February 2nd, 2010 admin
In the last several years the proliferation of social networking has increased ten fold. Millions of individuals are flocking to social networking sites to connect with friends, Romans and countryman. Herein lies the rub. While social networking provides an array of opportunities to connect with alliances and friends of yesteryear it is not the best business development tool.
Sales and Marketing are resources required by physicians to help manifest brand and increase visibility. In many instances physicians attend years of education for the clinical side of the business but develop little business acumen. Doctors similar to any other business are entrepreneurs and they require business development techniques that increase patient volume. Believe me if Uncle Ernie were ill the last idea patients have is using Google or Facebook to find a physician. Patients that need physicians will reach for referrals and testimonials before they get behind a keyboard. The Internet is useful in obtaining background information however; physicians are better served using resources that build brand.
The increase in social networking for physicians is folly for those that know no better. These “Get Rich” schemes need to be ignored. If the result is a desire for more patients then it is necessary to use foundational techniques that increase patients for your practice. Forcing connections and waiting for replies is not a method for building a sound and lasting practice. Here are just three of over 25.
- Writing Articles. There are more newspapers in circulation today then ever before. There is a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material. Articles need not be more than 500 to 1000 words. You are the expert in your field where cardiology, endocrinology, oncology etc. Others will be attracted to you when they are able to hear your views on healthcare and preventative maintenance, especially with high healthcare costs.
- Referrals – So often overlooked, over 94% of doctors surveyed say they know they need to ask for referrals and do not. Referrals are required for business development. Referrals are the original social network. Buzz marketing is so helpful in developing brand recognition. More importantly in today’s competitive marketplace the tactic is not to ask only for one referral but as many as five. Return to your strongest patients often and ask them once every 30 days for up to five colleagues, friends and peers that would appreciate the value you provide.
- Testimonials – Current market research shows that patients do not want to hear from doctors but rather doctor’s patients. Prospective patients devour learning form those that have received value similar to what they seek.
If you truly desire to increase patient volume then ignore the folly of those that seek your money. Invest in things that gain you business and help you focus on your most imperative asset- patients. Clearly, marketing and customer service are the pillars that support your strategy toward building a dense customer base; not attempting to find clients by Tweeting. Focus on those outbound items that create results.
Looking for techniques to build your practice, email me and I will send you a FREE chapter of my latest book Ultimate Business Bible – 10 Strategies for the Ultimate Practice.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD is one of the worlds leading experts in practice management and business development. Drew works with physicians to dramatically accelerate patient volume. Dr. Drew is the author of the best seller Split Second Selling and the soon to be released Ultimate Business Bible – 10 Strategies for the Ultimate Practice. He has extensive experience in assisting both entrepreneurs and physicians to experience higher efficiency and effectiveness. Dr. Drew’s expertise has been featured in The Chicago Tribune, Entrepreneur Magazine, and the New York Times. Drew travels around the globe providing over 50 workshops, and keynotes annually. To discover how he can assist your practice call him at 877-391-6821.
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February 1st, 2010 admin
The other morning I stepped out onto the driveway to retrieve my morning paper when I saw a noticed attached to my front door. A local realtor had placed collateral materials on my door in the hope of gaining my business. The problem- no value, no trust and no relationship. Too many of you today are conducting the same rote methods of yesteryear and gaining no traction. Today’s competitive landscape requires three things for sellers:
1) A relationship
2) An expression of value
3) The requirement of YOU taking command of the action steps
Prospective clients are too busy and there is too much competition. Sellers and business professionals must create value with differentiation and a focus on the client. Do not leave selling in the hands of the client- if you want business you must make it happen.
Thought to Begin the Week – Are you sitting on your past or creating a new future – Anthony “Box” James
To gain a free 30 Minute Coaching Session or to request Secrets of Selling Success contact Dr. Drew today get the proper prescription for your success.
©2010. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the world leading authorities on sales and customer service. Drew helps business to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness.
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January 29th, 2010 admin
One of the biggest impediments to selling is abysmal customer service. Over 50% of every client interaction involves servicing the customer well. I am aghast how poor some selling representatives are. I was recently asked to call the Division Manager of a recognizable national insurance chain to deliver a keynote. I have called three times from the referral mentioning the initiating person and yet no return calls. While I understand busyness I do comprehend tomfoolery. Not returning calls, monitoring caller id, not sending thank you cards and confirming appointments are all methods that will ensure client attrition. If you want more business sometimes it is looking at the small stuff.
There are 7 for instant customer service email me today for a FREE tipsheet. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
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January 26th, 2010 admin
During a recent workshop a student asked to name the three or four vital aspects of selling. After thinking about this for quite some time I realized that there truly is one important aspect of selling-believe in yourself. If you do not believe in what you are selling and you do not believe that you have the confidence to sell then you will not be able to sell anything to anyone. Selling requires the utmost and confidence as well as passion and conviction. Without these tools you will not be able to move the buyer to take action because they will not believe you. Customers today have many choices in many opportunities to buy from others. With clutter at its highest it is vital for sellers to have the energy and confidence to be able to sell to anyone at any time. Before you pick up a book on selling and think about processes the best thing to do is look in the mirror at yourself.
I am reminded of a poem when I read many years ago entitled the “MAN IN THE GLASS.” Think about this, “Just go to a mirror and look at yourself, And see what that man has to say.” The next time you are with the client in short terrific action in closure by believing in your product and most importantly by believing in self.
