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Home Care Marketing & Sales Mastery by Approved Senior Network®
Dawn Fiala, Lisa Marsolais, Annette Ziegler, and Valerie VanBooven RN BSN provide insight into home care marketing strategies. They cover in-person, in-field sales and online marketing every other week. These podcast episodes are part of the Home Care Marketing Mastermind, sponsored by Approved Senior Network®. Find more information at https://ASNHomeCareMarketing.com
Home Care Marketing & Sales Mastery by Approved Senior Network®
Home Care Marketing: The Gatekeeper Tapes Part 1 - What NOT to Do!
Ever wondered why some healthcare marketers effortlessly secure meetings while others struggle to get past the front desk? This eye-opening training demonstration reveals the stark contrast between ineffective and successful approaches when engaging facility gatekeepers.
Through a revealing side-by-side comparison, we expose common mistakes that doom marketing visits before they begin: disheveled appearance, lack of preparation, overlooking the receptionist's identity, and failing to differentiate your services. These seemingly minor errors signal disorganization and disrespect, creating barriers that even the best services can't overcome.
The transformation begins with simple yet powerful adjustments. Professional presentation immediately elevates credibility. Learning and using the receptionist's name creates genuine connection with someone who influences access. Coming prepared with organized materials and business cards demonstrates competence. Most critically, clearly articulating what makes your service different addresses the facility's specific needs rather than adding to their pile of generic marketing materials.
What resonates most powerfully is the reminder that receptionists are valuable team members deserving respect, not obstacles to bypass. As noted in the training: "That person at the front is very important and they are ignored." This perspective shift fundamentally changes the dynamics of facility visits.
Whether you're new to healthcare marketing or looking to improve existing approaches, these practical strategies will transform your facility visits from frustrating rejections to productive relationship-building opportunities. Watch now to discover how small changes in your approach can open doors previously closed to your organization.
Continuum Mastery Circle Intro
Visit our website at https://asnhomecaremarketing.com
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Hi, good morning. Can I help you? Good morning, yes, is social worker available? I'm sorry she's in a meeting, oh okay.
Speaker 1:Well, I was hoping to talk to her. I'm with ABC Home Care. We're kind of new here in your area.
Speaker 2:Well, I was hoping to talk to her.
Speaker 1:I'm with ABC Home Care.
Speaker 2:We're kind of new here in your area and we haven't had a chance to talk to her. So I just was hoping I could, you know, talk to her about our services and you know, when people are discharging from here they're going home, they need help.
Speaker 1:So here's my business card and brochure. Could you give that to her when? When would be a good time? Um, she actually when would be a good time for me?
Speaker 2:to see her. You actually need an appointment. I'm sorry to meet with her. Okay, how do I do that? How do I get an appointment with her?
Speaker 1:Um, you can, um give her, I can give you her, her business card.
Speaker 2:This is her email, if you want to try and email her. Yeah, okay, what was your name?
Speaker 1:Oh, I'm Dawn with ABC home care, okay, okay. So all right, I will call her or email her and see if I can get something scheduled.
Speaker 2:Okay, thank you, hi, good morning. Good morning, what's your name? My name's.
Speaker 1:Annette. Hi, annette, it's nice to meet you. I'm Dawn, I'm with ABC Home Care and I was coming in to talk to one of the social workers, if they're available. If not, I'd love to just tell you a little bit about our company and what makes us different than other home care agencies. I'm sure there's hundreds that come by right.
Speaker 2:Yeah, we have a lot of people stopping in.
Speaker 1:I'm sure you do, and if they're all the same then it doesn't matter. Let me give you my business card so that you know who I am. So I'm Dawn with ABC Home Care. What really makes us different and stand out for you from your standpoint, is our discharge package. Here I'm going to give you that too. You can see, as you're looking at it, we are set up for discharge. I mean, we specialize in that with your.
Speaker 1:When people leave here, you know, we find that they need a lot more support than people might think. When they get home and while they're doing really well here and good enough to go home, when they get home they regret a little bit, and so that's why we put a whole discharge package together. The pricing is a little bit different as well, because we want to meet them where they're at. We know they need that help and so we want to be sure we're providing the help with, you know, keeping their budget in mind and all of that. Is there any chance that one of the social workers might be available now that I could meet with them or just talk to them a little bit about the discharge package?
Speaker 2:You know, dawn, let me see. Let me call back and see if somebody can come out and talk to you.
Speaker 1:Okay, Thank you, that sounds really great. It really is. The other skilled nursing facilities around here have been using it a lot, and the patients are really happy about it too.
Speaker 2:Okay, I'll give her a call See if she can come out. Okay, thanks.
Speaker 1:So thanks for being here to watch our what to do and what not to do. We're going to talk about the gatekeeper video. So the first time I went in or the wrong way to do it I had all this stuff and I was making noise and my bag was slipping around and I wasn't focused and I wasn't giving her my attention. I was in a friend's t-shirt. You know, you need to be taken seriously, so dress the part. And I didn't care what Annette's name was. I didn't. I didn't, you know, I didn't share the information about my company at all until she asked me. I didn't differentiate myself either. I didn't do anything that was different than anyone else is doing, and so I wasn't giving her my attention, my time.
Speaker 1:I didn't care to know her name, and so when I came in the second time, I was dressed appropriately. I didn't have all this stuff in my. And so when I came in the second time, I was dressed appropriately. I didn't have all this stuff in my hands that I was trying to juggle. I gave her my business card so that when she called back to Lisa, she wasn't what's your name again, where are you from? She had my business card in her hand so she could refer to it. When she called Lisa. I cared to know Annette's name. I used her name several times when we were talking. I've also made a note of it, so next time I come in I'll say hey, annette, how's?
Speaker 2:it going.
Speaker 1:So Annette feels important. She is important. That person at the front is very important and they are ignored. People are just walking by all day families and everybody. So I hope that this helps you to see the right way and the wrong way to do this. Please let us know if you have any questions, because we would love to answer them.
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