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Sales Tip of the Week: Do It Right or Don't Do It!

Identify all of your current referral sources. Make a list of all potential referral sources in your community, including...

• Physicians
• Case Managers
• Social Workers
• Discharge Planners
• Directors of Care, Nursing Homes and Assisted Living Facilities
• Trust Officers
• Seniors Organizations
• Ministers
• Volunteer Organizations (i.e. Meals on Wheels)
• Local and State Politicians
• Funeral Home Directors

Develop a strategic networking plan with input from your key management staff. Identify links or contacts with each of these referral groups.

Identify all community and state associations and determine the value of attending meetings and workshops. Develop a plan of who should represent your company at these meetings.

Position your company as a resource to the community when it comes to Home Care services. Provide information not only about your services but also about industry statistics, regulations, new trends, etc. Develop a package of information that you can provide to these contacts. Send copies of newsletters, press releases, brochures or industry information on a regular basis. This will set you apart from other companies.

This is the essence of effective networking-helping others. This is one of the fastest ways to cultivate productive relationships. When you help others you will get much more in return.

Be sure your staff members know that client referral sources are essential to the future of your business, so they will give them proper recognition and attention. Give acknowledgment in newsletters and memos to employees who refer clients to your agency.