about Growing Your Home Care Company.
Yesterday, I was over in Deerfield Beach, FL speaking for the Home Care Association of Florida 7th Annual Private Care Symposium. About 75 owners and CEOs of private pay home care companies from across Florida gathered to share ideas, acquire new knowledge, and network with one another.
My topic was “Home Care Savvy: Understanding Consumer Awareness and Selling Home Care to Your Ideal Client.”
We started with four questions:
- What do consumers in your local market know about Home Care?
- What do consumers and our High Potential Referral Partners know about Your Home Care Company?
- Which Referral Partners give you the most new clients with the highest hours per week and the longest length of stay?
- How can you best sell your Home Care services to Your Ideal Client?
What Do Consumers Know About Home Care?
When I asked the group the opening question, the immediate answer was …
“Not much!”
Our group quickly revealed that in their experience, consumers don’t know much about Home Care.
Therefore, we have to start at ground zero to make the approach, develop rapport, have a meaningful conversation, and persuade the client and the primary family caregiver that our Home Care company is their best option for in-home personal care.
Data from Home Care Pulse– now Activated Insights, and from market research by Leading Home Care … a Tweed Jeffries company, show that the most effective way to grow your agency is by making personal sales calls and building long term relationships with high-potential Referral Partners. We have also learned that a majority of Home Care companies do not do that very well.
