A New Sales Tool

Reaching out to locate new sales prospects is becoming more and more difficult. Everyone seems to have a gatekeeper of a sort. Hospitals are stopping you at the entrance to take your picture and see if you have an appointment. Office buildings are requiring you to wait for someone to approve your entrance.

Getting behind that sliding glass window ain't easy! Every appointment takes time, planning and strategy.

What can you do to reach health care professionals who may be interested in your products and services but are so hard to meet? Today you need to combine a variety of sales and networking techniques in order to reach those who are often inaccessible.

For HME salespeople, this means getting involved in the community of health care professionals. Begin by making a list of associations and groups that attract the professionals/customers you may be looking for.

Consider some of these groups:

• Case Management Society of America
• Society for Social Work Leadership in Healthcare
• American Lung Association
• Easter Seals
• Muscular Dystrophy Association
• Alzheimer's Association
• American Cancer Society
• American Association for Respiratory Care
• American Physical Therapy Association
• Association of Rehabilitation Nurses

And the list goes on.

Also consider the service organizations in your community including Kiwanis, Optimist and Rotary clubs. I am sure in your community there are any number of private and religious organizations dedicated to helping people in need. Office managers, secretaries and nurse managers also have their own associations.

See what groups you would find interesting and rewarding. You not only want to meet people but, hopefully, want to make a difference. Get involved. Do not just sit on the sidelines. Join. Become a part of a committee, help with a special project, take on a leadership position and share your energy and dedication to helping people.

If you are having difficulty finding an association or group to work with, then talk with your referral sources to see what associations and meetings they attend. They may be able to guide you to the right place for your interests.

The wonderful opportunity you will experience by becoming a part of the community that serves those who have special challenges will be rewarded in many ways. You will meet many new people, expand your network and give back to your city, town or community.