With the home care industry becoming more and more competitive, you need powerful, reliable sources of new client referrals. A client referral program is a built-in way to jumpstart your home care agency’s growth.
Your Client Referral Program
You’re probably already getting referrals from your clients, but have you created a detailed and deliberate process to make these efforts as effective as possible? Here are nine steps to get you started:
1. Offer a discount and make this discount known in any conversations where you ask for referrals. We recommend offering 10-15% off a week of services. While an incentive like this makes a small cut into you profits, it will pay for itself quickly with the new clients it brings.
2. Create a goal and incentive program for your staff. A key part of a good client referral program is an office staff that is involved and invested. Set a reasonable monthly or quarterly goal and post the goal along with your progress toward it somewhere that all staff involved in getting referrals can see it regularly. Offer an incentive if the goal is reached: free lunch, gift cards, or even a cash bonus.
3. Train your office staff to ask for referrals as part of regular communication with your clients. Cash in on compliments: If your client is thrilled with your services, use that as a natural segue into asking if they know anyone else looking for home care that would benefit from one of your caregivers. If you’re communicating regularly with your clients, you’ll have plenty of opportunities to have this conversation.
NOTE: Not every conversation you have with clients needs to include asking for referrals, but it’s important to work it in consistently as appropriate.