Current issues that home health and home care are up against include competition and patient expectations getting steeper. That’s why agencies need to use simple strategies to increase their client base and simplify the nature of their operations. For deeper insight into the issues, we reached out to Catherine Tedder; she shed light on selling strategy and harmonizing marketing efforts to reach better results.
So keep on reading.
The most effective strategies revolve around simplifying the referral process. Ease of referral, acceptance of referrals, and ensuring they are admitted efficiently are crucial. Additionally, reducing the re-admittance rate to hospitals is essential for both patient care and the agency’s reputation. Ultimately, data plays a key role in these efforts—data is king!
To align sales and marketing efforts effectively, agencies should invest in comprehensive sales training while setting clear goals that are measured weekly and monthly. It’s vital not to retain ineffective sales personnel for extended periods, as this can hinder progress. Furthermore, operations must be equipped to support what salespeople promote, ensuring a seamless experience for clients.
– Catherine Tedder
For home health agencies, one key performance indicator is that each salesperson should aim for at least 20 monthly referrals. This metric should be tracked monthly to gauge performance. However, it’s equally important to ensure that operations can clinically support these referrals, as a disconnect can lead to challenges in service delivery.
Sales teams should commit to a specific sales training program and stick with it to build expertise. Additionally, it’s crucial that marketing materials effectively reinforce the capabilities and services the agency offers. This alignment between training and marketing is vital for effectively equipping sales teams to meet client needs.
As Catherine said, the right data and proper training are immensely important for success in the home health and home care sector. With the right type of focus on the right sales strategies, the proper alignment of marketing efforts, and the proper overall investment in comprehensive training, results will be generated, positively impacting the operation of agencies and the clients they serve. In conclusion, this Expert Q&A provided a refreshing perspective. We thoroughly enjoyed Catherine’s insights and hope you find them equally informative.
Catherine Tedder brings over 30 years of experience in home health and home care, excelling as a sales, operations, and clinical leader. She previously served as Vice President at Interim Healthcare, where she honed her skills in driving sales growth and operational efficiency. She has transitioned into a freelance consulting role, leveraging her extensive background to assist agencies in optimizing their sales strategies and improving patient outcomes.
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