Cheryl and I are conducting market research, and one of the questions we are asking is:
What is your most persistent problem over the past year?
The overwhelming response COVID.
Like any great clinician who is an active listener, we know that COVID is the big overarching problem (like Diabetes is the disease process). How it manifests in your business will impact you in different ways (What are the symptoms? )
The follow-up question:
“Tell me more.”
Gives us more information on how this “disease” process is impacting your agency
We heard 3 categories.
Perhaps you have experienced this too.
Recruiting. The “other side of the sales and marketing coin”
When your marketing is dialed in, you will need more staff. Or when there is a surge in referrals. And that leads to recruiting. Many owners shared that they are struggling with having enough staff, caregivers, and skilled professionals. Recruiting a “bench” of caregivers and skilled per visit staff allows the agency to grow and scale quickly. (It also gives you the ability to “test out” a staff member before hiring them full time)
More referrals. Many owners were struggling with gaining more referrals or the “right” referrals. Referrals that produce a high-value patient or client. One that not only can we serve well but one that is profitable for the agency.
Community. Everyone’s social network is “broken.” As owners, we are taking on the role of pulling our companies and our staff together. Providing them a space to connect and collaborate and have a positive experience during a time of psychological “Corona Fatigue.”
We have all struggled during this pandemic.
We have clients – and your agency may have experienced this too.
Who saw a nosedive in the numbers in March and April?
We created tools and formulas to help owners and marketers skill up and become virtual overnight. So that they could rise and thrive in this environment.
COVID may have stopped referrals for a month, but it was not going to keep them down.
Today I am thrilled to share the clients we work with closely are above pre COVID numbers and keep GROWING!
I am super proud of our teams skilling up, and we have modified programs like Road Map of Referrals to give marketers the scripts and templates to take on this new challenge of remote marketing so that you can impact more patient’s lives AND make more revenue.
It’s doing well while doing good!
If you want to see how we are modifying the Successful Roadmap of referrals to “remote marketing,” jump on a call with Mike, and he can “tour you around” HomeCareSalesPro.com.
Melanie
P.S. If you are an owner who is looking for answers to recruiting, more referrals, and community development? We have the solution for you – go to www.homecaresalesmastermind.com, fill out the application, and let’s have a chat to see if this group of owners is a good fit for you and us.
