This blog takes you through the journey of an infusion sales leader whose referral targeting strategy kept hitting dead ends, knocking on the same doors, and pursuing the same opportunities without success.
Competitors are effortlessly winning referrals, and frustration is setting in. But everything shifts when she uncovers a game-changing solution that enables her team to expand its referral targeting strategy and diversify into new territories like hospitals, home health agencies, and skilled nursing facilities.
Read on to discover how her story unfolds and the strategy that transforms her team’s success.
Chasing Leads and Getting Ghosted
Meet Jaime, a tenacious sales leader in the Infusion industry. She’s the type who rallies her team, tackles challenges head-on, and doesn’t settle for mediocrity. But lately, her team’s momentum has stalled.
It’s mid-month, and the monthly quota attainment is at just 30%. During the weekly check-in, Jaime listens to her sales reps vent: top referral sources have gone quiet, and just when they’re on the verge of securing a partnership with a referral, a competitor swoops in and seals the deal first.
Jaime knows they can’t afford to stay on this trajectory. Determined to get to the root of the problem, she dives into their referral strategy. The results are eye-opening: her team is losing over 70% of referrals to their two biggest competitors.
This isn’t just a challenge for Jaime; it’s a call to action. She’s determined to empower her team with the insights and tools they need to break out of this slump, stand out in a crowded market, and turn every missed opportunity into a win.
The Turning Point: Partnering with Hospitals, Skilled Nursing Facilities, and Home Health Agencies
A day and a half into her research, Jaime receives an email from Trella Health. Intrigued, she opens and reads it — immediately feeling a spark of hope.
Could this be the game-changer her team needs?
Wasting no time, Jaime schedules a personalized demo with a Trella Health rep. During the demo, she’s amazed by what she learns. The platform’s referral targeting capabilities open a world of possibilities that could transform her team’s strategy and outcomes.
When targeting referrals with Trella Health, her team can:
- Identify High-Impact Referral Sources: Expand beyond physicians to target hospitals, SNFs, and home health agencies aligned with their services.
- Gain Patient Journey Insights: Track patients who received their services within 0-30 days post-discharge from a hospital or from SNF/home health admission to 30 days post-discharge from that facility.
- Make Strategic, Data-Driven Decisions: See which facilities drive referrals to strengthen connections with high-value sources.
Inspired and energized, Jaime brings her sales team together to share what she’s discovered. She explains how Trella Health can help them move past the plateau and reignite their momentum, with data-driven insights lighting the way forward.
Note: If you would like to see for yourself how to find hospital, home health, and SNF referral sources – take the self-guided tour here.
The Results: A Winning Strategy Takes Shape
Fast forward to ninety days after implementing Trella Health, Jaime sits down with her team to reflect on their progress.
Her team’s feedback is unanimous: the platform has been a game-changer. Armed with new insights, the team wasted no time expanding their referral strategy to include hospitals, SNFs, and home health agencies. This shift unlocked a broader network of untapped opportunities, sparking fresh momentum and measurable growth.
The Takeaway: Stop Chasing, Start Targeting
Jaime and her team’s story proves that stepping outside the box can lead to transformative results. By leveraging Trella Health’s robust market data, she turned a stagnated referral strategy into a winning playbook – equipping her team to thrive in a fiercely competitive market.
Now, there’s no more chasing cold leads. Jaime’s team knows exactly where to focus their efforts – maximizing every opportunity with confidence.
You can do the same with Trella Health – gain the data-driven insights you need to refine your referral targeting strategy, expand your referral network, and outpace the competition.
Ready to take the next step? Schedule a demo today and discover how Trella Health can revolutionize your referral targeting.
