In The Trenches
Ok, it’s summertime, so historically home care business is down. We hear all types of reasons why, usual referral sources are on vacation, our client base is more active, neighbors and families are able to pitch in more…whatever. We just know referrals and revenue usually take a dip in the summer months.
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This month let’s start a series of instructions on how to effectively sell to our senior clients.
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Setting clear expectations is not a new concept for home care sales managers and owners. But in our attempts to define expectations, we sometimes lose sight of holding our staff accountable.
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Private Pay home care referrals are certainly precious these days. We are often asked “How long should you wait to visit/work an account once they have been burnt?”
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In my never-ending quest to provide you guys with great ideas for marketing private duty services, I am sometimes struck by the basics of marketing in general. Something happened this past month that led me to a sales epiphany.
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Hello soldiers! This month I want to share with you an idea on how to reach the physicians who hold the most numbers of potential referrals in your local market – the General Practitioners and Specialty Physicians. Here is an effective idea that may pay off with big referral numbers for you and your agency from this market sector.
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We are in month two in the series of spotlighting the top 9 under-serviced markets as identified by NHPCO. This month we will be discussing Hospice care in Prisons and Correctional institutions and how hospice agencies can provide these needed services.
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All right sales heroes, are you ready to differentiate your agency’s services? Instead of running by the grocer and grabbing bagels for all the gatekeepers, try to develop a value-added client-specific plan of marketing.
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Today let’s begin a series of hospice-specific marketing strategies that identify the top 9 under-serviced markets as identified by NHCPO. In alphabetical order the nine identified market groups are:
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“All truths are easy to understand once they are discovered; the point is to discover them.” — Galileo
The truth about hospice is simple. It is the supportive care given to people in the final phase of a terminal illness. Its focus is on the comfort and quality of life, rather than the cure. In marketing our services sometimes we are completely shut down by challenge statements that are simply not accurate.
Hello sales warriors,
It’s tough out there, isn’t it?
We go around calling on the same people with the same message day after day. No wonder the #1 reported complaint from sales professionals is burnout.
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Do you ever feel like you are on a merry-go-round, chasing the same referral sources around and around with no distinction? You are not alone....read more
More than any other home care service, hospice agencies must educate in order to market. Certainly there is confusion in the general community about hospice services. It is estimated that less than 50% of eligible recipients realize that hospice services are covered by Medicare, however that is the subject of next month’s column. This month I would like to target a more direct referral source: the physicians and other clinical referral sources in your communities....read more
One of the most effective ways to distinguish your company in a crowded market is to use the specialized abilities of your caregivers as a unique selling point. You’ll immediately add value to your company when you train your staff on an area of specific care to a specific target customer....read more
Do you ever feel like the physicians' offices only want you to visit when you have a lunch for 12 to 15 in hand? If your biggest decision in putting out your agency's resources is pizza or subs, you may want to put more strategy in your approaches....read more
Hospice is one of the most purely selfless services we provide as home care companies. It is the simple act of compassionate care provided to people who are facing a crisis. The marketing of such services on the surface can be seen as unnecessary or even at times unseemly. As the face of our agency, we must approach our jobs with an overview on the expectations of our different customers.
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Welcome to the newest TAG Coaching feature: In The Trenches. Every month we’ll update this new column with real world marketing strategies designed for private duty owners and marketers…so let’s get started…
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