"Closing" an account

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Questions and Answers

What is the primary purpose of using Up-Front Contracts (UFCs)?

To 'manufacture consent' and ensure mutual understanding. (correct)

To force clients to sign a formal contract before engaging.

To ensure the client agrees to a pre-set legal framework

To legally bind clients to use EZ Scripts.

When is the best time to use an Up-Front Contract according to the material?

After a formal legal agreement has been signed.

In an email before the first referral meeting with a group. (correct)

During the initial face-to-face meeting with an account.

Only when the account is hesitant or resistant.

Instead of a binding contract, what do Up-Front Contracts aim to build?

A financial stake by the client in using specific services.

An immediate and firm agreement with an account.

Incremental agreements and solid commitment. (correct)

A legal obligation to use EZ Scripts.

Which of the following is a key question to ask during the Up-Front Contract process?

Is that fair?' or 'Do you agree?' Signup and view all the answers

What is the ultimate goal of using multiple small Up-Front Contracts?

To integrate a process of referrals into their internal protocol. Signup and view all the answers

What is the first step in ensuring an account consistently sends WC clients?

Uncover their 'pain points' or 'hot buttons'. Signup and view all the answers

After uncovering the client's 'pain points', what is the next step in securing consistent business?

Ask for ALL their WC clients/patients. Signup and view all the answers

What is an effective action to take prior to an initial referral meeting?

Send an email outlining expectations and setting an agenda. Signup and view all the answers

Where can pain points specifically be found for an account in Salesforce?

As one of the fields in the "Accounts" page Signup and view all the answers

What should be done in the step right before the actual referral meeting?

Send a 'framing' email detailing the meeting's purpose and agenda. Signup and view all the answers

What should a sales professional always ask for from their contacts?

All of their clients or patients Signup and view all the answers

Which of these is NOT a component of the 'Framing' email sent before a referral meeting?

A detailed breakdown of EZ Scripts pricing structure. Signup and view all the answers

What should you do if a contact shows hesitancy towards providing referrals?

Identify the hidden objection and address it. Signup and view all the answers

What action should be taken if an account does not uphold their commitment after a referral?

Be prepared to cancel or reschedule the follow-up meeting. Signup and view all the answers

What is a recommended question to ask to understand the volume of potential referrals from a contact?

How many WC patients do you have scheduled during that time? Signup and view all the answers

What does the term 'pinning them down on a referral protocol' refer to?

Understanding the contact's internal process when sending referrals. Signup and view all the answers

Why is it important to uncover a group's pain points before a referral meeting?

To have a customized plan ready for the referral meeting. Signup and view all the answers

When initiating a new referral process, what should be done if the contact shows hesitancy?

Switch roles and demonstrate the process yourself. Signup and view all the answers

What is suggested to do after asking a contact to send all their WC clients for a period of time?

Ask how many WC patients they have scheduled during that time Signup and view all the answers

What is a core aspect of a successful referral strategy?

"scratching" the "itches" of your accounts Signup and view all the answers

How should the sales professional act during the interaction with a contact/client?

The sales professional should make the contact feel like they are in control. Signup and view all the answers

Why is it important to speak to EVERY employee in an office?

To establish a back-up contact should your primary contact be unavailable. Signup and view all the answers

What is the recommended timeframe for following up with a referral source that has not followed through on their commitment?

Within a few days. Signup and view all the answers

When is the ideal time to set a follow-up meeting with a referral source?

Before leaving the office after the initial meeting. Signup and view all the answers

What is the recommended timeframe for a follow-up meeting with a medical provider after they begin sending new clients?

5-8 weeks Signup and view all the answers

What should you include in emails after a referral meeting?

A summary of your group's commitment and tailored solution. Signup and view all the answers

What should you request from a referral contact for the best and most immediate communication?

Cell phone. Signup and view all the answers

According to the information, what makes your team better than competitors?

You, the individual. Signup and view all the answers

Study Notes

Up-Front Contracts (UFCs)

UFCs are used to ensure agreement and commitment from clients, and to ensure both parties are on the same page.
Ideal time to use UFCs is before initial referral meetings.
UFCs are a strategy to "manufacture consent" for using a particular service.
Patients retain the right to choose a pharmacy and can't be forced to use a specific pharmacy.
A series of small UFCs builds into a stronger commitment.
Questions "is that fair?" and "do you agree?" are effective tools to gauge understanding and commitment.

Six Steps to Closing an Account

Step 1: Uncover pain points (problems) and hot buttons of the client.
Step 2: Request all clients/patients. Asking directly for all referrals is crucial for full commitment.
Step 3: Pin down the client's internal processes for referrals. Understanding their referral protocols is essential for future success.
Step 4: Tailor the solution based on the client's pain points. A tailored solution directly addresses the client's problems.
Step 5: Provide feedback promptly following the initial referral. Prompt feedback fosters trust and demonstrates commitment.
Step 6: Schedule a follow-up meeting before leaving. Scheduling a follow up meeting ensures ongoing commitment.

Tips and Best Practices

Pre-game before referral meetings by clarifying the steps.
Print the presentation for quick reference.
Avoid assumptions, as every client's needs are unique.
Use open-ended questions to better understand client pain points.
Practice presenting and role-playing to improve delivery.

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Description

This quiz explores Up-Front Contracts (UFCs) and effective steps for closing accounts in healthcare. Learn how to align client expectations and enhance commitment through tailored solutions. It emphasizes the importance of understanding client needs and referral processes.