Two Ways to Grow Referrals
Posted by Mike Ferris on Friday, June 26, 2009 and posted in Home Health Care SalesThere are only two ways to grow referrals:
1) Gain referrals that would have gone to the competitor
2) Expand a referral source’s use of home health
Think about the process to gain each type of referral differently. When competing for referrals, you need to sell using competitive advantages. How you can make their lives easier is important. Know how you compare to the other agency they are using. Never trash the competition, but you should always make sure to know what is most important to the referral source and how you compare in those areas.
To expand a referral source’s use of home health services, you must first understand how they currently use them. Then ask good questions about the types of patients they serve and the ones that cause them the most challenges. This will enable you to present your services as a viable solution to them. These can many times be the easiest referrals to garner as they are ones that are currently going without. These referrals are good business and you are truly benefiting the community.
Excerpted from Field Guide to Selling Home Care Services with Legendary Results by Michael Ferris