How to Bring Compromised & Inactive Accounts Back to Life Presenter: Stacey Sam

About Me Born & raised in Erie, Pennsylvania Graduate of Slippery Rock University of PA Background in marketing, healthcare auditing, & non-profit program evaluation Sr. Donor Recruitment Representative with UBS Las Vegas over two years Why is this topic important to me?

It’s time to change your outlook Sometimes “looking back” isn’t a bad thing There’s no place like… “the familiar” WHY should we discuss this topic? WHY NOW?

Why is it important to target former accounts & get them to head back in your direction? The odds are in your favor Reactivating & retaining are more efficient There’s no good reason for leaving Churn rate (no, not like butter) It’s all about the Benjamin's… I mean, benefits!

So, how should you prepare? ID, analyze, & investigate Learn to like history Don’t get blindsided Things You'll Need: Mental Toughness Agility Determination Work Ethic Be prepared!

DON’T GET BLINDSIDED!

The Dr. Seuss Selling Technique Keep building the relationship Listen & ask questions… use open questioning Toggle between understanding & selling Understand the challenges they are facing They’re buying you! Part One: Sam is selling a product…

2 Scenarios Haven’t said no, but haven’t said yes… LIBERTY HIGH SCHOOL Asked why, but didn’t feed them excuses Didn’t need to focus on probing questions Clearly explained expectations Requested an opportunity to work together & made the sale Haven’t said no, but haven’t said yes… LIBERTY HIGH SCHOOL Asked why, but didn’t feed them excuses Didn’t need to focus on probing questions Clearly explained expectations Requested an opportunity to work together & made the sale Have said no… Ask questions… BASIC HIGH SCHOOL Preparation & research Asked why Used probing questions Shared how things would be done differently Clearly explained expectations Requested another chance & made the sale Have said no… Ask questions… BASIC HIGH SCHOOL Preparation & research Asked why Used probing questions Shared how things would be done differently Clearly explained expectations Requested another chance & made the sale The Dr. Seuss Selling Technique

Don’t limit your prospect to one option Provide understandable options But not too many Most aren’t fluent in multiple languages Speak in terms they can understand Believe in what you sell The Dr. Seuss Selling Technique Part Two: Sam consistently offers a choice…

Don’t take it personally Objections are common… It doesn’t mean they aren’t interested Note: This doesn’t always apply to personal relationships Dig deeper by listening Finally, don’t forget to… The Dr. Seuss Selling Technique Part Three: Sam refuses to give up…

Ask for the sale!

The Cost of Pride Don’t let pride stand in your way Get uncomfortable Time to get down & dirty “Tools of a Gravedigger” It could test your pride, but more importantly… Get uncomfortable…

YOUR ABILITY TO SWALLOW IT.

Create a “Keep in Touch” Campaign Out of Sight, Out of Mind Use polite persistence “It’s not you, it’s me” Leverage works Ask yourself: “How important is this sale?” Referrals, Referrals, Referrals DO THIS FOR BOTH TYPES OF ACCOUNTS… Are they a “no,” or a “no, not right now?”

Case Study #1: Green Valley Presbyterian Church Inactive account since April ’04 Pursued approximately six months No good reason for discontinuing blood drives Reactivated in June ’08 Since reactivation, have done the following: Sponsored five blood drives Collected a combined total of 91 procedures & 104 units

Case Study #2: St. Rose Dominican Hospitals – De Lima Inactive account since June ’07 Pursued approximately 18+ months Compromised account Utilized connections at other campus to gain leverage Reactivated in January ‘10 Since reactivation, have done the following: Collected a combined total of 30 procedures & 33 units Best blood drive in the history of this sponsor group

Inside Look: A True Story Pulled sample of 12 inactive/compromised accounts Industries varied greatly A total of 1184 procedures & 1434 units collected Apply the equation I described earlier to determine: What past treasures may be hiding back at work? My official recommendation:

WHEN IN DOUBT, TAKE A PAST ROUTE Find your newest & best customers “in-house” Unleash your previously held pride A fresh start It’s like finding “free money!”

Thank you & best of luck! References: