March 10, 2016 |

7 Ways to Increase Your Senior Care Referrals Today

Referrals are key to the success of your business. Unfortunately, no matter how high-quality is the service you provide, you cannot expect to grow your business without a proactive strategy. To increase the referrals you receive for your in-home care business, eliminate bad practices and implement proven ideas. Here are seven simple and effective ways to get started.

1. Draw Up a List of Potential Referral Sources

Your top sources of referrals will be your clients, but receiving referrals from other sources will increase your chances of success. You can find additional referrals within your community, including hospitals, nursing facilities, rehabilitation centers, care programs, and other facilities, clubs, and organizations that are not your direct competitors.

2. Supporting Your Sources

To ask for referrals, you’ll need to form a connection with your sources. Once you’ve established a relationship, reach out to them in person, rather than through email or a phone call.

Provide your sources with material they can offer potential referrals, such as your brochures and business cards. Ensure your sources are well-versed in the senior care services you offer. This will enable them to adequately explain your offerings and answer prospects’ questions. You can also offer incentives, monetary or otherwise, to gain more referrals.

3. Return the Favor

Whenever possible, refer your own clients to sources for services you cannot provide. This will show you appreciate receiving the referrals and will allow you to go an extra step in taking care of your clients. If you develop a strong relationship with a facility offering services that complement your own, you may wish to design a referral strategy that will benefit the both of you. This could be something as simple as distributing each other’s business cards or as significant as sharing advertising space or booths at events.

4. Process Referrals Early

Act on new referrals as soon as they reach you. Waiting just three days can cause negative effects, including the loss of future referrals from your source and lack of revenue for every day you delay. After initial outreach, keep checking up with the referral to answer queries and resolve concerns.

It is equally important to acknowledge referrals as soon as possible. A simple thanks to the source may well help you receive more referrals in the future.

5. Hire Staff to Handle Referrals

Speed up the process of converting referrals into clients by dedicating a few members of your team to the task. It is critical you seek out the right skills for these employees. For instance, customer service experience will ensure staff have good phone manner and know exactly what to say to convince referrals to choose your company.

Employees on your referral team must also show empathy toward prospective clients, finding out what referrals need before examining them to see if they fit the profile of an ideal client. It is useful to hire referral specialists with a medical background who can explain the health care side of your service.

6. Avoid Over-screening

Over-screening is a waste of time and often results in losing clients who could benefit from your services. Before you reject a referral, bear in mind that some may be misinformed or lack information to answer your questions sufficiently.

Dismissing referrals too early also runs the risk of losing future referrals from your source. Adhere to the philosophy that all referrals are potential clients until you prove otherwise — and not the reverse.

7. Measure Your Efforts

To fine tune your strategy, you’ll need to measure every stage in the referral process to determine which areas are effective and where you’re falling short. At a minimum, record the number of referrals you process, how long it takes a referral to become a client, and the ratio of referrals to clients. If a potential client turns you down, always try to find out why. By learning from your experience, you can avoid making the same mistake for future referrals.

To receive plenty of referrals, you’ll need to take action to stand out from the crowd. One of the best ways to achieve this is to improve your home health care services. Utilizing SeniorGrowth will allow you to generate paper-less assessments relating to every aspect of seniors’ wellbeing. You’ll also have access to personalized recommendations to enhance care and improve quality of life for seniors.

What do you think of our checklist? Tweet us your thoughts @SeniorGrowth.

At SeniorGrowth, we are dedicated to improving the Quality of Life for seniors through the power of data.  We build solutions to empower senior care organizations with data analytics and insights to prove their impact and make a difference for the seniors they serve.

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