If you only had one minute to convince a referral source that your home health or hospice agency was the right provider for their patients, could you deliver an impactful message? A canned sales pitch that merely states your agency’s capabilities won’t impress most physicians. You must tailor your message to address the specific needs of their patients and demonstrate why your agency is the best partner for care collaboration.
In the early stages of a new referral relationship, it’s easy to keep your attention focused on nurturing the relationship and ensuring your new referral partner can continue to send patients to you with confidence.
“I don’t know which referral sources to target” has become an all-too-common refrain among home health and hospice agencies. A lack of visibility into both the market and your own agency’s referral activity weakens your sales efforts and slows your market expansion. Many agencies are scrambling to develop a sales strategy that yields results. What’s the secret? Using relevant, actionable data to determine the best referral sources for your agency to target.