By Stephen Tweed
In studying the factors affecting the future of home care, we have learned that one of the concerns of many home care CEOs is attracting new clients.
According to the 2023 HCP Benchmarking Report, the Number 3 Threat to home care companies is attracting enough referrals, right behind “Caregiver Shortages” and “Caregiver Turnover.” With increasing competition, it is becoming more difficult to find the right clients to grow your business.
Setting Up A Home Care Sales Process
Research from HCP, Leading Home Care (a Tweed Jeffries company), and The Home Care CEO Forum highlights the effectiveness of having a professional home care salesperson build relationships with key referral sources. This strategy proves instrumental in attracting new clients with significant weekly hours and prolonged stays. A step-by-step process, executed by a skilled salesperson, can significantly impact attracting new clients for business growth.
The Seven Step Home Care Referral Source Sales System looks like this:
- Prospecting for the right referral sources
- Making the approach to the individuals
- Developing rapport
- Determining needs and wants
- Presenting your programs and services
- Closing the sale
- Nurturing the relationship.
Training Your Home Care Sales Professionals
We’ve discovered that one of the most effective ways to train your professional sales representatives is to have them participate in the Senior Solutions Sales Academy with Sarah Barker and Connect Forward Training. The Senior Care Solutions Sales Academy is a two-day program where Sarah gives your sales professional proven skills to implement this process and bring in new clients. She also introduces your people to content experts who can show them how to make connections and build relationships with various types of referral sources.
We have seen new home care salespeople significantly boost their results through the Senior Care Solutions Sales Academy. If you would like to participate in a future Senior Care Sales Solution Academy, you can reach out to Sarah Barker at info@connectforwardtraining.com
Or, you can apply for admission to the program with this link: Student Application