How to Sell Hospice Services
Hospice care involves providing medical care, comfort care and companionship to individuals opting to remain at home during the final days of their terminal illnesses. Because hospice is a sensitive area for many, reticence to market or sell such services often exists. Yet, there are good reasons why businesses can sell or market hospice services, according to the National Hospice and Palliative Care Organization. More competitive providers may already be active in sales or marketing, securing valuable clients. Also, potential clients may not even know the service exists, though they would strongly prefer to remain home.
Other People Are Reading
Instructions
-
-
1
Engage current hospice employees, volunteers and current clients in sales and marketing efforts. Hospice services don't necessarily require a marketing team. Instead, educate employees on the company's hospice philosophy and services and encourage them to speak with family members, friends, church members and other members of the public about the service's value.
-
2
Establish or strengthen contact with local medical care facilities and professionals. You want to build trust, leading to referrals and more clients. Make a personal introduction, attend hospital functions and distribute hospice services literature so your firm becomes familiar and trusted. Selling hospice services becomes less difficult when medical professionals are sending referrals.
-
-
3
Establish or strengthen contact with local churches and faith groups. Individuals and families coping with terminal illness frequently turn to them, and some may have had negative experiences with traditional hospital environments. Offer to hold a hospice services information workshop or seminar at the church or faith group facility, stressing the emphasis will be on education, not sales. Even families not currently needing hospice services may later remember the session and call upon you.
-
1
Tips & Warnings
Engage in all conversations, even hospice services sales pitches, with gentleness and patience. Use a moderating tone and have a willingness to listen. Terminal illness is traumatic for many families, and most will resist a fast-talking sales pitch. Work toward building relationships, not sales, and it becomes easier to sell hospice services.
Hospice companies sometimes expand the quantity of services in an effort to be more competitive, according to the National Hospice and Palliative Care Organization. However, this can result in poorer-quality services. Focus instead on strengthening and deepening the quality of services currently offered, and emphasize the company's commitment to excellence when speaking with potential clients.
References
- Photo Credit grand père image by Emmanuel MARZIN from Fotolia.com
