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
- 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)
- 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
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