things to the next step in the sales cycle.
- “Don’t let the turkeys get you down.” When George W. Bush entered the white house he was greeted by this message on his desk in the oval office. He later left the same message for the incoming president that replaced him. Words of wisdom for sure. There will always be turkeys out there who would ‘bring you down’ to have a bad day. Don’t let that happen to you. Focus on your wins for that day. Focus on the people you spoke with and had success with. Focus on what sets you apart from the crowd, the programs you bring to the table that others are not. These are your gems to share so focus on your gems and not the turkeys.
- Would You Want To Meet With You Today? I sometimes see home care marketers out there with a sour look on their faces and wonder if they always have that look or are they just having a bad day? The question to ask yourself is “Would I want to meet with me today?” If you have a bad attitude or chip on your shoulder that will ebb out of your countenance and others will pick up on that and not want to spend anytime talking to you. Be positive and think positive at all times as you are out and about.