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.
Using Case Studies is an excellent way to communicate with your referrals sources in a professional manner. Most nurses and physicians learned in their education using Case Studies. Using a Case Study as one method of relating to your referral sources allows you to:
1.) Help people understand what a hospice and home care patient looks like.
2.) Deliver your value propositions.
3.) Leave behind a quality piece to build your brand.
Here is how you go about creating and using a Case Study. And in the spirit of the holiday season, I am at the end of this post providing an example of a Case Study!! Happy Holiday
Tool Description: The Case Study is a monthly tool that is developed and used by Sales staff, clinical liaisons and others that work an account such as a hospital or senior living community. The case study illustrates the type of patients eligible for hospice or home care, the skill sets your care team draws upon to care for the patient/families and the value proposition delivered to the hospital and/or senior living community. Each month, the salesperson, nurse liaison, etc. identifies a case they worked on that demonstrates a specific patient disease type you wish to showcase how your clients can benefit from accessing their Hospice Benefit or Home Care.
Targets Audience: The Case Study is intended to be used in both a formal and informal manner. The target audience for the formal use would be those areas in the hospital that helped care for the patient in the Case Study. The salesperson and/or liaison would approach these areas to ask for 5 minutes at a staff meeting, shift meeting, etc. to share the care study and hand out a hard copy. For example, let’s say a patient came into the hospital through the Emergency Department and ended up in the ICU. Let’s say that Case Management, Chaplin Services and a Hospitalist Group were connected with the case. The salesperson and/liaison can also use the Case Study as a conversation starter and review the case in as little as 90-seconds with an individual always giving a hard copy of the case to the individual. The goal is to pass out 200 Case Studies per month in a hospital setting and 50 in a senior living community.
Following is an example of Hospice Case Study. I hope you find it helpful. Feel free to call if you would like to discuss.