Home Care Marketing: The Gatekeeper Tapes Part 1 - What NOT to Do!

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Ever wondered why some healthcare marketers effortlessly secure meetings while others struggle to get past the front desk? This eye-opening training demonstration reveals the stark contrast between ineffective and successful approaches when engaging facility gatekeepers.

Through a revealing side-by-side comparison, we expose common mistakes that doom marketing visits before they begin: disheveled appearance, lack of preparation, overlooking the receptionist's identity, and failing to differentiate your services. These seemingly minor errors signal disorganization and disrespect, creating barriers that even the best services can't overcome.

The transformation begins with simple yet powerful adjustments. Professional presentation immediately elevates credibility. Learning and using the receptionist's name creates genuine connection with someone who influences access. Coming prepared with organized materials and business cards demonstrates competence. Most critically, clearly articulating what makes your service different addresses the facility's specific needs rather than adding to their pile of generic marketing materials.

What resonates most powerfully is the reminder that receptionists are valuable team members deserving respect, not obstacles to bypass. As noted in the training: "That person at the front is very important and they are ignored." This perspective shift fundamentally changes the dynamics of facility visits.

Whether you're new to healthcare marketing or looking to improve existing approaches, these practical strategies will transform your facility visits from frustrating rejections to productive relationship-building opportunities. Watch now to discover how small changes in your approach can open doors previously closed to your organization.

Continuum Mastery Circle Intro

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Episode Transcript

Speaker 2 (00:11):
Hi, good morning.
Can I help you?
Good morning, yes, is socialworker available?
I'm sorry she's in a meeting,oh okay.

Speaker 1 (00:20):
Well, I was hoping to talk to her.
I'm with ABC Home Care.
We're kind of new here in yourarea.

Speaker 2 (00:45):
Well, I was hoping to talk to her.

Speaker 1 (00:46):
I'm with ABC Home Care.

Speaker 2 (00:46):
We're kind of new here in your area and we haven't
had a chance to talk to her.
So I just was hoping I could,you know, talk to her about our
services and you know, whenpeople are discharging from here
they're going home, they needhelp.

Speaker 1 (00:54):
So here's my business card and brochure.
Could you give that to her when?
When would be a good time?
Um, she actually when would bea good time for me?

Speaker 2 (00:58):
to see her.
You actually need anappointment.
I'm sorry to meet with her.
Okay, how do I do that?
How do I get an appointmentwith her?

Speaker 1 (01:05):
Um, you can, um give her, I can give you her, her
business card.

Speaker 2 (01:06):
This is her email, if you want to try and email her.
Yeah, okay, what was your name?

Speaker 1 (01:08):
Oh, I'm Dawn with ABC home care, okay, okay.
So all right, I will call heror email her and see if I can
get something scheduled.

Speaker 2 (01:18):
Okay, thank you, hi, good morning.
Good morning, what's your name?
My name's.

Speaker 1 (01:32):
Annette.
Hi, annette, it's nice to meetyou.
I'm Dawn, I'm with ABC HomeCare and I was coming in to talk
to one of the social workers,if they're available.
If not, I'd love to just tellyou a little bit about our
company and what makes usdifferent than other home care
agencies.
I'm sure there's hundreds thatcome by right.

Speaker 2 (01:49):
Yeah, we have a lot of people stopping in.

Speaker 1 (01:51):
I'm sure you do, and if they're all the same then it
doesn't matter.
Let me give you my businesscard so that you know who I am.
So I'm Dawn with ABC Home Care.
What really makes us differentand stand out for you from your
standpoint, is our dischargepackage.
Here I'm going to give you thattoo.
You can see, as you're lookingat it, we are set up for

(02:12):
discharge.
I mean, we specialize in thatwith your.
When people leave here, you know, we find that they need a lot
more support than people mightthink.
When they get home and whilethey're doing really well here
and good enough to go home, whenthey get home they regret a
little bit, and so that's why weput a whole discharge package
together.
The pricing is a little bitdifferent as well, because we

(02:35):
want to meet them where they'reat.
We know they need that help andso we want to be sure we're
providing the help with, youknow, keeping their budget in
mind and all of that.
Is there any chance that one ofthe social workers might be
available now that I could meetwith them or just talk to them a
little bit about the dischargepackage?

Speaker 2 (02:53):
You know, dawn, let me see.
Let me call back and see ifsomebody can come out and talk
to you.

Speaker 1 (02:58):
Okay, Thank you, that sounds really great.
It really is.
The other skilled nursingfacilities around here have been
using it a lot, and thepatients are really happy about
it too.

Speaker 2 (03:09):
Okay, I'll give her a call See if she can come out.
Okay, thanks.

Speaker 1 (03:14):
So thanks for being here to watch our what to do and
what not to do.
We're going to talk about thegatekeeper video.
So the first time I went in orthe wrong way to do it I had all

(03:36):
this stuff and I was makingnoise and my bag was slipping
around and I wasn't focused andI wasn't giving her my attention
.
I was in a friend's t-shirt.
You know, you need to be takenseriously, so dress the part.
And I didn't care whatAnnette's name was.
I didn't.
I didn't, you know, I didn'tshare the information about my
company at all until she askedme.
I didn't differentiate myselfeither.
I didn't do anything that wasdifferent than anyone else is

(03:56):
doing, and so I wasn't givingher my attention, my time.
I didn't care to know her name,and so when I came in the second
time, I was dressedappropriately.
I didn't have all this stuff inmy.
And so when I came in thesecond time, I was dressed
appropriately.
I didn't have all this stuff inmy hands that I was trying to
juggle.
I gave her my business card sothat when she called back to
Lisa, she wasn't what's yourname again, where are you from?

(04:16):
She had my business card in herhand so she could refer to it.
When she called Lisa.
I cared to know Annette's name.
I used her name several timeswhen we were talking.
I've also made a note of it, sonext time I come in I'll say
hey, annette, how's?

Speaker 2 (04:29):
it going.

Speaker 1 (04:30):
So Annette feels important.
She is important.
That person at the front isvery important and they are
ignored.
People are just walking by allday families and everybody.
So I hope that this helps youto see the right way and the
wrong way to do this.
Please let us know if you haveany questions, because we would
love to answer them.