Home Care Referrals
I have to take a moment to thank Tony and Nicole on my staff for their efforts in putting these Dramatizations together for us. What a great picture they paint of situations WE face each and every day in our quest to develop professional home care referrals. I know at first when you view this video, you may think to yourself, “What’s wrong with that?”. I feel you. Tony walked in after meeting Nicole, the Director of Admissions, last week at a networking event for follow up. He reintroduces himself, Nicole realizing he needs social services, agrees to introduce him to the director, and they can go from there. This is what we all want right?
WRONG!
This is one of the biggest problems the average marketer faces. They are too eager to get the referrals and they miss out on developing important contacts with in the referral source, like the Director of Admissions. As a result, they get to the social worker, have no relationship with anyone else, and then when they try to come back to see the social worker again, they hear “she’s in a meeting” or “She has your information and will contact you if you she has a referral for you.” Opportunity lost, you’re now going to have to work twice as hard to get back in front of her again.
This is why its so important to come in with a strategy for success, and show these contacts the importance of working with you (and your company). You’re trying to create as many relationships with as many contacts with in a referral source as possible, so that these individuals will WANT you to get their referrals and ensure the social workers are referring them your way. So with that in mind, instead of running to social services, let’s talk for a moment about the director of admissions and what are the things she’s looking for:
- Hospitalization Rates – Your Company NEEDS to be on top of this. The lower your rate, the more the admissions person is going to want to work with you and make sure you get the referrals from her building
- Collaborating on Events – Every company in healthcare hosts events at their building periodically. Work together to create an event that will make her look good, and she will want to work with you for the long haul.
- Referrals – Believe it or not, you ARE in a position to refer patients to her. You are caring for people in the home, and WHEN (not if) they end up in the hospital, you can help recommend the partners you have in the community. So knowing full details about her building will allow you to confidently make a referral when the time comes.
- Attacking Hospitals – In time, you can develop your relationship strongly enough to prove that the tandem of SNF and Home Care produces the best outcomes. Now together you can both walk into hospitals and lobby for referrals to her building and directly home to YOU!!!
These are just a FEW of the things you can discuss with Admissions folks that would prove your worth and separate you from your competitors. Every client we have, spends hours and weeks preparing for this moment. We teach them exactly what to say, how to say it, and what are the next steps (following up) to secure a strong relationship for the future. This is one of the main reasons why they are so successful and we can guarantee referrals.
The next time you find yourself in a position to meet an Admissions Director at a potential referral source, don’t by pass her. Instead have a detailed plan of discussion points prepared so you can win her over and leverage that relationship for referrals down the road. A little patience goes a long way towards getting the desired goal.
Have a great week everyone and God Bless.
