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Sales: Provide road map for success

Q. Why is it important for DME providers to train their sales staff in selling?
 - 
11/03/2014

A. Most people think sales people are “born” to sell. I disagree. I think some people are just born with the gift of gab and people mistake it for having the ability to sell. Selling is a skill that is honed and developed over time.

Resupply: Get your arms around tech

Q. How do I maximize my revenue through resupply?
 - 
11/03/2014

A. Technology is a must. How else can you track individual patient bases that use different things and need them resupplied at different times. That’s the biggest hurdle.

Lobbying: Prepare for marathon, not sprint

Q. I have lobbied my legislator for years, yet no legislation has been passed. Why should I bother?
 - 
11/03/2014

A. While I understand the sentiment, I have a different perspective. When you step back and look at the whole picture, we’re doing better than you might think. 

Retail: Treat every transaction as opportunity

Q. Is HME retail a real concept or just a myth?
 - 
09/26/2014

A. In my experience networking with providers who are considering a retail division, there are four common myths that I keep hearing.

You must bill insurance for everything possible

Resupply: Show patients you care

Q. How do I build patient and referral source loyalty?
 - 
09/26/2014

A. Live. A simple word, but not so simple to achieve. Most HME owners I speak with have a hard time keeping up with who walks in the door, answering incoming calls and taking care of what comes through their fax machines.

Sales: Express genuine interest

Q. What qualities does a good salesperson possess?
 - 
09/26/2014

A. The qualities and skills of a good salesperson are the same, regardless of the product being sold. There is a traditional misunderstanding about sales.

Lobbying: Plan in advance for meetings

Q. Is it more effective to meet with legislators in-district or in Washington?
 - 
09/26/2014

A. Recess, especially the long August recess, is a great time to schedule a meeting with your elected officials in their home district office (start in early July as their calendar gets booked up quickly).

Lobbying: Emphasize impact on constituents

Q. Why is it important to build a relationship with my elected officials?
 - 
09/09/2014

A. A wise consultant in our industry once said that if a portion of your business is funded by the federal or state government, it is important to develop a relationship with the people who influence policy—your elected officials.

Sales: Mind your body language

Q. What are some of the characteristics of a good retail sales person?
 - 
09/09/2014

A. A common mistake I hear from HME providers expanding into retail is they put all their energy into selecting the right location and having the correct products, but do not put any thought into how they will staff their new retail location. 

Resupply: Stay in touch

Q. How can resupply optimize my initial CPAP setup?
 - 
09/09/2014

A. If you do not have a proactive resupply program, odds are you will lose your CPAP patient. A resupply program is most successful when implemented with a patient at the very beginning.

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