Clients are Purchasing ” You”
An Aging Life or Geriatric Care Manager is a professional. You are selling “your” professional services. But the product is really you to make the sale.
Be “The Care” in Care Management
So what are some ways ” YOU” can close the sale? Be “Caring”.”You” the product have to be good for a client to sign up. They call because you have the care management services they desperately need. But, even more important they sign your contract and use your services because they like you.
Feel Their Pain
Your prospective clients will also buy because they think you understand them and feel their pain. So ask a few introductory questions to find that link. What do they need as a caregiver to end their pain- not just help their parent but end their suffering as a caregiver? Show them you are there for them as adult children and caregivers and ” will” do what they need to help them.
Position Yourself From Competition
Differentiate- meaning position yourself from your competition. Sure, lots of Aging Life or geriatric care managers in your area offer the same services. But nuances in your product, and how you deliver that product, can be a powerful differentiator. Start with the things that drive your clients crazy. Are you on 24- hour call to take their pain away? Do you have a homecare division to give them respite? Do you have a Dementia product that can give them answers and help?
You are Their Personal Concierge
Show how you are a personal concierge for them. Will you communicate with them one to one- write monthly reports, email when you need their approval, call if there is an emergency, handle the emergency and be in touch as frequently or within the boundaries they wish and you offer. Explain you will take over negotiating the care needs so they go back to just being the daughter or son. Show you have a menu of services ( not just assessment) and you have the exact step by step product they need. If they are exploring moving a family member, you have a” Move Mangement “product. If their loved is facing dying you have an “End of Life” services. If the client’s loved one moved to Assisted Living and hates it, you have an “Assisted Living” service. With items to offer like these, all of a sudden you really start to stand out and you set the standard for comparison with other firms.
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
- 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