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Clients Say, “I Am Not Interested.” You Say 50K Month How I Got Private Care Contracts Win Bids 2022

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You might be asking, how to get private sector contracts that is for temporary contracts where you're providing staff on a temporary basis,
had up two health care organizations and that could be care homes,
nursing homes, private hospitals and sheltered housing …

  • You should be making about 150 to 200 calls a day – it's not good enough to just do 50 calls a day or even 10 calls a day and expect to get work from that,  it's going to take you a long time
  • Make it everyday – you need to keep that range on, consistently on a regular basis every single day
  • Your contracts – you may want to expand and do another type of contract you may already be doing home care for le and then you're looking at possibly doing temporary recruitment care agency where you're providing staff members for longer shifts than in home care and you're providing multiple staff members that are in the same place or in one location for a longer period of time so it's easier to manage
  • Sometimes you will need to speak to the same person five times before you actually get that sale – it's about building a relationship with the organization so they get to know you, get to trust you and that you understand what it is that they need in order for you to provide them with that standard of excellence they're looking for the best supplier 
  • Make sure that you're looking and speaking to directors
    or the registered manager or the lead nurse in charge or the senior staff member in charge who's able to make these decisions as to whether to use you and your organization
  • Ensure that you've got a presentation pack – create your database so when you're discussing about what you can offer what your services are, so that whether you're meeting them face-to-face or whether it's on the phone that you're able to talk about
    your organization what it is that you offer and some information about how they can reach you and where you're located, what you do, what services do you provide, and what staff members are you providing, and what your rates are, what are your terms of business
  • You will need to know and understand what the organization does and what services it provides and by speaking with the manager or the person in charge to understand and get them to say yes to you.

Here are how to handle objections:

  1. The first thing you need to do is you need to have a script before you make that call
  2. You need to also list some objections that you may be faced with so you're not caught off guard and thinking oh how do I answer that question yes so make sure I answer that question yes so make sure
    phone call or before you knock on that door so when you call the care home you need to have in your mind that you are not there to replace the organization that they possibly are currently using, you're there to work with them to be able to meet their short-term need,  you're not there to push out the other care agency, you're there to support that organization
  3. Don't take it personal – if in eventualities that they have been let down or not been able to provide that service with that other organization that they will use you as the next logical choice or the first logical choice, don't take it personally, don't be hurt, don't be offensive, be approachable, you're there to help them, they're not hurting you, it's because you haven't been able to, say the right things or maybe they don't need your services right now
  4. One objection may be that they say “Well we already use agency”, what you can say there is “That is really good I'm pleased to hear that you use agency, but can I ask you a question? What happens
    in the eventuality that that agency isn't able to provide you with that service for example, then say, “Will it be okay for you to call me if that was to happen, because I want to be there to support you,
    to meet your care home or private hospitals staff shortages needs. Is that okay? If you remember me and call me, we want to be your first line of approach for when this happens”.
  5. Once you've got the yes from them, you will then say, I would like to send over to you our presentation pack, some information about the services that we offer, so that you're able to reach out
    and have that information to hand.
  6. Once you've done that you would then make sure that you've got the correct email address and the contact details and the name is correct and just say “That's wonderful, I'll get that sent over to you
    immediately but please do bear this in mind that if you do need us in the meantime then please do get in touch with us
    and we'll be here to help support you”.
  7. Another objection could be “We don't use agency”, “We're not interested”. When this happens, don't get offensive and say “Why don't you use agency, why is that? When I can provide you with this service.” You don't want to put their backs up, you don't want to feel make them feel as if all this person is attacking me.
  8. You need to look at a logical solution where you're there to help them and remember that you're there to help them not
    them here to help you  because once you've helped them, then yes you will then be helping your company, your organization and your staff members but your first priority is to help them and serve them
  9. There could be reasons why they don't want to use you right now it could be you've ran them at the wrong time or maybe they've got a CQC inspection and they're very very busy or maybe it's their lunch time or medication rounds, there could be plenty of they're short staffed already and they really have got time to be answering the phone according to how they see it is. It possibly seeing you as a salesperson so try and understand where they are coming from and you'll be able to work with them better. So again, use the above strategy and say, “I understand, next time when you need someone will you be able to give me a call so that I can give you a quote to help understand and meet your needs.” They'll go “yeah okay” and then you say “thank you so much” and try to talk to them.
  10. Make a friendly conversation, try and use their first name so you're trying to create a relationship in terms of that you're not a threat to them that this isn't official, this isn't sales, it is about a relationship and it could be your friend relationship so try and call them by their first name and try and build that relationship
  11. Once you've done this, you will have the perfect follow-up, now your following up would be say two to three months time from now for, you've got your database, you're going to be working with that database and not thinking oh I've called that person I'm gonna ring them again, you have to try at least try and speak to the same person five times not once twice three but up to five times because that's how you can build a relationship with an organization.
  12. You must keep trying, that's how you get private clients and multiple private clients because you can create a 10 times what you're earning now in your healthcare business than what you're currently doing why stay stuck look at other organizations that you can work with to build your business up to seven figures that you can have multiple contracts whether it's private governmental.

If this sounds awesome to you, then click the link below to book an appointment with us!

https://app.acuityscheduling.com/schedule.php?owner=18014297&appointmentType=37077102

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