How to Respond to “We don't refer Home Care” (S11.E4)

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Hey folks, thanks for tuning in. As marketer’s we all struggle with one thing, differentiating ourselves from the crowd. Why should an account choose to refer to us over one of our competitors? In this episode of A Drink with “The Hurricane,” we will discuss some strategies you can implement to overcome this problem.

You may be asking Steve how do I overcome the objection, “we don’t give referrals”?

The answer is easy. Referral accounts have a revolving door of marketers trying to do business with them every day. So the key to making an everlasting relationship is to do one thing, create a unique proposition that will provide a specific and unique benefit to not only the account, but yourself as well.

How do I do this? Come up with a plan. It is crucial to come up with a plan before entering an account. Remember to answer this golden rule, what’s in it for them?

As marketers our biggest challenge we face is to differentiate ourselves from the crowd.

Here are 3 keys to focus on:

Educate the account on why they should work with you
Lead them to the people that you need referrals from
Get the people at the account to know you, like you, and trust you
The way to hook prospects is to identify your strengths and lead with that. When you go to an account with a plan you will be able to direct the conversation in your favor. Your end goal may be to get referrals however, you need to come up with a solution that will not only benefit you, but the account as well.

Here are some solutions for this problem:

Collaborate on community events
Establish a Co-Sponsorship
Plan A CEU
Volunteer your time to do an activity with one of the residents
Establishing a relationship with an account provides you with a foot in the door. It allows the account to develop a relationship with you and accomplish the know, like, and trust factor.

I say time and time again it is crucial to develop these relationships. Companies WILL NOT give referrals to just anyone. Remember though, that they ARE giving referrals to some. They tell you they don’t refer, because it’s an easy way to get rid of you. Don’t fall for that! Be consistent with your marketing efforts.

By developing a plan before we walk into a referral source, we can divert the objections that come our way. The key is to remember the question what’s in it for them? Once you can answer this question for yourself you are ready to walk into an account.

If you want to learn more about overcoming objections sign up for our Boot Camp October 5,6,7th in Philadelphia. Sign up today!