This post is part one of a series about managing your sales process and getting home care referrals from professional referral partners. Read part two to learn how to create a referral marketing strategy and part three to learn how to network with professional referral partners.
Home care agencies are fraught with challenges, especially in their opening stages of growth. Many of the greatest challenges, like generating referrals, ensuring consistent care, and building up a solid group of caregivers, can be solved by hiring great staff members to help you carry your vision forward.
However, it can be difficult to decide when to bring on new staff, and how many to bring on. In particular, many home care owners wonder when it’s the appropriate time to bring on a sales rep/marketer. While this position is critical to help speed up your agency’s growth, it can be extremely daunting to bring on a new staff member if you’re still building up your client base.
It’s important to remember that no two agencies are alike, and you may find that your agency requires a different solution than our suggestions here. However, it’s always good to have a ballpark idea of what other agencies are doing, and what’s generally recommended—and we’re happy to provide that here.
We’ll offer three perspectives on the question: first, we’ll look at what other agencies are doing, per the Home Care Benchmarking Study and what’s generally recommended; second, we’ll turn to Shelle Womble, home care sales and operations coach at corecubed; third, we’ll see what Grant Gaston, president of 52 Weeks Marketing, has to say.
Their answers vary a little—but they’ll help to provide you with a broad view of the question that you can use to make an educated decision for your agency.