Making new friends is easy; it’s keeping them that takes work, particularly in the business world. A new business relationship requires attention and nurturing in order to grow, just like a personal relationship. In the home care industry, salespeople often receive comprehensive training on how to schmooze with potential referral partners, but not much training for what comes next.
If you’re active in home care sales, you’ve probably heard a lot about how to get past the gatekeeper, how to hone your elevator pitch, and how to discuss the benefits of working with your agency. But in home care sales, there’s often a lull between establishing a solid relationship with a potential referral source and actually receiving business from that referral source. Basically, you have made a new friend in the business; referrals have not really generated from the relationship as of yet, but you know you are top of mind (for the time being) for this friend. Now what?
This “awkward pause” often occurs after home care salespeople have established new referral relationships, and it’s important to find ways to break the ice and stay connected. However, as with all relationships, there are right ways and wrong ways to nurture new referral sources. Click here to take a look at some home care referral relationship dos and don'ts and download our FREE Sales Self-Assessment tool.
Recruit and Retain Top-Tier Caregivers
Did you know caregivers receive three or more calls for work each week and can often find work in 48 hours? Many times, recruiting nurses’ aides and other care providers is the single biggest limiting factor to home care business growth. Caregivers today have their choice of home care agencies for which to work, so why should they choose your agency?
Watch our recent webcast and find out how to recruit and retain the best caregivers.
May the Millennial Workforce Be With You
Step aside, baby boomers – the largest generational group in the U.S. workforce is now officially millennials, those born between 1981 and 1997. With more than 75 million millennials in the workforce, it’s crucial to both understand and meet the needs of this generation in order to attract and retain them. If you want to recruit with intent and reach millennial caregivers, don’t miss this guest post from independent human resources consultant, Anne-Lise Gere, in which she provides top tips on how to woo millennials to the home care workforce.
Will You Be at the 2017 HCAOA Leadership Conference?
It’s time to start preparing for the 2017 HCAOA Annual Leadership Conference! This year’s conference will be in Austin, TX October 8-11 under the theme Our Home Care Landscape: Big Challenges, Bigger Opportunities. Attendees will be immersed in the latest home care innovations, business strategies, practices and methods. They will also have the opportunity to learn from industry leaders in keynote speeches and expert breakout sessions on a range of must-see topics including:
- Best Practices
If you’re planning to attend, make sure to stop by the corecubed booth to meet our new home care Sales Coach, Shelle Womble, and Managing Director, Amy Selle, and learn about our game-changing home care sales training and marketing services.
Click here to download the 2017 Annual Leadership Conference brochure or here to register.
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