When it comes to marketing your business today, remember: this isn’t your grandparents’ era. Things have changed.! In fact, the people living in them – and the children who may have to make the tough decision to help their parents move – more and more are members of the Rock and Roll Generation: Boomers and Generation X (their adult children).
ADULT CHILDREN WANT INFORMATION - AND LOTS OF IT!
As new agencies and facilities are forming to serve the Baby Boomer population, competition for this growing market will only continue to rise as well. To emerge as a leading agency, you have to plan and execute a marketing strategy that takes advantage of both inbound and outbound tactics.
To connect with potential clients, you need to be both creative and active to establish a larger presence in your community. Word-of-mouth will always be the best form of marketing, but you simply can’t rely only on referrals to acquire new clients.
You want to first identify your target market, define your message, then create meaningful relationships.
IDENTIFY YOUR TARGET MARKET
This about the Who, What, Where, How and Why.
The Who: 2 categories – physicians (create a relationship with physicians for a strong referral network), and patients (word of mouth and direct inquires).
What: What are you the best at? What differentiates you from your clients?
Where: What is the area of your services?
How: Make clear how one can contact you.
Why: Have a clear pitch, whether in the form of a mission statement or a direct ask for action.
Talk to your current referral sources and patients. Ask questions like:
What attracted them to your business?
What are their pain points?
How did they find out about you?
Soon, you’ll begin to see a pattern to why patients and physicians have chosen your services. Once you identify this, you can start to target new referral sources and patients. Do you have a specialty? Such as certified in Alzheimer’s and dementia care? It’s recommended that agencies and facilities differentiate themselves by focusing on a niche market. If you specialize in a particular service, you can promote the value of the service.
HOW IS YOUR BRAND?
The best brands create the strongest stories. Establish a brand consistently by building your reputation. Your presentation should consist of: your name, logo and tagline of your organization.
As a visual part of your brand, it’s typically the first thing your audience will see, so it needs to draw attention. Whether you choose a text-only logo, or symbol, make sure it looks professional. A symbol can create a deep meaning of a brand.
It should be short and to the point. Some examples are:
Providing Outstanding Home Care Service to Our Community.
Excellence in End-of-life Care.
Committed to Excellence in Assisted Living
Avoid three word taglines – they can tend to confuse your audience.
CREATE AN INFORMATIVE WEBSITE
Even though you might assume that seniors are not internet savvy their kids and grand kids are certainly so. The first place people search for information is online, and the first marketing tool you can have is a great website. The website need not be fancy, but it certainly should be informative. It should assure the family that you are a legitimate and trustworthy business. Add your credentials , license number and accreditations to your site.
Many health care industries are extremely competitive. Some agencies can spend around $2,000 - $6,000 or more monthly to rank well on search engines. Make sure your SEO is up to par. The best marketing you can do, is traditional marketing. This mailers, collateral, educational workshops, etc.
TYPES OF MARKETING
This refers to your marketing efforts aimed directly at your potential clients. As with all marketing, the goal of consumer marketing is to let people know you exist and help them understand the services you provide, hopefully converting these prospects into new clients.
Some examples of consumer marketing are: newspaper ads, TV ads, radio ads, billboards, a sign on your car door, your website and SEO (search engine optimization), speaking at senior events, attending health fairs, and having a listing on a consumer outreach website, like a franchise website or BestofHomeCare.com.
Includes efforts aimed directly at current clients, doctor’s offices and other referral sources, as opposed to potential new clients themselves. By reaching out to these referral sources and building a relationship of trust with them, they are happy to recommend your services to those they know who are in need of home care services.
Create Facebook and LinkedIn pages for your company. Advertise your business on your social media page among the friends who follow you on your personal social networking pages, and encourage them to refer anyone they know who is in need of your services
You can also send friend requests to companies that may have referrals for you, such as assisted living facilities. Include important information about your company, such as how long you've been in business, your years of experience in health care, and your professional specialties.
Engage with potential customers on a regular basis by asking which health concerns they want answered, and by responding to inquiries as quickly as you can.
Establish your brand as an industry leader. This means producing and curating content that demonstrates your knowledge and expertise about specific health issues or geriatric concerns. Make sure this matches the traits of your target audience. The goal is to provide education and provide value to your audience and be known as a thought-leader in your industry. As your audience starts viewing your content more and more, you’ll start to gain authority and build your reputation and awareness.
SOCIAL MEDIA ADVERTISING
You can target specific populations in great detail. With all the changes with algorithm lately, the best way to really target your audience is through Facebook ads.
You can target by