An aging life or geriatric care management agency marketing has three key target audiences: individual clients who need care, referral sources, and children of aging parents. The following are some key ideas for lead sources for individual prospects and referral sources. The source of existing customer leads will come directly from clients.
Use a contact management database. There are many versions now available and at a variety of costs, but a Microsoft Office Excel spreadsheet also works. Get as much contact information as possible to insert into the database before you even open. If you use Excel, make certain that you use separate columns for last name, first name, street address, city, state, zip code, phone number, fax number, email address, type of business, source of inquiry or identification, notes, and dates for follow-up. Track all inquiries by getting at least the person’s mailing address, email address, and phone number. Note when a person calls and for what reason he or she is calling. Follow up on a regular basis with those who have not yet become clients.
Referral sources should also be tracked in a contact management database system. Additional items to add for referral sources are the numbers of calls received and the numbers of referrals actually received, plus the types.
For offering services that are included in a managed care contract, an ACO, a medical home, or a group seeking to bundle payments, the same concept applies of keeping information and noting progress or contacts made. However, the selling differs.