Bring them branded company swag. It’s not a bad idea to bring them mugs, pens, or other items (get creative!) with your logo on them. Not only is it an excuse to stop by, but a mug or item sitting on their desk everybody with your logo serves as a constant billboard for your agency to help you stay top of mind.
If you’ve won an award, share the news with them. Best of Home Care awards go a long way toward letting the referral partner have peace of mind trusting their clients with you. If your home care agency has won an award that you’re jazzed about, stop by and let your partners know. In a similar fashion, congratulate them if you hear that they win an award.
Bring donuts or food. You can’t do this every time, but it gets you in the door. Who’s going to say no? (Author’s note: my wife is a medical receptionist at a physician assistant’s office. Here’s a direct quote from her: “If you come and buy lunch for me and the other staff, do you think that going to make me make sure that you get to see the PA? . . . You bet! I’ll GUARANTEE you a sit-down with the PA if you buy me food.”)
Note: before you do this, make sure you’re aware of any legal regulations around giving lunches or gifts to referral partners. Read here for more information.
Bring educational materials. Grant Gaston of 52 Weeks Marketing emphasizes this one strongly. These materials should teach not only about your agency but about chronic senior care in general; for instance, how to provide dementia care, how to avoid depression in seniors, how to transition to a home-based setting. These will help to build your credibility and establish you as a trusted expert.
Bring (or send) them client satisfaction reports. This might be best done paired with another reason (for instance, bringing them donuts) but it’s critical that you periodically leave them with proof of your quality.
We’re big on this because it’s what we’ve helped agencies do for ten years. If you can bring them a third-party report showing that your agency’s clients have higher satisfaction than regional averages, you’ve taken a huge step forward in being their number one referral partner.