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ESCO Technologies Channel Partner Training Program

ESCO Technologies Channel Partner Training Program. CareConnect Sales 101. The CareConnect Sales Process Prospecting The CareConnect Webinar Info Gathering Stage Proposal/Design Session Presenting/Closing. Internet Leads. Networking. Client Referrals. Cold Calling. $2,500-$25,000.

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ESCO Technologies Channel Partner Training Program

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  1. ESCOTechnologies Channel Partner Training Program

  2. CareConnect Sales 101 The CareConnect Sales Process • Prospecting • The CareConnect Webinar • Info Gathering Stage • Proposal/Design Session • Presenting/Closing

  3. Internet Leads Networking Client Referrals Cold Calling $2,500-$25,000

  4. Prospecting: Review Who is a customer? • 50 Residents or more… • Privately funded, for-profit communities • Assisted Living Facility (ALF) • Continuing Care Retirement Community (CCRC) • Independent Living (IL) • Skilled Nursing Facility (SNF) • Senior Apartment Housing

  5. Prospecting: Review • Who is NOT a good fit • 40 Residents or less… • HUD, government housing • Current client • Corporate account

  6. Prospecting: Finding Opportunities www.retirementhomes.com www.carepathways.org www.yellowpages.com www.google.com ALFA AAHSA News Stories Networking Referrals Press Releases

  7. Know the prospect • before you pick up the phone! • Research, research, research • Trade Magazines • Press Releases • News Stories • Do they fit our model? • Are they 100 residents + • Are the ALF, ILF or a CCRC • Are they private pay • If they are too small, do they have other locations?

  8. Effective emailing: • 7 Simple rules for emails that work! • Understand SPAM • Get your subject line noticed – “Four issues all senior housing communities face” “The easiest way to impact your occupancy tomorrow” • Know your objective – Get a reply! • Avoid being too informal • Do not use email to avoid the telephone • First things first – Put the most important info in the beginning • Have multiple emails at your disposal

  9. I’ve got the DM, now what do I say? • Concepts to remember: • Stadium pitch • Their favorite topic is themselves • This is a business decision, not a technology decision • The only measure of success is: Ddid you move on to the next step • (The Webinar)

  10. Common Objections

  11. Common Objections I don’t want to be in the phone business! • You aren’t going to be in the phone business…ESCO is. What you will be able to do is offer one price in your monthly rent that covers everything from housekeeping to telephone, TV and internet. Can your competition make that claim?

  12. Common Objections • We are already providing phone or cable. • We didn’t invent providing these services, our invention is taking the burden off of the shoulders of the community, Is Comcast doing that for you currently? • OR • We have worked with several communities providing these services and were able to provide them a reduction in their current services while equipping their community with unparallel products and enhanced services at no cost.

  13. Common Objections I am not interested! Oh really, why is that? -Identify the real objection. …initially, most of our customers weren’t interested….

  14. Common Objections I already have a relationship with….. Would you be interested in knowing what your current loyalty is costing you? For one our customers their loyalty was costing them $5,000 per month

  15. Webinar Stage

  16. CareConnect Webinar Process Demo Form Setting the expectation The CareConnect Webinar

  17. Demo Form Located on rep page CareConnect Demo Form

  18. The CareConnect Webinar • Purpose • Explain the concept • Excite the prospect • Uncover the needs • Build Credibility • Dispel misconceptions • Create a sense of urgency/disrupt the status quo • Areas of Emphasis • Technological • Financial • Competitive • Relationship This is not a product, it’s a model

  19. Post Webinar Immediately following the webinar, the business partner is to send the following: • Copy of CareConnect ppt – (to customer) • A copy of Implementing Careconnect (to customer) • Schedule a date to follow up with them after they have read the copy of Implementing CareConnect. They will need to provide you with the decision on how they will implement.

  20. Information Gathering Stage

  21. Next Steps

  22. Questionnaire

  23. Check References References & Site Survey/Visit Policy An important part of the decision making process will almost always include a customer asking to speak to an existing client, visit installed clients and have ESCO personnel visit their site. It is at this stage that we are presented with an excellent opportunity to trial close. In order to release existing customer information we require a completed questionnaire, sample proposal and a signed NDA Site Survey Form Credit Application A site survey is also another likely step moving forward from reference checking. ESCO will perform, at no cost to the customer, a detailed site survey to uncover potential costs and needs. However, ESCO does need to ensure that a customer is sufficiently interested and qualified.

  24. CareConnect Resident Survey • Needs Analysis

  25. Proposal & Design Session

  26. Sample Proposal Investment Analysis

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