“No Donuts!” That’s a sign that we put up on slides in our Certified Home care Sales Professional workshop as we teach home health and hospice sales professionals how to engage in meaningful dialog with physicians without buying lunch or bringing food.

I was stunned today when I reviewed my daily Google Alert for news on home health care and found the following post on an ohio newspaper web site:

“February 27, 2009 – MANSFIELD, OH — Signature Health Services, a skilled home health care provider with local offices in Mansfield and Marion and a new office in Ashland, will deliver fresh muffins to Ashland-area physicians and facilities for 13 weeks.

The deliveries also will include information on Medicare Home Health Services and Signature and clues to a well-known sayings. The first person to reach Administrator Pat Long or Clinical Relations Specialist Beth Pennell in person with the correct saying will win Buckeye Bakery treats for their office or facility. Call 567-203-7770 with questions.”

It’s one thing to bring muffins to the doctor’s office from time to time as a way of saying thanks to the office staff for helping you get access to the doctor. But to put an article in the paper with a contest for the first person to call is over the top.

What do you think? Is bringing muffins a good way to get referrals? What are the most effective techniques your agency uses to gain access to referral sources? How do you engage in a meaningful dialog with a physician to provide information on the benefits of using home health care or hospice for his or her patients?

For more details on how to sell to physicians and hospital discharge planners without buying lunch or bringing muffins, look at the Certified Home Care Sales Professional workshop information on our web site.