What Is Your GCM/ALCA Assited Living Sales Plan?

June 22, 2019

If You Have Product For Assisted Living You Have to Sell it

GCMs or ALCA members rarely see themselves as salespersons. However, this is a fatal error. You may have product, for Assisted Living residents but to make money from that product, you have to sell it.

Who Makes The Buying Decision?

Even if it is a service, people are buying your product.To begin to put together a sales plan you need to identify who makes the decision to buy your GCM/ALCA Assisted Living products. 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.

What is Your Assisted Living Sales Plan?

Does this buying decision require personal contact in an intake by a GCM, an Assisted Living sell sheet you dropped off at the Assisted Living Director’s office , sales meeting with the director, meeting with older resident, complementary consultation with the Assisted Living resident’s family ,word of mouth, paid advertising, through social media- if so what – blog, web site – what describe your sales plan to uncover customers needs. It will have to go in your business plan plus- be good enough to get you, customers.

What Criteria Does The Assisted Living Customer Use to Make a Purchase

You then need to identify what criteria the person making the buying decision uses to evaluate your Assisted Living product. First, you have to figure out whether the decision to purchase your Asssited Living product is made by the Assisted Living Director , the older resident or the adult child . Next you must decide what criteria do the resident adult child or Assisted Living Director use to buy your assisted living product: price, features like not losing the resident, the parent not being happy or having a poor quality of life in the facility.How will you give your customer, the adult child, enough information to say yes?

Find out More about Assisted Living Sales in my Newest Free Webinar

How to Close the Sale of Geriatric Care Management to 10 Steps to Success in Selling Care Management to Assisted Living

FREE WEBINAR- 10 Steps to Success in Selling Care Management to Assisted Living

THIS WEBINAR BEGINS: Monday June 24, 2019 2 PM PST Ends 3:15PM PST

DURING THIS FREE WEBINAR YOU WILL LEARN

What Benefits to use When Selling Geriatric Care Management to Assisted Living

How Make a Winning First Impression at Assisted Living Sales Meeting- Preparing Presentation

What Referral Triggers to Use When Selling Geriatric Care Management to Assisted Living

What Feature to use When Selling Geriatric Care Management to Assisted Living

Assisted Living

Sign UP

Do You Give Away the Store When you a Care Management an Intake?

May 3, 2019

Do You Make This Mistake ?

Do you make this mistake with a client inquiry? When you get a request for and intake, over the phone, do you then drive to the client’s home to do the intake- without a deposit and contract? What can happen when you do this.

Aging Life care manager Sally Sunshine received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed after hours of driving, doing a 2 hours geriatric assessment with no new case, contract or deposit for all her time and expert effort.

Stop Traveling 3 hours & Get No Contract

How do you avoid traveling for two hours, spending 3 or more hours with a client and not getting the case or making the sale?

Get Contract Signed in Two Phone Calls

You do the inquiry over two phone calls first one offering a free complimentary consultation, and then making the sale and asking for the contract and the deposit in the second call. You use Adobe and Pay Pal to get the deposit and contract within hours. You do not drive to the client’s home without getting a signed contract deposit – first.

Join Me in my New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale

You will Learn

signed paper deal contract icon agreement pen on desk flat business illustration vector drawing

How to close the sale, get the contract signed with a 2 part intake over the phone
How to ” Identify needs using client” challenge 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
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

How to Sell Care Management Services to 3rd Parties Through a Relationship

April 7, 2019

Why Refer to You?

Consider sales a relationship. Why would third parties like trust officers, elder law attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know.

Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling a relationship

You are Selling a Relationship

Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officer, CPA, Financial Manager referred them. These third parties need to have a relational ship with you and know you are going to meet their needs if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money and that is first creating a relationship by knowing what their needs are.

Let’s start with a first impression.

Most people make snap judgments on a first Impression and it “ anchors” every impression afterward ¨Expertise, statistics most features are not as important to your sale as first impression ¨Make a great first impression- with a third party- warm, helpful –someone they want to have a relationship with -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

When you are finally in a sales meeting with a third party who might refer a client to you-

Do not to call this encounter a sales meeting, For the care manager with “intangible” services this as a relationship-building meeting.

Most Important Message to Third Party

¨You are presenting yourself and your services to a potential customer or referral source. ¨If you were selling widgets, you would have some various sizes of widgets to show. ¨Because you are selling care management services- Intangible products

**woman holding brown cardboard with people buy from people the trust message**

Your most compelling sales message to a third party is not that you have something wonderful to sell, it is ” I understand what you need.” The only person in that sales meeting who really matters is the third party who will make the referral and what the third party needs. Find out what they want, what they need, who they are. In the words of Harry Beckwith in his classic book, Selling The Invisible- Don’t sell your service – sell your prospect

Sales classes for social workers and nurses and few and far between. Do you need help to market master sales and run a profitable care management business.?

Do You need a class in closing the sale?

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: May 15, 2019
2PM-3:30PM PST
Learn

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 complimentary consultation
How to ” Identify needs using client” challenge 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

Sign Up Now

Can You Close a Sale and Get a New Care Management Client ?

March 30, 2019

Doing a successful client intake takes two Aging life /geriatric care management skills- knowledge and experience in geriatric care management and something that few aging life care managers have – a sales background and knowing how to close the sale .

Let’s touch on the first. All geriatric care managers must have a degree in the health care field such as nursing or social work. An advanced degree is optimum. Care managers also need a background in family therapy- specifically the aging family system. You rarely work with just the elderly or disabled client. Most of your work is with the family system-adult children, the older person, and the extended family. That takes knowing family therapy.

But you need to know business practices. You own a business. Doing a successful client intake takes two Aging life /geriatric care management skills- knowledge and experience in geriatric care management and something that few aging life care managers have – a sales background.

You started a private aging life business to help older people but in order to successfully help them, yourself and your own family, ( kids need braces- you need to pay your mortgage) you have to know how to sell your product to make money.

But here is a deal breaker, most care managers did not know they must have. You the care managers salesperson- most know the important part of marketing and sales- Close The Sale. You need to do an intake and close the sale by asking them are they ready to sign a contract and give you a deposit for your services. That is what makes you money.

Sales classes for social workers and nurses and few and far between. Do you need help to market master sales and run a profitable care management business.?

Do You need a class in closing the sale?