How to Market to Home Health Agencies

As the nation grows older, more people will continue to maintain independence in their homes. This growth will give senior managers in home health agencies lots of power. Products and services used by nurses and therapists to meet patient needs will become a competitive marketplace with sales men and women clamoring to get their products to the patient.

Instructions

Difficulty: Moderate

1. Comply with kickback and solicitation rules of the industry. The Office of Inspector General heavily monitors the home health industry. Let administrators know that there is an understanding of the challenges of an agency. Knowledge will go a long way in gaining buy-in. Most home health agencies are regulated by federal and state laws. Be mindful of the specific issues facing agencies in certain regions.
2. Provide education lunches. Inform agencies about products or services during a delicious meal. Management will be more likely to hear what is said on a full stomach. Make sure complimentary meals are in compliance with federal and state laws.
3. Know the services that home care agencies offer. This growing industry has several components. Some agencies only offer Medicaid services, while others service only Medicare and private pay patients. Understand what services the agency provides. This will avoid embarrassing scenarios when a marketer offers something for which an agency has no use.
4. Make the agency's job easier. A product or service that automates a process in an agency speaks for itself. Bring useful ideas to an administrator, and the feedback will always be positive.