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Sales Tip of the Week: 6 Ways to Market to Discharge Planners

The way you approach your sales and marketing efforts should certainly change based on who you're speaking to. Each of your referral sources will have unique needs, challenges, pressure points and concerns. The following are a few specific ways to increase your referrals from Discharge Planners:

1. Take the occasional charity case or difficult case.
2. Provide the discharge planners with a list of insurance companies for which you're a provider.
3. Send updates whenever you change your service or service areas.
4. Respond promptly to problems and contact them when they are resolved.
5. Respect the discharge planner's time - they are busy! Try to make an appointment to visit with them in person.
6. Don't expect a new discharge planner to know everything. If you take the time to nurture a relationship with a new discharge planner and educate them, that person will be sure to remember that you gave them extra attention and will be very likely to send business your way.