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Sales Tip of the Week: Understand Why Clients Refer

Whether you have more referrals than you can handle or there doesn't seem to be a referring client in site, it's important to understand why someone would refer to you. That way, you can keep doing the things you're doing right and spot inconsistencies that you need to adjust.

Here are reasons why clients refer:

1. They trust that you will follow up with them and make them feel good about making the referral.

2. They think you are fair and competent. People who refer Home Care clients require a sense of security and trust. They must feel that the patient will be well taken care of.

3. You are convenient and easily accessible. People today like things quick and easy. They want to be able to call one number, not be placed on hold, and be able to get immediate attention. If you can treat referrals as high priority, the response from referral sources will be very positive.

4. They believe you will reciprocate. Setting up mutual referral systems is a quick, easy and professional way to generate more referrals.

Next week, we'll cover the equally important reasons why clients don't refer...Stay tuned!