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With expertise in electronic health records, regulatory changes and concerns, starting new agencies, and optimizing business, HEALTHCAREfirst is the industry leader on all information relative to the home care and hospice. Visit our home page for more information: www.healthcarefirst.com

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Using Marketing to Increase Referrals for Home Care Agencies

  
  
  
  
  

Part one: Howdy Doody Visits

Over the years, I've worked with literally hundreds of home health agencies, and I'm very fortunate to call many of them my friends. I doubt most of them remember our first meeting, but in most every case, our initial conversations end up with me asking "How do you get (or plan to get) patient referrals?"

Home health agency and doctor business meetingShockingly, the answer I get most often is "We have a marketing person and we make sure that she/he visits all of the physicians in our area and leaves them our brochure so that they think of us when they have a patient that needs home care." I cringe when I hear this and immediately think.....another "Howdy Doody" marketing program.

I refer to these marketing efforts as "Howdy Doody" because these agencies typically have hired someone to drive around town all day, stop in Physician offices, drop off a brochure, and say "Hi" or "How do you do?" (Howdy Doody). This is not good marketing and it is a waste of time!

Marketing should be done by a true marketing professional, not someone that would take a minimal annual salary set aside as an experiment. Someone who will develop a well thought out and measurable strategy/plan to differentiate your agency and ultimately get referrals. This professional can set your agency up as a resource to the Physician, versus just another "Howdy Doody" agency, and the referrals will come.

I love to visit with agencies about the proper way to attract, hire, measure and compensate marketing professionals that can get these results. It is not difficult to grow your business, if you take the growth of your business seriously.

If anyone is interested, I'll write about some of the most successful marketing programs I've seen used by agencies. Is anyone interested?

Read Part two: Finding the Right Home Health Marketer

Comments

Yes, I'd be interested to hear about some of the programs to which you are referring.
Posted @ Tuesday, November 03, 2009 7:15 PM by Karen Blough, Heaven Sent Home Care
Me too. I'd be very interested in a professional approach that will set us apart.
Posted @ Tuesday, November 03, 2009 11:42 PM by Jeff Emrich
Always looking for new ideas.
Posted @ Wednesday, November 04, 2009 7:13 AM by Russ Hartner
yes, I am very interested on how to get measurable results
Posted @ Wednesday, November 04, 2009 12:03 PM by J Friedmann
I'd love to hear more.
Posted @ Wednesday, November 04, 2009 2:33 PM by Opal Rowe
I would be interested in hearing more.
Posted @ Wednesday, November 04, 2009 4:17 PM by Claire Prymus
I'm very interested in successful marketing ideas.
Posted @ Thursday, November 05, 2009 7:53 PM by Marianne Windhorst
Always interested in new ideas!
Posted @ Wednesday, November 11, 2009 2:24 PM by Maureen Robinson
I would like to hear about this info also.
Posted @ Wednesday, November 11, 2009 6:16 PM by John Zimmwerman
Yes, tell me where I can hear more!
Posted @ Wednesday, November 18, 2009 7:32 AM by Christine Maxwell
yes. always looking for ways to make my biz more prominent. you expertise is appreciated.
Posted @ Sunday, November 29, 2009 6:30 PM by n. arizonna
Still interested in hearing about your methods
Posted @ Monday, December 07, 2009 4:20 PM by Claire Prymus
Would like to recieve more information about your proven marketing strategy.....thanks
Posted @ Tuesday, February 09, 2010 5:27 PM by Corey Carney
Yes, I would like to hear some of the programs/stragegies for increasing physician referrals.
Posted @ Tuesday, February 09, 2010 7:22 PM by T
Yes, I am interested in learning about effective marketing. Thank you!
Posted @ Sunday, February 14, 2010 11:31 AM by Maria
Yes, I would like to learn more about the best way of marketing
Posted @ Monday, March 15, 2010 12:10 PM by Gurjit
love to hear some new ideas
Posted @ Tuesday, March 30, 2010 12:36 AM by sami
Comments have been closed for this article.