care manager Archives ⋆ Page 3 of 64 ⋆ Cathy Cress

Get a Big Bang For Your Fee PR Budget with a Care Management Speaker’s Bureau

January 20, 2019

To succeed on Geriatric Care Management or ALCA you need to do 4 things

Provide an excellent gold standard service
Understand the inquiry and sales process
Use Good PR
Use the web smartly

Public relations is a key marketing strategy for Geriatric care managers. What is it? Just what is says- building relationships between you and your GCM customers? It is also FREE stories about you and your agency for your agency, saving you lots of money.

Why PR? Because it is free, believable, gives you credibility and stature, helps build your business, gives you authority, read by a lot of people /customers and remembered.

There is paid marketing -the web, newspapers, sponsorships etc. But if you do free PR you should put a Speakers Bureau in your Marketing /PR Toolbox.

One of best PR tools you can use from your toolbox is a speaker’s bureau.

What is a Speakers Bureau in geriatric care management or Aging Life Business? Why have one? There are two marketing groups you have to attract- third parties like Elder law attorneys who can refer clients to you. The other is adult children and this group is hard to pinpoint. A speakers bureau gives the perfect PR tool to reach them.

The Speaker’s Bureau is a series of ” Hot Topics” present ted at women’s clubs, services clubs like the Rotary, family councils of facilities, etc. to draw potential clients like adult children or older clients

You create 4 Hot Topics, like “Mom Loved you Best-“ Working with Siblings over older Parent Care., “The Dutiful Daughter- How women can take care of themselves while being a caregiver.” ” Parent-Sweetheart Scams – How to understand undue influence and protect your aging parent from being scammed”

Everything is done ahead for the speaker- methods to make the calls, the speech, the handouts, the timeframe. This is a really effective marketing tool that your ALCA or GCM agency use to draw a future bank of customers.

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
Learn

How to develop lead generation and tactics through third parties

How to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

10 Steps to Serve Demanding, Difficult ,Wealthy Long Term Aging Clients Like Donald Trump

January 19, 2019

How Do You Deliver and serve long-term clients from the top 10% financially- who can offer sustainable financial growth to your Aging Life or GCM company?

You offer superior professional Gold Standard Concierge Service to Client and Family- Care they demand.

You offer preventative care to avoid crisis and chaos that can be there MO -Helps Keep Clients Out of E room and nursing homes and keep them at home where they wish to be and you from losing the case.

You write or rewrite your business plan that has a value proposition in your marketing plan to reach your target markets to concierge clients in the upper 10% and the third parties who in many cases serve them as well, like elder law attorneys and upscale assisted living.

You Use the value proposition from your business plan – leading to one-time/long term client engagements – How

Deliver gold standard concierge service
Offer confidential services that clients and families can trust
Do not have the VIP syndrome with these sometimes famous clients
Serve whole aging family where adult children are entitled and difficult as well.
Provide a GPS through health care needs so that best care is delivered seamlessly
Have a full GCM toolbox and know all community resources –to change tools as client change and age safely in place
Refer or provide skilled background checked home care aides who meet the need of entitled clients
Be willing and skilled enough to accept difficult entitled clients who are narcissistic, demanding and unreasonable like Donald Trump , Sumner Redstone, Huguette Clark
Have someone on your staff who has a clinical background in dysfunctional aging families, and psychodynamic diagnosis, and understands undue influence
Have upscale resources in your resource database like private drivers, private chefs, car services, upscale golf clubs that cater to older clients, and upscale assisted living

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
LearnHow to develop lead generation and tactics through third partiesHow to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

Find out more about a value proposition and subscribe to my Youtube channel Geriatric Care 1 to find out more about marketing Aging Life or Geriatric Care Management.

What is Your ALCA/ GCM Sales Plan?

January 16, 2019

GCMs or ALCA members rarely see themselves as salespersons. However, this is a fatal error. You may have a product, but to make money from that product, you have to sell it. In the beginning you yourself may have to sell your geriatric care management product. 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 geriatric care management 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.

You then need to identify what criteria the person making the buying decision uses to evaluate your geriatric care management product. For example, you have to figure out whether the decision to purchase your product Care Management Plus product is made by the adult child based on price, features, or availability. How will you give your customer, the adult child, enough information to say yes? Does this buying decision require personal contact in intake by a GCM, a Care Management Plus sell sheet you dropped off at the parent’s physician’s office, word of mouth, paid advertising, through social media- if so what – blog, web site – what Describe your sales plan. It will have to go in your business plan plus- be good enough to get you, customers.

