Ever walk into a facility and have a difficult time getting a referral from a Social Worker? I know I have. Social workers are a great way to gain business. However, more than often, we run into a Social Worker who will not give us the time of day. On this week’s episode of A Drink With “The Hurricane,” I will teach you two ways to handle a difficult Social Worker.
You can meet a Social Worker using these two methods:
- Power Partners Introductions
- Blanketing the Account
A Power Partner is a great tool to use when dealing with a difficult Social Worker. How? You may ask. Like I say time and time again folks, Social Workers refer those who they know, like, and trust. Remember it takes 8-12 visits for a Social Worker to refer you.
Here’s how we jump start this process. Ask your Power Partner if they know this Social Worker. If so have them introduce you to her. This will allow a warm introduction as well as makes you a reputable source.
Now what if your Power Partners don’t know this key content? Now What?
If your Power Partner does not know this contact the next step is to blanket the account. Get to know everyone at the referral source, this does not mean only get to know the Social Service Department. When I mean everyone I mean everyone! By getting to know many people at the account, you are creating the know, like, and trust factor with the whole facility. This will allow others to become familiar with you and eventually will lead to gaining referrals.
When it comes to marketing your home care business it’s all about the contacts we make to get us those referrals. If you are interested in learning more about this topic, sign up for our Referral Masters Boot Camp, February 8-10th, in Houston Texas. Steve “The Hurricane” has sold out Boot Camps nationwide and has transformed the lives of business owners across the nation. If you are serious about establishing a solid foundation for you and your business, this is not the event you want to miss! I look forward to meeting you in Houston, where our team will teach you how to Blow Away The Competition!