PROSPECTING IS A GAME CHANGER
Call blocks are the most effective way to knock out your prospecting calls.  This allows you dedicated, focused time for your calls. It's highly recommended that you do 15 minutes on,  and then 15 minutes off for documentation. You should complete at least one, 60 minute call block each day.
SAMPLE OUTLINES FOR PROSPECTING CALLS, VMAILS, EMAILS & IN-PERSON PROSPECTING
SAMPLE SCRIPTS WITH VALUE PROPS
COLD CALLING THERAPISTS/DOCTORS OFFICES/IOPS/SOBER LIVINGS
Incorporating what they want into your value prop will help you win the account.

(Once you've gotten past the gate keeper)
1. "Hi, (their name)" --- 

2. This is _____ from ________. We are an inpatient substance abuse program in _______. 

3. Reason ("I'd like to _______….")Reason: I'm working with our discharge planners to place patients in great aftercare locations. I'd like to schedule time to meet with _____ to learn more about how we can refer patients to you. 

4. Bridge (…"because ________") We have hundreds of patients each month that are completing treatment and we'd like to be able to include you on our preferred provider list. 

5. Ask for what you want (Can you meet with me on ____ at ___) **Be specific** Could I come by your office next week to learn more about your practice? How is Thursday at 2?

Other asks:
I am updating our discharge resource sheet and I want to make sure I have an updated profile

Could I schedule time for one of our team members to come out and meet with you? I think your practice is exactly what we are looking for for our patients.

Could I send you an invitation to our continuing education event? We provide free continuing education events once a month here and would love for your staff to join us.
*THE MAIN OBJECTIVE SHOULD BE TO SECURE A MEETING. IF THAT'S NOT POSSIBLE, USE THE LINK ABOVE FOR DISCOVERY/QUALIFYING SCRIPTS
COLD CALLING HOSPITALS
Don't allow the size of the account to scare you off! Hospitals are full of patients who need our help!

You will always have a gatekeeper to navigate around when working with hospitals. Here is a step-by-step plan on how to handle the gatekeeper and get to decision maker. 
Why Hospitals?
  • Clients and families do not know where else to turn to
  • Client is experiencing negative physical, emotional, and/or psychological consequences of chemical dependency
  • Clients come to hospitals during time of crisis
  • If clients come to hospital, there is a window of opportunity for treatment – once client leaves the hospital, the window closes very quickly

Who and where in the hospitals?
There are usually three (3) departments in the hospital that real, convertible referrals will come from:
  • Inpatient Psych Units
  • Emergency Rooms/Crisis Intervention Services
  • General Hospital Social Work/Case Management

Where do I start?
Research the target account
  • Open the hospital’s webpage and familiarize yourself with the hospital
  • Look for the tab for Hospital Services, Medical Services, Specialties, Departments, etc
  • Open this tab and look for the three departments:  Psych, Crisis, and Case Management. 
  • Click through each of the concentrations and investigate.  The hospital may have a specific addictions track, only outpatient services, or even multiple sites

Start with the Psych/Behavioral Health Unit
  • Most of your referrals will come from here
  • Social work staff is more consistent here as opposed to ER/Crisis – they usually have offices with direct phone numbers assigned to each contact
  • Your target contacts will be easier to reach, have more time to speak with you on the phone, and be easier to meet in person than in the ER/Crisis
  • The social workers and discharge planners here are always looking for good resources – this is their job!  You will be able to make their job easier!
  • The referrals out of this unit will be easier to convert – you have more control over the referral.  There are usually set discharge dates, family involvement, sufficient time to verify the benefits, arrange transportation, etc.