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January 26th, 2010 admin
We are so bombarded by technology and clutter it is difficult to remain attentive to little things. There is simply not enough attention paid to the little things. It is interesting to find how many people are so into themselves and so on interested in the world around them. Self-centered mannerisms meet terminate people need to be more responsive to the world around them. Cell phones, text messaging and e-mail or all hindrances to making us pay attention to the world around us. Selling is not a myopic nor self-centered profession individuals need to pay attention to the customer before they pay attention to themselves. Stop being selfish and start becoming more attentive to things around you. Here are some examples of myopic behavior:
- Spelling someone’s name incorrectly
- Pronouncing the persons name incorrectly
- Arriving late to a meeting
- Meeting a client with a blue light in your ear
- Not offering salutations were thanks
- Not sending thank you letters to your clients
- Not offering mentorship to others in need
Quote of the Day
” You can’t think and hit the ball at the same time. “- Yogi Berra
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January 18th, 2010 admin
Many organizations deal with employees that do not perform to standards. One of the most frustrating things for managers and supervisors is to have employees that continually repeat the infraction. However, when the issues continue managers and supervisors are left to discipline and more likely terminate the individual.
One of the critical factors impacting work is job satisfaction. With ever increasing productivity demands the stress level within organization is very high. The question posed then is what can a manager do to assist with increasing performance? Further is it possible for a manager to motivate an employee?
Causes of low morale correlate to the organization, its culture, and its management. Several factors contribute to employee motivation and organizational morale. A study by the Corporate Leadership Council reveals the tremendous impact managers have on an employee’s level of commitment. It is imperative to note that individuals do not leave companies – they leave poor managers. Organizational mis-management contributes to negative morale. As recent as 2006 the Gallup Organization estimated there were 32 million actively disengaged employees cost the American economy up to $350 billion per year in lost productivity. Such loss includes absenteeism, tardiness, and poor work.
Taking time to build relationships with employees through personal interaction is a key step managers can take to keep morale high. Employees need to feel trust and respect from their managers. Employees desire feedback from management to understand their work matters. Many motivational issues stem from the inability of a manager to confront employees to build relationships and offer appropriate feedback.
Second there is an intrinsic issue within organization- passion. Too many organizations simply hire bodies. Managers hire employees to take positions that fill voids rather than hire individuals with the passion and conviction needed for the job. In his book “First Break All the Rules” Marshall Goldsmith states that talent is innate. If the proper employees were hired for the right positions job satisfaction and morale would be higher.
Intrinsic motivation states that employees must feel good about the jobs they do. Good examples are nurses that build relationships with patients and customer service representatives know numerous clients by first name. In order to do a job well and in order for motivation to be high, employees must love it. Managers cannot be responsible for passion, they can hire for it. That said, it is imperative to hire right. Hire individuals that compliment each other, the customers and the culture within the organization.
There is however some degree of management involvement in workplace motivation known as extrinsic motivation. This type of motivation uses recognition and reward as factors. Mentioned earlier, employers must build relationships with employees. Individuals enjoy and feel safer when relationships are built. Additionally, feedback is vital to employee success. The concept of job satisfaction and motivation is two-fold, employees desire recognition and reward and managers need to understand motivators that provide this purpose. Employees want to be a part of the team, and they want to share in the successes and failures of the organization. Therefore feedback, and recognition are active ingredients to motivational success.
Just as important to recognition is reward. In fact, they go hand in hand. Employees are analogous to children, they want recognition for a job well done. Gift cards, corporate announcements even a simple thank you card are tactics that illustrate the ultimate prize- success. The ability to become one with management gives the employee a sense of purpose and need.
Today’s employee desires to be happy on the job. In order to be happier in the family and in the job an employee wants to reach the top, personally and professionally. They want kudos for a job well done and will go through a great number of means to reach it. Recognition and happiness are the catalysts that drive this change. However the stimuli lie within management that build relationships, know their employees and seek means to acknowledge them. The manager therefore is not only one portion of motivational theory, they can practically be the driving force.
© 2010. Drew Stevens PhD. All rights reserved.
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January 17th, 2010 admin
The rubbish of reality television returns in most of its glory this month with American Idol. While many individuals seek out new methods to make fools, all can learn something.
After several years of watching the judges provide feedback to talent, I have noticed something profound, the spontaneity in which talent is unearthed. As my daughter watched the show last week it was interesting to watch the judges quickly dismiss talent. There is something to be learned here.
How many times do selling professionals spend useless hours with prospective customers only to discover:
1- they are not the buyer
2- they do not have discretionary power
3- they are the gatekeeper
4- they were only fishing for information
Sales professionals need to work quickly and refrain from spending countless hours with individuals that claim power and control and do not have it. Sales professionals need to think like a judge on the show they need to:
- Review the observed behavior and understand whom they are speaking with
- Ask provocative questions to understand the persons decision power
- Ask questions that denote budgets and time
- Determine immediately if the person is the economic decision maker
Selling today requires more efficiency and sales managers are asking for more productivity Ensuring success requires being prepared for every call and conducting research to denote imperative information on the company and the contact person. Efficiency requires the preparation of questions and knowing what to say after hello. If the judges on the show can work quickly so can you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 17th, 2010 admin
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 13th, 2010 admin
Evolve. Learn how Sales 2.0 is radically reshaping every facet in today’s sales process. See how this new phenomenon in collaborative selling is helping salespeople do a better job of identifying leads, of turning leads into opportunities, and of converting those leads into customer wins.
Get it now at:
http://stevensconsultinggroup.tradepub.com/free/w_orac45/prgm.cgi
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January 3rd, 2010 admin
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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