Finding the way in which your home care agency earns referrals is not a one size fits all, package deal. It can take hard work and some trial runs to figure out which method and strategy perfectly fit your home care business. Though, no matter which method you prefer to use, there is one secret ingredient which will help: being consistent with your methods.
Anthony Robbins once said, “It’s not what we do once in a while that shapes our lives. It’s what we do consistently.” If you truly want to shape your home care business into a thriving agency with a fantastic relationship with doctors, hospitals, and other resources, you need to be consistent in how you approach them. Being consistent with how you foster your professional referral sources will help you build out fantastic rapport, and become a trustworthy agency in the eyes of the medical experts.
Identify Who Could Be A Potential Referral Source
Which professional resources should you set your sights on? This could come down to what services you have in your area, a certain demographic you are trying to gain, or the connections you have already built. A few professional referral source suggestions from the 2017 Home Care Benchmarking Study are:
Home Health Agencies
Hospitals & Hospital Administrators/Executives
Assisted Living Facilities
House Call Physicians
Independent Living Facilities
Rehabilitation Centers (Outpatient)
Rehabilitation Hospitals (Inpatient)
Veterans Administration Programs
Connect with Professional Referrals Sources
When reaching out, put consideration in what you are trying to convey to the professionals. Instead of writing a generic email to your list, take the time to individualize it. Developing a trustworthy bond takes more than a couple of visits and emails. Focus on two or three referral sources at a time and carry out your relationship before you focus on the next batch.
Provide them with marketing materials for your company such as business cards, brochures, and other items you feel necessary, so they learn about your company and have plenty of extras to pass along to clients of their own. Help make them an expert on your company, so they can give their clients fantastic, yet true information about your company. Educate them on why you are the best in the industry.
To get some great ideas on what to take with you when you visit your referral sources, download our Referral Source Portfolio Checklist.
Communication is Key
Check back with your referral sources. The trustworthy bond you have built needs to continue being cultivated. Visit with them, replenish materials, and answer any questions the referral source may have. Once you start receiving referrals from them, thank them. When a referral becomes a client, let the source know how you are helping their client. This will help solidify the source made the correct choice in recommending your company.
Working with referral sources is an ongoing process which takes time, but with the right amount of effort, you will begin to network with other professionals who can send you referrals for new clients, helping your business to grow.
The Benefits of Both Sides
Referrals are not a one-way street. Make sure, whoever is your source for client recommendations, their business is also benefitting from it. Let them know you will happily refer any clients of yours to their business for any hospital, Medicaid, or retirement needs. The more you are willing to assist them in their business, the more they will have a desire to help you with your home care agency. Remember, you will be more successful if you focus on how you can help your potential referral source. Don’t think about it as gaining more clients, but helping their clients with your services.
Ask for some of the sources marketing materials to pass out to your clients. Make sure they are getting the same treatment you are expecting for your own business.
According to the 2017 Benchmarking Study, professional referrals accounted for at least 20%-34% of home care agencies revenue in 2016. This is an astonishing amount which shows how important these referrals are. When you begin to leverage professionals around the area and show them all the benefits of your home care company, you will also be able to boost your revenue by gaining more clients
Learn how Home Care Pulse can help you prove quality to healthcare professionals and work with them better to earn even more referrals with our client satisfaction program.