Clinicians Blog

Marketing to Workers' Comp Insurance Adjusters and Case Managers

Posted by Erin Norton
Mar 13, 2015 5:30:00 PM

Communication is the Key

When marketing to workers comp adjusters and case managers, your best marketing tools are your skills as a therapist and understanding how to communicate with these individuals. These “tools” will allow adjustors and case managers to develop trust in your skills as a therapist and are more likely to send patients. This type of marketing is not pounding the pavement, it is relationship building. To do this effectively you must understand the roles of the adjustor and case manager.

When an employee is injured on the job a therapist may be recruited to help with treatment and rehabilitation. Understanding the role of the each individual person involved in the case is crucial. In these workers’ compensation cases, the therapists spend a majority of time with the patient throughout their rehabilitation and communication with the insurance adjuster, and sometimes depending on the severity of the case, a case manager. These two roles are inter related and can be marketed to similarly.

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Marketing your Industrial Rehab Services

Posted by Erin Norton
Mar 13, 2015 5:28:00 PM

The whole area of work related injury prevention and industrial rehab requires a very different approach to marketing. Some clinics struggle to figure out how to do this kind of marketing. The next series of blogs is geared towards this topic and helping therapists understand how to accomplish smart marketing in this area. The posts will address identifying the buyers and their needs and interests, understanding how to do market research, how to reach the buyer, how to make a sales call, and how to track the outcome of your marketing program.

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