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