With lockdown lifting how ready are you to go out into your local communities and start networking to attract private clients?
Ensuring you have a strategy now, in terms of what you want to achieve and how you will achieve it, will mean you will be much more effective.
We aren’t all natural networkers. Some of us are much more comfortable with it than others. Many of us will put it off and decide to do other tasks they are more comfortable with. However, if you are trying to build a business and attract private clients, then you have to put yourself out there. You need to do this whole heartedly and with passion, otherwise those clients will never engage with you or find you.
Local care business marketing is a vital part of growing your business. There are some tips here to help you.
- First of all think about what you are trying to achieve. Are you trying to attract private clients? Or do you want to attract more care employees?
- Have a clear strategy as to what success would look like e.g. 3 new net clients per month or 3 new net care employees per month
I don’t know the type of person you are or what you want to achieve but from the businesses I’ve worked with, the above has been the one thing they aren’t clear on, and if you’re not clear on your strategy, then it is difficult to achieve your marketing goals and objectives.
Once you’re clear on your goals then you can start breaking your local care business marketing down into small steps e.g. if it’s 3 net new clients how will you get them, where will they be, who knows them.
- Initially make sure you have a referral provider spreadsheet of some kind. It needs to include basic contact details but also date contact made, type of contact, date to recontact and any notes.
- It is absolutely true that people buy from people. Most potential clients have never looked for care before and therefore it hasn’t come onto their radar, which is why going out into the community is vital.
- To attract private clients it is all about local networking and building your connections so you become the person they are most likely to recommend. Your referral providers are your doctors, social worker, health professionals, pharmacists, florists, funeral directors, hairdressers, church groups, and many more. Basically, anyone who is likely to speak to clients or client families. It’s tough out there but the more you do it the more you will get used to it. Be prepared for rejection! If it’s not something you want to spend time doing, many businesses I’ve worked with have employed community networkers. If they are outgoing, love talking to people and are passionate about your business this can work really well. THEY HAVE TO DELIVER RESULTS THOUGH! As a business owner you need to monitor this and give those people clear key performance indicators to ensure you keep them on track.
- You need to be able to offer the referral providers something in return. What has worked best in the past has been offering specialist training on how to deal with certain conditions e.g. Scam Awareness, Dementia, Parkinsons, specific learning difficulties etc. Whatever is specific to your client base or the clients you want to attract.
- Think about terminology and language you use. If you want to attract private clients then call them clients, not service users. Use language they understand e.g. wellbeing, nutritional support, maintaining independence, not personal care and home help. If you want to attract care employees call them professional carers, not carers, talk about career paths and rewards and recognition.
- There are many different strands to marketing, the above is the community side but you also need to be doing this on social media e.g. Facebook, Twitter, telling people not only about your services but also what you are doing in the local area. CQC love initiatives around community involvement. There are home care providers who are doing this really well which I’m happy to share. Email here and I will forward them to you.
If you have completed all the above you will see the results but it takes time, this isn’t a quick fix. Factor in three months for you to start seeing results. If you want to find out more on how I can support you to network for private clients, then book in a free discovery call here