Lead Referrer Channel Management

 

Results Care Group was asked by a large aged care provider to help it establish a proactive lead referrer channel approach.

 

The Need

 

The organization wanted an approach which helped it get more than its fair share of leads from its channel.

 

The Solution

 

Results Care Group undertook analysis of the existing situation and devised a channel program for the organization to follow. The program identified the key channels to target, entailed a “fast start” initiative, and involved capability training and coaching for the sales staff.

 

The outcome

 

The organization received positive feedback from its lead referrer channel on its proactive program and experienced a significant increase in the quality and quantity of leads from its key lead referrers.