In 1885, William Lever of Lever Bros. said, “Half of the marketing money you spend is wasted—trouble is you don’t know which half.” There is a good chance that more than half of your marketing investments are going down the drain.
Many potential clients/patients are not followed up on by the intake or admissions team, for several reasons. Generally, as few as five percent of leads are followed up on. So, 95% percent of your leads are let go.
It has always been my contention that potential treatment clients should be followed up on long-term. That’s a huge increase in your sales funnel without spending more money. Potential long-term clients are actually more valuable than short-term potentials. If taken care of properly, you have time to guide them to your service, build brand recognition and increase word of mouth referrals because you care enough to follow up.
Research shows that 45 percent of qualified leads will end up buying a solution from someone within a year. Addiction is a disease that does not go away and at some point, they are going to have to get help, even if they are low income or go to a state funded program. Relapse rates from these programs is very high. If someone does not have the insurance or immediate funds available to enter a private treatment facility, they need to be nurtured and shown how to plan properly for treatment.
Management rightfully motivates and compensates admissions/sales to focus on making the immediate numbers, not on building a pipeline of prospects. To fully leverage the talents of your sales team, don’t expect them to filter leads, qualify them, and then cultivate the long-term ones until they are qualified sales opportunities. They just won’t do it!
Call us to learn more about how we help our clients enhance their admissions departments efforts. Next week I will go more in depth about building a sustainable long-term base.
You can learn more by visiting their website at www.YourTLC.pro or calling 844-854-8528.