The 3 programs described below target the spectrum of facility marketing skills and activities. From probing for resident, family or referrer need to touring and marketing more effectively at events or community presentations in a focused and polished way , these are the core competencies of every successful admissions professional.
More than great looking literature or other marketing resources, census achievement is found in the competence and confidence of your marketing team.
The Real World of Building Census: A Targeted Approach to a Fast Return©
Generate more referrals by developing an individualized geographic marketing approach;Understand how the difference between admission 'denial' (vs 'acceptance') criteria may be undermining your census goal achievement; Develop a more positive ongoing relationship with acute care, physician and other referrers; Create & institute a more professional response to inquiries, regardless of who at the facility takes the call; Know the answers to the questions a more informed prospect might be asking you about your services; Confidently field questions regarding your facility survey or quality indicator challenges ; Create the compelling argument to choose you--from first phone call through tour; Know how to evaluate your facility from the visitor's point of view ; Develop different types of tours , depending upon visitor need or interests; Involve other facility staff in marketing in a productive way; Create systematic records of expected marketing activities and census achievement to hone your ongoing strategies; Know when to use collateral or promotional materials; and, Write follow-up correspondence and make phone calls that have real impact on selection of your facility. Successfully Marketing ©
Recognize the primary reasons why people attend events; Know and use the five desired steps of every event interaction; Pre-market your event to attract the most desirable attendees to your booth; Identify what constitutes a lead and how to qualify a contact ; Be able to use both open and close-end probes to explore interest and prospect need; Use the event as an opportunity to speak again with prospective residents or referrers; Capture meaningful prospect information for future use; Know when and how to use handouts and collateral materials; Organize the exhibit's physical layout to be more welcoming; Avoid body language issues that discourage or turn off visitors; and, Apply the immutable rules of successfully working any event. Powerful Community©
Utilize the 9 different presentation objectives and target the appropriate one for your specific speaking goal;
Craft a presentation of any length using the 5 parts of a basic presentation format ; Deliver a well-organized presentation to any type of group;Deftly handle interruptions or disruptive individuals during your presentation; Speak 'extemporaneously' in a confident and organized way; Field questions from the audience with ease; Choose and create appropriate audio/visual aids based upon audience size and need; Be aware of logistical issues that either support or undermine powerful presentations; and, Refine individual presentation 'style' and handle nervousness for greater success.