It’s a topic most people don’t want to think about, especially when they’re young, vibrant and feeling invincible. Eventually, though, it’s something we must all give thought to: our needs and the needs of our loved ones as we get older – or worse, suffer a debilitating condition.
More specifically, what will happen to a loved one when taking care of him becomes too much for the primary caregiver? Will he be moved to a nursing home or other long-term care facility, or might he be able to stay in the comfort of his own home?
Everyone works the “middle” in the hospital. Those case managers, social workers and discharge planners. There are a number of other people in the hospital who are critical to referral development. They may never directly refer but have a tremendous influence on what hospice(s) gets a preferred status. Learning how to relate to these people on value will help pave the way to the referral promise land. But first you need to understand what relationships you have in place with these people. I call it “relationship mapping.” Below is a basic grid you can use to complete this process and instructions how to use it.
Video – The Power of Case Studies
Using Case Studies is an excellent way to communicate with your referrals sources in a professional manner.
DOWNLOAD THE FREE SAMPLE CASE STUDY
The days of selling solely replying on “Trash and Trinkets” is over!! Such things as pens, cupcakes and candy are a thing of the past. Selling Home Care and Hospice on value is king. Understand the value proportions and being able to communicate them to referral sources is what will drive referrals…..not cupcakes.
Aging in America – Things That Make You Feel Old
Knowing the things that make people feel old can be valuable especially as you work with Independent and Assisted Living Communities.
The people we care for are usually in their senior years. Knowing the things that make people feel old can be valuable especially as you work with Independent and Assisted Living Communities. Knowing what things that can make people feel old can help you and your staff bring more value to the people you work with and who refer to you.
While death, taxes and aging are facts, the notion of aging as an uncontrollable, unstoppable force may, in fact, be faulty.
Did you meet your 2014 growth goals?
NOW is the time to complete an assessment of your sales talent, strategies and actions in preparation for growth in 2015.
Did your organization meet its 2014 growth goals? The year is rapidly coming to a close and if you did not meet your 2014 growth goals what makes you confident that 2015 will be any different? We all know what Einstein said about doing the same things over and over again hoping for different outcomes…Insanity!!
As competition in hospice and home care continues to grow so does the quest for finding a competitive edge. The fundamental edge of service excellence is becoming a “front and center” strategy to support growth. Without excellent service you run the risk of losing your reputation and referrals. The lifeblood for any business!
What are your thoughts on a CON growth strategy?
Winning this CON will have meant the hospice awarded this gem strategically identified applying for CONs as a growth strategy.