Sales Meeting is Relationship Building
A sales meeting is really what nurses social worker and ALCA care managers do well. It is a relationship building meeting. Care managers know how to build a relationship with elders and families- that’s the core of their business. If not they would never be successful care manager.
Sit Right Down And Write That Letter
Setting up that sales meeting takes a skill that care managers also excel. Since they have a business they have a marketing database so they just use “Customer Relationship” CRM database to generate a letter, to for the meeting. Of course all the Assisted Living or CCRC in your coverage area have to be in the CRM but, as good businessmen and women – you have that done as they are the ” meat ” on the table of your primary third parties.
Have a Product to Offer the Assisted Living
You have to have a service or product to sell to the Assisted Living. Just geriatric care management is not really enough. You have to have a product or services tailored to their needs. The Director of the facility you sell to wants to get benefits or know” what is this going to do for me. “Assisted Living Does Not want to lose residents. They do not want to lose money on ” Move Outs’. They want to keep the residents engaged. So designing a product and giving it a name is critical- one that will make residents happier in the facility. So create of product that is meant to keep the residents happy with skills that the assisted living staff does not have.
That would mean increasing their quality of life reducing isolation, loneliness and building connections to activities that give them joy, that is not offered in the facility or take one to one staff time. So come up with a Quality of Life program that provides recreational therapy like music, reminiscence, dance the art games or physical exercise – all at the level the residents can achieve at their ages and range of disabilities.
Ready Made Assisted Living Product
Concierge Companion a trademarked step by step delivery of an Assisted Living product in my GCM Operations Manual is an option if you do not have time or bandwidth to create your own service for signing up Assisted Living clients.
Sign Up For Free Assisted Living Webinar
You can find out more about that by signing up for my newest free webinar below
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 3:15 PM PST
DURING THIS FREE WEBINAR YOU WILL LEARN
How to 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
What Benefits to use When Selling Geriatric Care Management to Assisted Living
How to Close the Sale of Geriatric Care Management to Assisted Living