Home Care Agencies
Senior Care Marketing
In home care, people sometimes express interest in your agency but fail to respond to your emails. While this can be frustrating, it is a common situation. According to research conducted by InsideSales.com, it takes an average of 8 attempts to reach a prospect, and only 2% of sales are made on the first contact. Luckily, there are strategies to re-engage these prospects.
Plan to follow up in the short-term. Some prospects only invite you into their home after you establish a relationship with them. These prospects need time to feel comfortable with you and your services. When planning your follow up, be consistent and caring. Remember every interaction with the prospect should be about the prospect’s needs and wants.
Know your audience. More than 70% of marketers say personalization increases customer engagement, with an average increase of 20% in sales when using personalized experiences. Identifying your audience is an easy way to personalize your emails. When establishing contact with a new prospect, it’s vital to understand if your audience is the care recipient or loved one. For example, people searching for a parent make up the largest portion of Caring.com users. These searchers have minimal time and often choose a home care agency more quickly than those searching for themselves. Customizing your emails to these searches can lead to increased engagement, which in the home care industry can equal more new clients who take more hours.
Build a relationship. Home care is a very personal service. So, establish a personal relationship. Plan a follow up email that asks how the care recipient is doing. This second email should be more empathic with a more personal tone. “Hi – I reached out a few days ago in response to your request for care for your father, John. I haven’t heard back from you and I’m a little concerned. Is everything okay? Please let me know if you’ve made arrangements or would like to schedule a call to talk about your father’s needs.”
Plan to follow up in the long-term. During the first few days after receiving the referral, reach out often. As time goes on, connect on a regular cadence of one month, three months, and six months, then annually. Share valuable information that's not directly tied to the sale but demonstrates your expertise and interest in the care recipient’s well-being, such as "how to prevent falls in the home" or "the top 10 foods for heart health.” This enables you to maintain a connection with prospects who might postpone plans to start care, or those who initially choose another agency.
Re-engaging with prospects who have shown interest in your home care agency but have failed to respond to your emails requires patience, consistency, personalization, and relationship building. Following these tips can lead to increased engagement, trust, and ultimately, more new clients for your home care agency.
You May Also Like This
Home Care Agencies
Senior Care Marketing
In home care, people sometimes express interest in your agency but fail to respond to your emails. While this can be frustrating, it is a common situation. According to research conducted by InsideSales.com, it takes an average of 8 attempts to reach a prospect, and only 2% of sales are made on the first contact. Luckily, there are strategies to re-engage these prospects.
Plan to follow up in the short-term. Some prospects only invite you into their home after you establish a relationship with them. These prospects need time to feel comfortable with you and your services. When planning your follow up, be consistent and caring. Remember every interaction with the prospect should be about the prospect’s needs and wants.
Know your audience. More than 70% of marketers say personalization increases customer engagement, with an average increase of 20% in sales when using personalized experiences. Identifying your audience is an easy way to personalize your emails. When establishing contact with a new prospect, it’s vital to understand if your audience is the care recipient or loved one. For example, people searching for a parent make up the largest portion of Caring.com users. These searchers have minimal time and often choose a home care agency more quickly than those searching for themselves. Customizing your emails to these searches can lead to increased engagement, which in the home care industry can equal more new clients who take more hours.
Build a relationship. Home care is a very personal service. So, establish a personal relationship. Plan a follow up email that asks how the care recipient is doing. This second email should be more empathic with a more personal tone. “Hi – I reached out a few days ago in response to your request for care for your father, John. I haven’t heard back from you and I’m a little concerned. Is everything okay? Please let me know if you’ve made arrangements or would like to schedule a call to talk about your father’s needs.”
Plan to follow up in the long-term. During the first few days after receiving the referral, reach out often. As time goes on, connect on a regular cadence of one month, three months, and six months, then annually. Share valuable information that's not directly tied to the sale but demonstrates your expertise and interest in the care recipient’s well-being, such as "how to prevent falls in the home" or "the top 10 foods for heart health.” This enables you to maintain a connection with prospects who might postpone plans to start care, or those who initially choose another agency.
Re-engaging with prospects who have shown interest in your home care agency but have failed to respond to your emails requires patience, consistency, personalization, and relationship building. Following these tips can lead to increased engagement, trust, and ultimately, more new clients for your home care agency.
