What are the best tips to sell Care management? Harry Beckwith, wrote one of the best business books for people selling services like Geriatric Care Managers, “Selling the Invisible .Beckwith tells you how any service, from a home-based consultancy, like geriatric care management or Aging Life Care, can turn more prospects into clients and keep them.
To make the sale on a care management service that folks cannot touch or see he gives these 3 suggestions:
Don’t use adjectives. Use stories.
When you are marketing to 3rd parties – for example -an elderlaw attorney – show -do not just tell. Hand the attorney a copy of a case study –involving a case you worked on with an elderlaw attorney. For example, a case where the family disagreed about the care for an elderly Mom and Dad. Then follow with the value you as an aging life or geriatric care manager brought to the case. Clever marketers use true stories to make their presentation more credible, personal and persuasive with stories.
If you are selling something complex, simplify it with a metaphor.
Beckwith says physicists knew that a” gravitationally completely collapsed object” had profound implications about astronomy. But who could understand what that meant. They invented a term for it- “Black Hole” and the world went wild, even making movies with Black Hole the title. Geriatric Care management and Aging Life care are mouthful’s so a very hard sell. So, reduce it to a metaphor that customers can easily understand- – “We are a GPS to find the right care for your loved one. “We are a dutiful daughter, taking care off your plate so you to be the real daughter.
Above all, sell hope.
To make the sale your potential new client’s needs hope. You can give the caller (usually the frantic family member) that hope in a telephone inquiry and make the sale over the phone. Put together a mini care plan with an optimistic solution. You do not give away the store but your mini care plan shows the distraught adult child that you can take away the pain of caring and give them positive future with their loved one.
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You will Learn
How to Close the Sale in a Two-Part Inquiry Call
How to make the sale -with a complimentary consultation
How to ” Identify needs using client” challenge questions” to find the problem you need to solve to give the caller hope 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
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