Begin With the End Goal in Mind: Growth!
Growing your homecare agency hinges on one key factor: increasing your number of patients. This means securing qualified leads from various channels. But which channels are the most effective, and how do you decide where to focus your efforts?
By identifying which lead sources bring in the highest number of converting leads, you can effectively set up your agency for growth and success.
This blog discusses the importance of tracking and evaluating lead sources, how they contribute to your agency’s growth, and how to utilize a CRM for tracking.
What Is a Lead Source?
A lead source refers to the channel through which patients find your agency. For example, if a patient or family member searches for a specific type of care and finds your website in the results of a search engine, that search engine is the lead source.
Types of Lead Sources
Lead source types are generally divided into online and more traditional categories. Below is a list of common examples:
Online Lead Sources
– Search engine results (organic search)
– Paid digital ads (pay-per-click, display ads, sponsored content)
– Website and blog posts
– Social media
– Email marketing
Traditional lead sources
– Direct mail
– Marketing referrals (e.g., discharge planners, physicians, social workers)
– Word-of-mouth referrals (e.g., patients, friends, family members)
– In-person events (e.g., trade shows, conferences, health fairs, community events)
– Advertising (e.g., TV, radio, billboards, and posters in subways/bus stations)
4 Benefits of Lead Source Tracking and Reporting
1. Identify Your Top-Performing Channels
Collecting data about lead sources is critical for homecare agencies to analyze the results of different marketing channels and campaigns. By measuring performance, resources can be allocated to the highest-performing lead sources to maximize the inflow of the most qualified leads, translating into future patients and revenue.
2. Attract More Qualified Leads and Increase Conversion Rates
Insights regarding the performance of your lead sources indicate the preferred information channels for patients. Knowing which marketing channels are most successful allows homecare agencies to cater to their target audience where they are most active and responsive and expand their target audience.
For example, some patients may only trust a recommendation from someone they know, whereas others may respond to a subway poster or online ad.
3. Track Your Marketing ROI
Calculating return on investment (ROI) is key to determining how best to spend marketing budgets and test new advertising and marketing campaigns. By tracking ROI, you can rely on data to drive decisions and confidently make adjustments accordingly.
4. Adapt to Changing Market Landscapes
Monitoring the performance of your lead sources will demonstrate any changes in patient preferences that evolve. Effective marketing strategies demand agencies to be flexible and adapt to shifts in a competitive landscape. The ability to be agile will foster more qualified leads, leading to higher conversion rates.
Best Practices to Track Lead Sources and Grow Your Agency
Follow these six best practices for tracking lead sources:
- Identify and track your lead sources.
- Make it a practice to assign a lead source to every incoming lead.
- Determine which sources bring in the most qualified leads.
- Discover which sources convert the most leads into patients.
- Test different sources to bring in more qualified leads.
- Evaluate the success of your lead sources.
Lead sources are crucial for every agency to track, optimize, and use for strategic decision-making. Using the most effective channels to generate qualified leads is a recipe for sustainable growth.
Homecare agencies can maximize lead generation opportunities by continuously improving the selection of lead source channels, which results in a higher conversion rate of qualified leads into new patients.
Manage Your Lead Sources with Inflowcare
Inflowcare’s homecare CRM is the ideal tool for your homecare agency if you want to identify, track, and monitor the performance of your lead sources. With Inflowcare, the lead source is a required field that is always documented alongside leads in the system. This makes tracking lead sources an integral part of your workflow.
Additionally, Inflowcare allows you to assign campaign costs to calculate your ROI. The ability to easily generate reports lets you make data-driven marketing decisions.
Inflowcare is an innovative homecare CRM solution for homecare. Contact us today to discuss how you can use your lead sources to grow your homecare agency.
