Posts Tagged ‘marketing strategy’
How to market home care services?
Catering to those who need home care services can be gratifying and fulfilling work; however, marketing these services may present a tough challenge for home care agency owners. Home care is an “at need” service because people do not pay attention to these services until the need arises. The key to home care marketing success is being called when the need arises.
So, how do you get people to call? You give them a reason, based on their need for information. You stay in front of them on a regular basis so they remember your agency name. Unfortunately, the needs for home care often come at unexpected times, and what home care means may not be totally understood. Be the local, approachable resource for information and be a comfort during a time of tough decisions for your audience.
As a former home care agency owner myself and a marketing expert with today’s technology, I know from working experience that growing an agency means:
- Having the right information available in a variety of online ways;
- Interacting and responding appropriately, online and directly;
- Integrating all outreach, communication efforts with online inbound efforts.
My next post will explore finding your target audience and referral sources. In the meantime, check out MOSTSM, our coveted monthly turnkey marketing communications program designed for home care agencies—so you can put my strategic marketing practices into play immediately.
Home Care, home care marketing, Homecare Marketing, homecare marketing plans, marketing strategy, monthly communications
Inbound Marketing as it Relates to Website Development
As promised, more on inbound marketing and how it relates to website development and overall strategy. Every day, people are seeking web-based information to learn about home care services, to vet agencies and find jobs. There’s an enormous advantage of having a marketing strategy on the web—24/7 interaction and collaboration with your audience; control of information; ability to have a presence where people are searching. Oftentimes, if an agency cannot be found online, potential clients and referrals will move on to the next provider whose information is available at the click of their mouse. So, website strategy all starts with pursuing, persuading, and keeping in touch.
When designing a website to be a successful marketing tool, be mindful of search engine optimization (SEO)—key words written into your messaging that will help your company to be found during online searches (think Google, bing, etc.). And, use your new site to build a referral base and contact list. Many agency sites use a “Contact Us” form for online visitors to fill out for referral tracking and future outreach.
A contact management process allows companies to remain in regular communication with people and helps keep the agency top of mind with emails or newsletters. However, going beyond basic contact information and asking more questions can mean the difference between just another email address and a potential referral source. When implementing a “Contact Us” page, ask referral sources for additional information such as:
- Is there a specialty service you provide that our patients might want to use?
- Do you have educational needs that one of our home care experts could fulfill?
- Is there a particular type of patient that you work with best?
- What is the most important item you look for when making a referral?
Also, create a separate section within the online contact form for direct inquiries from potential patients or family members and ask:
- Are there any physical limitations which require special assistance?
- Are there special dietary needs or restrictions?
- What is the current level of physical activity?
- Are there any special medical conditions?
And for each and every inquiry, ask:
- How did you hear about us?
Collecting answers to these simple questions will help the intake process run smoothly. Just remember to keep it brief! Check back next week for tips you won’t want to miss about marketing messaging that engages and connects with your target audience.
In the meantime, if you have questions about marketing your home care agency, I would love the opportunity to strategize to help you meet your marketing needs. Or, book me to speak at your next home care or marketing event.
home care marketing, inbound marketing, marketing strategy, website strategy
Marketing versus Sales
In home care, the folks who are tasked with going out and getting business, i.e., selling services, are called marketers, not sales people. Why? Somehow selling services that allow people to remain at home to recuperate or to age in place from frailty until death, is seen as tactless, and marketing instead of selling seems a better fit. And for government reimbursed services, sales are not included. Strategy and being a community liaison in order to market home care services are OK, but direct sales or solicitation is not.
So what does a “Marketer” for home care services need to do to generate business?
First, they need to treat any potential clients or referral sources as if they are the most valuable person in the world. Secondly, they need a plan and a system for success with goals they can reach and some measurement so they will know when they reached those goals.
- A plan includes setting goals and objectives, and targeting those with the best chance of buying, or being interested in an ongoing relationship
- Focus on the more high-potential opportunities, which can be high potential for revenue like 24 hour cases, or high potential for ongoing referrals, like a hospital discharge planner or a rehab facility, or an assisted living facility that does not provide home care
- Follow up consistently. Plan on at least three to five meetings to get noticed and to be recognized
- Listen more than they talk to learn what the client or referral source needs and wants
- Ask for the business when appropriate .
Some people are natural “rainmakers”. However, it is like luck and chance, those who succeed may be lucky and take advantage of chance, but usually they are where they are for a reason. Rainmakers start with a plan, take advantage of opportunities, set goals, and persist.
Make certain that all activities, advances, time spent on developing business is measured and evaluate, over time, whether your approach is working . Change things that are not.
WomenEntrepreneur.com August 3, 2010
Value innovation occurs when a company implements a strategy that decreases costs, eliminates competing factors and offers something new the market has never seen. This strategy from Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne results in what the authors call a “blue ocean.” Those who operate traditionally, fighting and drawing blood by competing on cost and factors that already exist, are in a “red ocean.” These competitors are required to totally rework their thinking just to keep up with the innovator. The concept of creating products using the blue ocean strategy changed the way I conduct my business, and I believe it will change yours.
Read the complete article here.
Focus on Winning
Calvin Borel is not called Calvin Bo-rail for nothing. If you watched the 136th running of the Kentucky Derby with a “seasoned” eye, you would have seen his strategy. He took the shortest route, right on the rail (bo- RAIL, get it?) and when he saw an opening in the stretch, he headed right through it and let his horse go. The rest, as we say here in the Bluegrass, is history.
Focus is what won that race. Alright, he is talented, skilled, experienced as well, but it is the focus that separated him from the others who did not win on Saturday. And it is focus along with persistence and determination that makes businesses succeed. Take a look at your agency’s or business’ marketing efforts, and ask yourself if you are approaching a) the right targets with b) the right message and c) the right way so they will respond as you are desiring. (more…)
