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Sales Tips for Selling to Family Decision Makers
By Stephen Tweed, CSP According to our friend and co-author, Mike Sullivan, "Caregiving is hard work, especially for the oldest daughter. A number of research studies have profiled the typical family caregiver. It's the eldest daughter, age 49 caring for her widowed mother, roughly age 79."
As an owner, CEO, or administrator of your home care company, you use the latest techniques in sales, marketing, and public relations to make your phone ring. Then, you need a highly effective person to answer that call, engage the caller, and schedule an in-home assessment or consultation. Data from the 2013 Private Duty Benchmarking Report show that when you offer a free in-home visit to sit on the sofa and assess the needs of the client and the family, the conversion rate goes up to over 80%.
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Sitting on the Sofa with the Family
 The best way to convert an inquiry into an admission in your private duty company is to schedule a free in-home consultation, sit on the sofa with the family, and engage them in conversation. There are two critical people in the chain of events; the inquiry specialist in the office who takes the inquiry call, and the care coordinator who goes out to do the in-home consultation.
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Leading Home Care Network Goes Over 4,500 Members on LinkedIn
 We're excited to announce that the Leading Home Care Network on linked in has just gone over 4,500 active members. And these are all home care related members. This is a close group, and only open to individuals who are employees of a home care related business such as home health, hospice, private duty home care, HME, or home infusion.
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Pay Attention to "The Wealth Effect" in Private Duty Home Care
 An article in the August 13th edition of the Wall Street Journal put words to a concept I have been following for several years and have seen it's impact on the private duty home care business. It's called "The Wealth Effect" and it has to do with how the level of consumer confidence affects spending.
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Everything You Need to Know About Insurance for your Private Duty Home Care Business
 If you're like me, you don't want to deal with insurance. It's complicated and expensive. But you can't go without it, so you might as well understand more and make informed decisions.There are five types of insurance you need to know about as the owner of a private duty home care business:
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Private Duty Today is the leading electronic newsletter for owners, CEOs, and administrators of private pay, non-medical home care companies in the US and Canada. This newsletter is published by Leading Home Care ... a Tweed Jeffries company.
Permission to Reproduce. Articles from this issue may be reprinted by home care companies and home care associations. Permission is granted provided that the author and publication are given credit, and provided that the article is used verbatim in its entirety. All reprints must be accompanied by a mention of our website, at www.leadinghomecare.com and/or www.privatedutyacademy.org. Reprints of articles published online must have a link. Other use of this content is available with written permission only. To request permission, please email Jill@leadinghomecare.com. |
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Issue Number
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August 28, 2013
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All live web conferences are from 4:00 - 5:00 pm eastern time, unless otherwise noted.
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 SERVING MORE CLIENTS
1-DAY WORKSHOP
October 25, 2013
Cary, NC
In this high impact, interactive workshop, Stephen Tweed will share with you the latest insights from research conducted by Leading Home Care, and from the Private Duty Benchmarking Study conducted by Home Care Pulse. Then he will guide you in developing a highly effective sales, marketing, and public relations strategy to get more referrals, convert more admissions, and serve more clients.
Read more and register today!
PRIVATE DUTY FIELD TRIP
November 21, 2013
Phoenix, AZ
Come to Phoenix where you can see first-hand the daily operations of a $3+ million private duty company and then spend the afternoon with the owners asking questions and picking their brains about how you can grow your private duty home care company.
Read more and register today!
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NEW Webinar Recordings in the Academy Store!
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The following web conference recordings have been added to the Academy Store: |
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Marketing to Die For ... Without Killing Your Budget
By Angela Landmesser and Patricia A. Menoni, RN, BSN of Partners in Senior Care
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Practical, Proven Tips and Techniques to Grow Your Private Duty Home Care Business
What does it take to grow a Private Duty Home Care business from Zero to nearly $3.5 million in only 3½ years? It takes innovation, creativity, passion, and persistence. In this down-home, practical marketing manual, Angie Landmesser and Trisha Menoni give you the details of their innovation and creativity. They show you step by step how to apply their ideas to get more referrals that turn into admissions. They'll stimulate your thinking to come up with your own innovative ideas that will work for you in your marketplace. | ORDER YOUR COPY TODAY IN EBOOK OR PRINT EDITION!
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