This week I took a call from an owner who said to me. “I don’t see how selling by Diagnosis will work…”
“Selling by Diagnosis is “HorseSh**”
He continued, “I don’t believe it. It will not work. I am non-medical home care, and we are not treating medical conditions, so I don’t see how anyone is going to give me a referral by asking for a CHF patient.”
I have heard this – well, not quite exactly like %&* that before. But I have heard other people share this technique of Dx Sell™ will not work in identifying patients for care.
I appreciate Randy’s skepticism. Let’s try this. Do you know a clinician? A nurse, social worker, Dr or therapist? Great!
Now – ask them:
Tell me about the last CHF patient you treated or worked with?
What did they say?
You see, clinicians are trained in diagnoses. It’s how we think. It’s how we assess. We know what to look for in that type of patient, and we also know the common symptoms and challenges. Based on our experiences, we know how to treat them.
When you tell me to think of the last CHF patient I treated, I can see him in my mind’s eye. His name is Freddy. He was 226 lbs. He was a steelworker. He was proud to be Italian. He lived in McKees Rocks. He LOVED his family, and his wife was tiny compared to him. He struggled with his diet, he didn’t always take his medicine, and when his symptoms increased because he also LOVED prosciutto…he would end up at the ER!
I can see him, his wife, and their 3-story house on the side of a mountain in Pittsburgh, PA.
That was 1998 and I can still see him.
That is the POWER of asking for a patient by Diagnosis.
Once Freddy is brought to my consciousness, it makes asking for him so easy.
What did your favorite clinician say to you when you asked about the last CHF patient they treated?
I bet they were able to recall the patient in detail.
Once this patient is identified now, it’s your turn to insert how your agency can help.
We call these Home Care Sales Trigger Questions™ because you are “triggering” them to think of a patient who is currently on caseload right now! One that has needs for your service line.
Let’s craft a couple of Home Care Sales Trigger Question for Randy in non-medical In-Home Care.
Which CHF patient struggles to make the connection between what they “should” be eating on their low sodium diet and what they actually eat?
(Meal Prep is a cornerstone of In-Home Care!)
Which CHF patient are you worried about?
(Open-ended questions will get you farther!)
The goal is for them to identify a patient who is struggling and guide them to your service!
What happens if you a referral that involves Medical needs? Everyone should have a partner – Home Health, Hospice, and In-Home Care! Be a good referral partner to your Home Health, and they will return the favor!
Dx Sell ™ is the key to unlock the flood of referrals! It works!
Just last week, we were highlighting Parkinson’s in our RoadMap to Referrals program, and the rep I was coaching said, “OMG, I shared the educational message about Parkinson’s to my Drs office, and I walked out with a REFERRAL! I NEVER got a Parkinson’s referral before! This is SO cool!”
You can too!
Want to learn more or see the program? Click on the link for Mike’s calendar and pick a time that works for you!
Keep Serving Seniors!
P.S. I grew up on a horse farm, so I am PLENTY familiar with Horsesh*t! The farm life gave me tons of work ethic! Where did you get yours from?