New Marketing Video-How to win over the Social Worker!

MANALAPAN, N.J. - May 13, 2013 - PRLog -- Everyone knows when doing Lunch n Learn In Services, it is our goal to win over the social worker.  However, accomplishing this task can be very difficult as she may be loyal to another company or unwilling to give us a chance to prove ourselves. In this week’s episode of “A Drink with the Hurricane”, Steve the Hurricane discusses what we need to convey in order to start the referral train.

Social Workers happen to be the most over worked, under paid, and (often at times) underappreciated position in all of health care.  These vital staff members are responsible for so much and as a result they seldom have the time to even meet with us.  So it is crucial that we get them on our side during the Lunch n Learn.

Now in my experience I find that Social Workers refer us for 3 main reasons:

We Don’t Over Step – Many Social Workers cringe when a marketing rep comes in.  Keep the conversation about the business to a minimal and get to know them as a person, so when you do show up, they look forward to conversing with you.
Make Their Job Easier – Often at times when a professional is given a referral, if they don’t close that referral or it’s not the appropriate type of client; they give the referral back to the Social Worker. This makes her have to do more work in referring someone else or having to get involved in something she handed off to you.  Instead, take EVERY REFERRAL GIVEN.  See it through to the very end making sure they get home safely, even if it’s not with your services, then report back following up. This makes her life easier and she will be more likely to refer you again and again.
Positive Feed Back From Families – This is a MUST.  If you offer a service, anyone using your service must have a positive experience.  Best way to do this is to have a concrete sales approach. (We have one – The Art of Closing, our “Team Hurricane” topic of the month for June)  This allows you to set proper expectations and help the prospect make a decision to go with you. Then deliver on your promises and you’re set.

If you convey this to the Social Worker during your In Service Lunch, she should at the very least give you a chance to prove yourself.  Close that referral, then go back to report the outcome.  This should start the flow of referrals in your direction.

Join us this week for our LIVE webinar on conducting the Ultimate Lunch & Learn. The webinar will take place on Friday, May 17th at 1:00pm EST. For more detail and to register for Team Hurricane visit