You may have a winning care management product, but to make money from that product, you have to know how to close the sale. GCMs rarely see themselves as salespeople. This is a fatal error. First, you must understand that your intangible services are indeed intangible products. You can’t touch or feel them so you don’t sell them like cars or dryers.
Next, you yourself will have to sell your geriatric care management services. To do this you need a sales plan to sell to a client/customerwho cannot see or feel cannot see or feel what they are buying. A major step is to identify who makes the decision to buy your menu of geriatric care management services. Care Management after 40 years is still not a product like cough medicine or a walker. With older adults over age 85, the buying decision is generally made by the adult children or the third party (trust officer, etc.). Many times young older adults (65–85 years of age) make their own buying decisions.
You then need to identify what criteria the person making the buying decision uses to evaluate whether to purchase your geriatric care management service. For example, you have to figure out whether the decision to purchase your care management product is made by the adult child based on price, features, availability or understanding the benefits.
How will you give your client/ customer or the third party who will refer you to the adult child (like an elder law attorney or an Assisted Living Director ) get enough information to say yes? Does this buying decision require personal contact or can it be done in intake over the phone or both? Should you use a sell sheet when you get a sales appointment with a third party like an Assisted Living Director? Do you need an elevator speech about the features of your care management products? Must you have a list of benefits that you use to explain what the client and family will derive from using your care management services – or most of all, learn how to close a sale? Or maybe all of the above. Knowing all this makes you a care management salesperson. It will have to go in your business plan plus- be good enough to get your customers who sign your contract and give you a deposit.
Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: May 15 2019
- How to make the sale of your ” Intangible GCM Service” that the potential buyer cannot touch or feel
- How to make the sale in the inquiry call -with a complementary consultation
How to ” Identify needs using client” challange questions” to find the problem you need to solve to make the sale
- How to present your offer by selling solutions to the problem with a mini care plan
- How to manage objections if the caller has concerns about price or product
- Understand how to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client