How to call
  • The website may or may not provide a direct number to the psych unit.  If it does, then start there.  If not, call the main hospital number and ask to be connected to the Psych Unit.
  • The number that you are calling is usually the main number for the Psych Unit, which normally connects you to the nursing station on the unit.  This is not where you want to start your pitch!  These are some of the gatekeepers but are easy to get past if you are prepared to say the right things and ask the right questions.  Usually they are welcome and willing to help you.
    • Briefly introduce yourself and ask to be connected to your target contact – Hello this is Your Name with Advanced Recovery Systems.  I know every hospital is different, so I’m hoping you can point me in the right direction.  Normally I work with Social Workers or Discharge Planners on Psych Units for substance abuse treatment for your patients.  Who would that be on your unit?  May I speak with them please?  Before you transfer me, can I get that direct number in case we get disconnected?
    • Let the gatekeeper tell you who you need to speak to.  Make them feel like they are helping you out by pointing you in the right direction.  Ask for the direct number in case the target does not answer the phone and you have to leave a message.  This way, you do not have to repeat the whole process over again when calling back.

Speaking to the target contact Admissions, discharge, case management, etc. 
  • Here is where you start your pitch.  Give them enough information to get them excited, but not your whole pitch over the phone.  Remember, the point of the phone call is to schedule a face to face meeting or in-service!
  • Briefly introduce yourself and Advanced Recovery Systems.  Give a little background about your work in other area hospitals. 
    • Hello, this is Your Name with Advanced Recovery Systems.  I'm calling today because I've been able to help case managers and discharge planners at other local hospitals including ___,____ and ____find substance abuse treatment for their patients so that we can help reduce their length of stay and help with recidivism in your hospitals.  We are a national behavioral health organization with residential treatment centers in ______ as well as across the country.  We work with commercial insurance and are able to get longer stays and treat patients in the facility that will be best for them clinically.  We also handle everything for you, from the insurance verification, to the authorization, to coordinating admissions 24 hours a day, 7 days a week.  This way you’re not on the phone for two hours trying to get an authorization number and then another two hours trying to find somewhere that may or may not have a bed for your patient.
  • Here is where you have piqued their interest.  They may ask a few questions.  Answer them briefly, but remember the point of the phone call is to get a face to face meeting or an in-service for the whole unit. 
    • Well what I usually do is come in for a meeting with you and any other social workers on the unit that this will help.  We can schedule a meeting so that I can explain our services in more detail, highlight each treatment center and their specialties, and explain exactly how the referral process works.  Or we can just go ahead and schedule an in-service for your unit, so that everybody is aware of what we do.  I usually cater in-services, so we can do lunch and a presentation.  When are you free, what days work for you?  It’s not uncommon for me to do in-services at staff meetings since I know it’s hard to get everybody together at once. 
  • They may need to speak with their coworkers or even get permission from the unit manager before scheduling a meeting or in-service.  This is okay and a common occurrence.  They may even direct you to call their unit manager to explain Advanced Recovery Systems and to schedule an in-service.  Before you get off the phone with your target, be sure to get their full name, title, and direct phone number!
  • If you have to speak with a supervisor or unit manager to schedule anything, be sure to name drop who you just spoke to.  You will have piqued your target’s interest enough so that they have become a champion for your cause.  These are the people that you will be interacting with and who will benefit the most from your services.
    • Hello Unit Manager, this is Your Name with Advanced Recovery Systems.  Normally I work with Social Workers or Discharge Planners on Psych Units for substance abuse treatment for your patients.  I was just speaking with Social Worker on your unit about our services.  He/She wanted me to call you to schedule an in-service with your unit so that everybody is aware of our services.  I usually cater in-services, so we can do lunch and a presentation.  When are you free, what days work for you?  It’s not uncommon for me to do in-services at staff meetings since I know it’s hard to get everybody together at once.  I can cater your next staff meeting also.

Remember the point of any/all of your cold calls is to schedule a meeting or in-service.  If you schedule a meeting, the point of your meeting will be to schedule an in-service.  The point of your meetings and in-services will be to generate qualified, convertible referrals.  ASK FOR THE REFERRAL!  So the next insured patient you have that you think will benefit from our services, give me a call.  Let me show you what we can do.  Please call me directly on my cell.  Its right here on my card.  This way I’ll be able to walk you through the entire process and make sure you have everything you need to help your patient as quickly as possible.

Remember that time blocking is transformational. Have relentless focus and turn your targeted prospects into accounts!

We highly recommend that you engage face to face with prospects 8 times within 12 weeks.

​Please utilize your templates and service schedules to make it happen!
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