Question

Topic: Strategy

Rehab Company Needs Help To Market To Nursing Home

Posted by Anonymous on 1/3/2009 at 3:37 AM ET 250 Points
We're a startup rehab company offering contract therapy services to nursing homes.
What's the best way to approach the nursing homes, considering that my competition has been in the business for longer?
Also, where could i find a website/company/individual that could help me market?
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RESPONSES

  • Posted by Mikee on 1/3/2009 at 9:16 AM Accepted
    You need to approach these nursing homes in person. Think about offering your service for free the first visit so that they can see your services. This may get you in the door.

    You are going to have to give them a great reason to switch to your service from another provider. Are you cheaper? How is your service better than what they currently use? Are you more responsive to scheduling? You are going to have to come up with some reasons that they should consider switching to you.

    The best way to do this, is think about what problems homes may currently have with their providers and figure out solutions to these. You need to become the best all-around choice for them.

    I hope this helps.
    Mike
  • Posted by CarolBlaha on 1/3/2009 at 10:40 AM Accepted
    I would not allow you to limit your efforts just cause the competition has been in biz longer. Turn the negative into a positive-- research what they do right and what they do wrong. And they have weaknesses that are easier to identify than you-- cause they've been around longer to make more mistakes-- in fact you have learned from their mistakes.

    You should (as Mikee stated) approach these prospects in person-- multiple times. Every call should have a reason, so don't just call on them "to check in". (my pet peeve) FAX, call or email them regularly # of bed availability, they are very frustrated when they refer a patient to a facility that is full. And it keeps you in front of their mind.

    As Randall stated pioneering a territory isn't easy. Focus on building a relationship, make your calls, develop a rapport and you'll be fine. The wonderful thing about sales is effort, almost always-- equals results. If there was an easier way I'd have found it already. Trust me on this.
  • Posted by CarolBlaha on 1/4/2009 at 10:14 AM Member
    I am sure your local area has marketing firms that have facilities as yours as clients. My first marketing client was such a facility. You can post a project on this site or somthing lik sologig.com. I googled this site, https://www.nursinghomemarketing.com/

    You should define exactly what help you need- and a budget. A firm can work with you a la carte or a turnkey program.

    Take time and get to know the firm you choose. Make sure you both are on the same page. Its like hirng an employee.
  • Posted on 1/4/2009 at 6:11 PM Accepted
    Take advice from political campaigns. Make your weakness your strength. Approach them by saying your new with new ideas and techniques. Everyone needs a fresh way of doing things from time to time. And if that doesn't work, exploit your competitors strengths. (old businesses with old ways of doing thing) And finally (my personal favorite) "say what you do, and do what you say"
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