How to Market Your Wound Care Business with Impact

Credit

Speaker

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Additional Info

Access for Self-Study (Non-Interactive)

Access never expires for this product.

Questions?

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Objectives

1. Propose ways to market your business with impact.
2. Develop two strategies to increase referrals.
3. Plan 3 ways to differentiate your business from all the rest.
4. Propose ways to create winning business partnerships that result in referrals. 

Outline

1. Welcome & Overview

• You will learn:
  • How to market your business with impact
  • Understand 2 strategies to increase referrals
  • 3 ways to differentiate your business from all the rest

2. How I Grew My Hospice To $3M With Just A $6K Investment

• What I Wanted To Avoid
  • Succeeding at the expense of someone else
  • Legal/Ethical issues
  • Accepting the status quo as excellence
• What I Wanted To Achieve
  • Establish my hospice as the premier provider of hospice care
  • Be a beacon everyone in need of end of life care information & resources
  • Increase length of stay
• My Multi-Million Dollar Marketing Method
  • Education
    • Clinicians
    • Community
  • Clinical Education
    • Nursing CE provider
    • Get past the gatekeeper and educate nurses in MD offices, case managers in hospitals, and more
    • Become a value-added partner and not just another face asking for a referral
    • Get referrals WITHOUT asking
    • Become the only logical choice in providers of your service
  • Community Education/Engagement
    • Connect with your CLIENTS where they are
    • Educate NOCs (naturally occurring groups)
      • Men
      • Women
      • Clubs
      • Churches
    • Get new potential clients asking for you by name
• The BIG Lessons I Learned
  • Investing in partner relationships FIRST yields BIG rewards
  • The community is hungry for knowledge & resources & will act on meaningful information.
  • When you do what you say you will do…and then some - everyone becomes your champion
  • Service from the heart combined with clinical excellence & transformational customer service will win every single time.

3. Worksheet Work - 3 minutes

• What do YOU want to avoid as you grow your wound care business?
• What do YOU want to achieve?
• Imagine your phone ringing with new referrals. How do you feel?

4. One Marketing Pitfall To Avoid

• Stark Anti-Kickback Statute
  • Don’t pay physicians for or incentivize patient referrals
  • Don’t provide any services or benefits unique to one physician/facility that you don’t provide to everyone else
• How To Stay Out of Trouble?
  • Do the right thing every time.
  • Lead with value
  • Lead with the difference
  • Lead with integrity

5. Market Your Business With Impact

• Introduce Yourself With Impact & Have Everyone Asking For More Info!
• Share The Difference
• All wound care businesses are essentially the same
• Focus On What Makes Your Business
  • Easier To Work With
    • Referral process
    • Patient evaluations
    • Continuity of care practices
  • Better For The Patient
    • Ease of admission
    • Bilingual staff members
    • Home visits
    • On Call
    • 24/7 support
    • Transportation
    • Billing & insurance assistance
  • More Valuable To Your Business Partner
    • Invest in their organization
      • Complimentary continuing education for partner staff
      • Participate in organizational Quality Improvement Initiatives
      • Charity care
      • Serve as a resource for wound questions
      • Survey support

6. CreateA Steady Stream Of Referrals With Continuing Nursing Education Using The Nursing Process

• Assessment
  • What impact do you want to have on patient care?
  • What could be better in your current referral process?
  • Is there a patient demographic or sector being missed frequently?
  • Are there sentinel events you want to avoid?
  • Collect supportive data
• Diagnosis
  • Create 1.0 CE Offerings With The Intention of Changing Behaviors
  • Identify the problem or knowledge gap (Title)
• Planning
  • Identify 3 behavioral objectives
  • Create an outline
    • Welcome & Overview
    • Statement of Problem
    • Why The Problem Matters
    • Solutions
    • Summary
  • Bibliography/References
  • Program Evaluation
    • What would you like to learn more about?

7. Implementation

• Do the teaching

8. Evaluation

• Measure
• Current practice patterns based on educational objectives
  • Give feedback to partners
  • Provide supportive education as needed
  • Repeat the process as needed to develop new CE offerings beneficial for both you and your business partners

9. Summary

Target Audience

• Nurses
• Nurse Practitioners
• Physicians Assistants
• Physical Therapists