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
Learn

How to develop lead generation and tactics through third parties

How to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

Start-Up Geraitric Care Management Marketing and PR Checklist

January 15, 2019

If you are going to start an ALCA or Geriatric Care management business, you must do what most care manager ( usually social workers and nurses have never done )- do marketing and public relations. Here is a helpful start – a beginning of PR Marketing Checklist.

This list was created by legendary former GCM Merrily Orsini, who created the model for Senior Bridge, now Humana, from her own ultra-successful Geriatric Care Management business in Louisville. She authored the chapter, Marketing Geriatric Care Management, inHandbook of Geriatric Care Management Fourth Edition. Orsini now owns Corecubed a Marketing Agency for Senior Marketing Merrily Orsini for more information.

Start-Up Geriatric Care Management PR/ Marketing Checklist

Rear view of a businesswoman looking at large business planning sketch on a chalkboard.

1. Brand Identity- including logo design and collateral material design

Services needed to complete

Research competition, develop key differentiating features, develop brand-positioning statement, and develop business names, graphic design for the logo. , colors for business communication Consider consulting a branding firm.

2. Business Identity –

Get coordinated business card envelopes, note cards, and folders

Services needed to complete

Graphic design, printing, and delivery

3. Products sheets or Sell sheets, Brochures

Services needed to complete- Copywriting, graphic design, printing, and delivery

4. Identified and 3rd party targets – including a prospect profile

Services needed to complete- Identify targets . Research develop prospect profiles, mailing lists, key factors in specific communication messages per target audience. Add to marketing excel sheets.

Want to know more?

If you really want to run a GCM business that makes money by targeting concierge clients and understanding how to market to them- then you don’t want to miss this free training

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
Learn

How to develop lead generation and tactics through third parties

How to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

Afraid of Your Competition ??-You Can Learn How to Position Your Business From Them

January 14, 2019

Your competitors can show you how to position your business so you stand out from the competition. Positioning is how you make clients in your area choose you over others in the area you serve. Your ALCA or Care management competition survey, ( which should so yearly by getting a mystery shopper). The Trump administration says there are lots of people out there be a mystery shopper since he shut the government down. These mystery shopper calls ( the coast guard or your staff) let you identify and survey other direct GCM competitors like the area agency on aging which may have a GCM arm or for-profits like accountants or elder law attorneys who include geriatric care management in their service mix.

Identify substitute providers like hospitals, often through their home health services. These can also be part of your competition to take market share from you. Private duty home care agencies offer geriatric care management to their web site. But you have to discover whether they have a certified aging life geriatric care manager as part of their staff. Tracking this down takes having a secret shopper calling all of these agencies and talking to the actual geriatric care manager and asking for their credentials, prices, services, and many more variables.

Professional Patient advocates in your area should also be tracked as possible competitors.

Non-profits often spin off for profit geriatric care management arms to help with the more needy clients they serve. Many religious denominations have geriatric care as a choice so you can learn how they are leveraging their brand. Area Agencies on Aging offer private geriatric care management and can do a good job of leveraging their respect and brand in the community.

Trust departments or wealth management services can have care management to assist with their elderly clients or the adult children in wealth management, who care for their parents.

All these competition surveys will show you marketing/positioning alternatives in your this competitive landscape. They will show how to better brand and shape your branding message- so you are the top choice of customers.

Find out how you can position your own GCM/ALCA agency, over your competition and be chosen by clients seeking care for loved ones.

Join me in my new FREE Webinar
Learn to Market Like Your Business Depended on it!
When: January 23, 2019
2PM-3PM PST
Learn

How to position your agency so it stands out from your competitors
How to develop or rewrite a strategic marketing plan in 2019 that brings more customers
How to use branding to build positive gut feelings about your agency
How to develop lead generation and tactics through third parties
How to set up leads generation with both a speakers bureau to do co-presentations & join the rubber chicken circuit to reach adult children and targeted audiences:
•
• Sign -Up –

Get a Big Bang For Your Fee PR Budget with a Care Management Speaker’s Bureau

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