Hospice Heats Up: Critical Sales Strategies to Promote This Unique Service

Stephen Tweed | February 24, 2006 | Newsroom
We're still at the Home Health Line Power Home Health Referrals conference in Las Vegas. The final breakout session today was presented by Polly Rehnwall, from Salt Lake City. What a refreshing, somewhat irreverant presentation on some totally new ways to increase your Hospice Census. Polly focused on growing your Census by generating referrals and…

We’re still at the Home Health Line Power Home Health Referrals conference in Las Vegas.

The final breakout session today was presented by Polly Rehnwall, from Salt Lake City. What a refreshing, somewhat irreverant presentation on some totally new ways to increase your Hospice Census.

Polly focused on growing your Census by generating referrals and converting referrals. Conversion is a big issue. Many hospices are able to get the referrals, but fail to convert them to admissions. The Best programs are able to convert 75% of their referrals to admissions. Although Polly says that many agencies sanitize their conversion numbers by not counting all of their inquiries.

Polly suggested focusing on three key targets: Long Term Care Facilities, Consumers, and Patients and families.

Some key points on marketing to LTC Facailities:

  • Have a “Real Nursing Home Program.”
  • Make routine visits to Hospice patients in nursing homes during evenings and weekends. That’s when families are there, and they’re the ones who really benefit from your visits.
  • Set up preferred provide agreements with ALFs.
  • When making a visit to a facility as this question: “Is there anyone else I can help you with today?”

Some key points in marketing to consumers:

  • “Inquiries” = admissions until proven otherwise
  • Beware of sanitized conversion rates
  • To every caller say, “Tell me about it.” Find out what they are experiencing.
  • Schedule a home visit regardless of the circumstances. You can’t admit someone if you don’t schedule a visit.

Some key points in marketing to families and patients

  • Avoid “eventness” when a family learns of the diagnosis. Don’t get caught in the vortex
  • Take small steps
  • Give them direction
  • When you get a “yes” answer, shut up!

You look at these bullet points and ponder. What does this all mean? This was the most interesting, thought stimulating program on business development I’ve seen in a long time.

To learn more, contact her:

Polly Rehnwall, Inc.

Salt Lake City, UT

www.ask-polly.com

Stephen Tweed
Stephen Tweed, CSP, began his journey as a business strategist in home health care in 1982. Today, Stephen is among the top thought leaders in Home Care strategy and management. He has worked with top 5% companies from across the US. He is a sought after speaker at from national and state association events.

Related Posts

Extraordinary Transformation: A blueprint for leaders who want to Transform their Organization

June 5, 2024
By Stephen Tweed As a leader in Home Care, are you working on transforming your organization? Are you looking for strategies and insights to grow your business and get ready for the future? I've just finished reading an amazing book by my friend and professional speaking colleague, Dr. Nido Qubein. "Extraordinary Transformation: An Entrepreneurial Blueprint…

Stephen Tweed’s Podcast and Webinar Appearances

May 30, 2024
As a significant Thought Leader in the Home Care industry, Stephen Tweed is frequently invited to be a guest on industry podcasts and webinars. Here are links to some of Stephen's recent appearances. May 2024 - "The Power of Peer Groups: How Home Care CEOs Propel the Industry's Growth" Stephen was interviewed by Ruby Mehta,…

The Forces and Trends Shaping the Future of Home Care.

May 14, 2024
By Stephen Tweed What will the Home Care Industry look like in five years? Over the past two decades I've been actively engaged in the Home Care Industry, and monitoring the Forces and Trends that are shaping the future of our industry. While much of the growth of Home Care is driven my the entrepreneurial…