Now is the perfect time to consider new tactics to grow your agency in the coming year. One of our top home health care marketing ideas is to focus some attention on nurturing your case manager relationships. Case managers work closely with those who are being discharged from the hospital, and their family members. A recommendation of your services from a case manager often carries a lot of weight for someone who needs support at home after a hospital or rehab stay. Relationships with these professionals can grow into significant referral sources for your agency, if you invest the time to strengthen them.
These tips can help:
- Take a view from their perspective. Being a “problem solver” is imperative to success in any business relationship. Think through what a case manager’s daily challenges are, so you serve as the solution.
- Showcase your differentiators. Highlight the unique qualifications of your agency as they relate to your case manager’s goals. For example, if the case manager has clients with Alzheimer’s, outline your robust dementia care training program and expertise. Any data that pertains to their goals, such as client satisfaction or reduced hospitalizations, can help reinforce the value of your services.
- Emphasize your willingness to accept clients on short notice. Often, family members involve case managers and social workers in urgent cases, so stepping up to come in to be the hero on short notice is a wonderful way to strengthen relationships and pave the way for more referrals.
- Be a backup plan. Staffing shortages are impacting all industries, and the day will come when another home care agency is unable to accept a new client. Offer to be a case manager’s backup plan if their regular provider falls through. When it happens, the trial referral will give you the chance to shine and win more referrals.
With the need for home care growing by the day, taking time to strengthen relationships with case managers is more important than ever. Let the senior care marketing experts at MOST provide you with additional home health care marketing ideas. Contact us any time at 800.370.6580.
