How to Get More Referrals From Hospitals, SNF, and Physicians

HHAs can not survive with no regular move of affected person referrals, particularly in areas the place there may be an abundance of HHAs competing for a similar few affected person inhabitants.

Why is it now tougher to get referrals from hospital or SNF discharge planners?

There are a number of good explanation why it is tougher to get referrals from discharge planners:

1. Discharge planners are bombarded by dwelling well being gross sales reps every day as competitors for sufferers will increase. There was a 75% enhance within the variety of companies throughout the US. Are you able to see why discharge planners from hospitals and SNFs are overwhelmed? Many hospitals have new insurance policies prohibiting dwelling well being gross sales reps from calling or dropping in on their discharge planners as a result of it is takes up an excessive amount of of their time.

2. With the explosion of dwelling well being companies, and the foundations about affected person alternative and freedom of alternative, it’s harder for discharge planners to make referrals to sure companies on a regular basis. That is very true when most companies have the identical wording of their brochures. Nothing makes them stand out from the gang. Nothing says why the affected person ought to select your company over one other company.

3. Discharge Planner/ Case Managers (DP/CM) are below great stress to get sufferers out of hospitals faster, so this makes it tougher for discharge planners/case managers to discharge sufferers from the hospital to competent dwelling well being or dwelling care providers. The stress makes it exhausting for CM/DP to work together with dwelling well being gross sales reps.

Answer: What’s a simpler solution to get extra referrals from Physicians, hospitals, and Expert Nursing Services?

Based mostly on the above data, and simply plain data on how the system works. It simply makes good sense for dwelling well being companies and private care companies to begin specializing in offering particular sorts of care, or goal a sure group of sufferers moderately than saying that “everybody” is your focused market. The reality is that not everyone seems to be your focused market with a lot competitors on the market on the lookout for the sufferers. Now’s the chance for dwelling well being and private care companies to generate referrals that flip into admissions by telling DP/CM, physicians, and SNF what makes you particular. What drawback of theirs are you able to remedy?

Your Gross sales Rep. ought to have the ability to inform hospitals, SNF, physicians or their workplace staffs how one can remedy the 30 Day Re- Admission points that Medicare penalizes them for. In the event you deal with this 30-day Re-Admission drawback that plagues each hospital within the nation, then your company will soar to increased success. Coaching workers would be the first step you are taking to ensure the success of this plan. Your gross sales rep have to be very educated about what your company can and can’t do. There’s nothing worse than having a gross sales rep promising hospitals, and medical doctors which you can present providers that your company is just not certified to do. In case your company can not present something greater than easy wound care as a result of your nurses should not educated on wound care, then do not take sufferers with main wound care wants. You’d assume this could be frequent sense, however consider me as a marketing consultant, I’ve seen many companies get into bother by taking affected person case masses they don’t seem to be certified for, or have sufficient nurses to offer the care.

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