Relationship Management Training
Relationship Management education is a proprietary approach to increase referrals as well as build and maintain long-term relationships. The courses are offered as webinars or face-to-face formats.
Who can benefit?
- Sales Representative
- Marketing Managers
- Administrators
- VP and Regional Managers, Operations
- Business Development Executives
- Territory Managers/Sales Representatives
- Physicians
- Office Managers
- Schedulers/Patient Care Coordinators
- Registered Nurses
- Board Members
- Anyone who is interested in advancing their business experience
Relationship Management Courses
Introduction to Relationship Management
Learn exactly what referral sales and marketing is and how it affects you. From the value-for-value relationship, to continuous contact, to the characteristics of a good salesperson, we’ll introduce you to the fundamentals of referral sales and marketing that will help you separate yourself from the pack of competitors.
Taking Inventory – What do I have to Offer?
In this session, we’ll show you how to assess your facility’s strengths and weaknesses, from staff, to equipment, to service and more. You’ll create a detailed SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis, in the session that will help you leverage your greatest assets to build your business.
Advertising and Marketing Communications
Learn about the various types of marketing that you can use to maximize your exposure. From press releases to websites, and everything in between, we’ll walk you through step-by-step which will help you evaluate your current marketing efforts and show you how to improve them.
The Process of Advertising and Promotional Items
Discover the step-by-step process of creating and placing an advertisement in the media. From concept to the printing press, you’ll see how you can ensure quality advertisements for your facility. In addition, you’ll learn simple promotional items and how they work for you.
Marketing and Compliance
There can be a bit of a grey area in the solicitation of referral business. This session will cover anti-kickback laws, co-marketing rules and safe-practice conformity with patient privacy and gifts. The session will help you evaluate and improve your facility’s compliance.
Marketing Campaigns and Key Initiatives
You’ll learn how to identify exactly who your customers are. We’ll assess your past, present and future marketing campaigns and target them to your customers. You’ll also learn the Key Initiatives Strategy as well as a variety of creative marketing ideas - from simple to the more complex.
The Sales Cycle and Sales Training
It’s easy sometimes for sales calls to feel like a waste of time. So, in this session we’ll guide you through the 6-step sales process including Prospecting, Pre-call Planning, Contact Management, Establishing Rapport, Handling Objections and Closing Techniques. At the end of this session every sales call will be a productive one.
Pro-Active Marketing and Pre-Call Planning
Learn how Pro-Active Marketing can keep you a step ahead of the competition, and with tools such as YTT reports and office profiles, you’ll have a tangible way to track referrals. Also, with our Pre-Call Planning strategy you’ll be able to confidently speak to any prospect knowing more than the competition.
Creating a Territory Management Plan
In this session, learn how using a Territory Management Plan can provide you with an organized approach to gaining referral business. From structure of the sales cycle, to collaborating targets and customers, to increasing your efficiency in the field, we’ll show you the step-by-step process of utilizing this essential tool.
Performing a Sales Call
Performing sales call visits to customers or potential customers can be a bit intimidating. No need to fret, in this session we’ll walk you through the entire process while paying close attention to the details like how you’re dressed, as well as conversation guides so you’ll be ready when the time comes to turn the knob.
The Sales Follow-up Process
In this session, we’ll introduce you to the follow-up strategy that will help you constantly evaluate and improve your sales call performance, as well as ensure that you are delivering what you promise to your customers.
Learn exactly what referral sales and marketing is and how it affects you. From the value-for-value relationship, to continuous contact, to the characteristics of a good salesperson, we’ll introduce you to the fundamentals of referral sales and marketing that will help you separate yourself from the pack of competitors.
Taking Inventory – What do I have to Offer?
In this session, we’ll show you how to assess your facility’s strengths and weaknesses, from staff, to equipment, to service and more. You’ll create a detailed SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis, in the session that will help you leverage your greatest assets to build your business.
Advertising and Marketing Communications
Learn about the various types of marketing that you can use to maximize your exposure. From press releases to websites, and everything in between, we’ll walk you through step-by-step which will help you evaluate your current marketing efforts and show you how to improve them.
The Process of Advertising and Promotional Items
Discover the step-by-step process of creating and placing an advertisement in the media. From concept to the printing press, you’ll see how you can ensure quality advertisements for your facility. In addition, you’ll learn simple promotional items and how they work for you.
Marketing and Compliance
There can be a bit of a grey area in the solicitation of referral business. This session will cover anti-kickback laws, co-marketing rules and safe-practice conformity with patient privacy and gifts. The session will help you evaluate and improve your facility’s compliance.
Marketing Campaigns and Key Initiatives
You’ll learn how to identify exactly who your customers are. We’ll assess your past, present and future marketing campaigns and target them to your customers. You’ll also learn the Key Initiatives Strategy as well as a variety of creative marketing ideas - from simple to the more complex.
The Sales Cycle and Sales Training
It’s easy sometimes for sales calls to feel like a waste of time. So, in this session we’ll guide you through the 6-step sales process including Prospecting, Pre-call Planning, Contact Management, Establishing Rapport, Handling Objections and Closing Techniques. At the end of this session every sales call will be a productive one.
Pro-Active Marketing and Pre-Call Planning
Learn how Pro-Active Marketing can keep you a step ahead of the competition, and with tools such as YTT reports and office profiles, you’ll have a tangible way to track referrals. Also, with our Pre-Call Planning strategy you’ll be able to confidently speak to any prospect knowing more than the competition.
Creating a Territory Management Plan
In this session, learn how using a Territory Management Plan can provide you with an organized approach to gaining referral business. From structure of the sales cycle, to collaborating targets and customers, to increasing your efficiency in the field, we’ll show you the step-by-step process of utilizing this essential tool.
Performing a Sales Call
Performing sales call visits to customers or potential customers can be a bit intimidating. No need to fret, in this session we’ll walk you through the entire process while paying close attention to the details like how you’re dressed, as well as conversation guides so you’ll be ready when the time comes to turn the knob.
The Sales Follow-up Process
In this session, we’ll introduce you to the follow-up strategy that will help you constantly evaluate and improve your sales call performance, as well as ensure that you are delivering what you promise to your customers.
