What steps are you taking to gaining referrals? If you have not realized this yet, you will eventually find out that there is not a one-size-fits-all method. Your home care business should find various methods that will work for your business.
Every home care company needs to find their own strategy that will be successful in getting them the best professional referral sources they are looking for. It does not matter what strategy you plan to use, you will need to make sure you do one thing: remain consistent. It is highly important that you remain consistent with your strategy and your approach.
When you meet with professional referral sources, you will have once chance to make a solid impression. One of the best things you can do when you are looking for professional referrals is to create an effective packet of information that will give the referral sources the information they need.
What Should You Include In Your Packet?
- The mission/goals/objectives of your home care company
- A list of services you provide
- Information about the areas you typically serve
- Biographies of your staff members
If you truly want to make a great impression with your referral packet, we also suggest that you include more items that will provide proof of the services you offer. When you provide greater details, you will improve your chances of earning trust. You will also improve your chances of increasing your referrals.
- Testimonial reports from clients and caregivers
- Ratings from your clients and caregivers
- A list of certifications that you have earned
- A list of awards that you have earned
Consistency Is The Key
These are only a few things that need to be included in your effort to develop referral sources and create lasting relationships. If you find yourself failing at building relationships with your referrals, you are likely lacking in consistency. If you truly want to have a successful home care company, it is important that you remain consistent.
Where Are The Professional Referral Sources?
Where should you start when you are looking for the professional referral sources? Before you start the marketing phase, we suggest that you create a list of the professional referral sources that you want to attract. Here are only a few of the professional referral sources that you can target when you are starting your marketing phase:
- Nursing facilities
- Rehabilitation centers
- Care managers
- Physician offices
How can you choose the professional referral sources you should target? The professional referral sources you plan to target will be based on a variety of things, including the following:
- What professional referral sources are in your network?
- What professional referral sources are available to you more than others?
The professional referral sources you will target will want to refer their clients to a home care company that will provide the clients with excellent care. It is important that you have the ability to effectively communicate why you are the perfect company for them. Why did you decide to build a home care company? Do you enjoy what you are doing for your community?
Many home care company owners have various reasons why they wanted to enter this industry. Some people have watched loved ones and friends suffer because they did not have the proper care. When you speak to your referral sources, you should make sure they completely understand why you have chosen to do what you are doing. You want them to feel why you have made the decision to help improve lives.
At Savii, we understand that growing a business can be challenging and frustrating in the beginning, but we encourage you to continue to remain consistent. You may not see the results you want in your first attempt, but the key is to not give up. Once you create a plan, we encourage you to implement the plan for 6 weeks and then review. Make edits as needed but work the plan.
One of the best resources we have found in the home care space is Valerie Van Booven's site for Home Care providers. Check it out for more great tips and resources.