GCMs rarely see themselves as salespersons.
This is a fatal error. You may have a care management 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 services. To put together a sales plan together you need to identify who makes the decision to buy your menu of 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, or the third party who will refer you to the adult child, like an elder law attorney or an Assisted Living Director enough information to say yes? Does this buying decision require personal contact in intake by a GCM, a Care Management Plus sell sheet when you get a sales appointment with the Assisted Living Director, an elevator speech about the features of you care management products, a lists of benefits that you use to explain what the client and family will derive from using your services – or learning how to close a sale. Know all this makes you a care management salesperson. It will have to go in your business plan plus- be good enough to get you, customers who sign your contract and give you a deposit.
FREE Webinar
LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT
January 23 @ 2:00 pm – 3:00 pm PST
The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice
Learn care management marketing so you can:
Capture those desperate clients in January after the festive fright-
Develop strategic marketing that brings more customers,
Understand branding
Develop a positioning strategy so the caller chooses you
Understand lead generation in care management
Get the best marketing software
Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.
THIS FREE WEBINAR FROM 2 PM – 3 PM PST January 23, 2020
When you are marketing to 3rd parties – for example -an elder law attorney – show -do not just tell. Hand the attorney a copy of a case study –involving a case you worked on with an elder law attorney. For example, a case where the family disagreed about the care for an elderly Mom and Dad. Then follow with the value you as an aging life or geriatric care manager brought to the case. Clever marketers use true stories to make their presentation more credible, personal and persuasive 
Beckwith says physicists knew that a” gravitationally completely collapsed object” had profound implications about astronomy. But who could understand what that meant? They invented a term for it- “Black Hole” and the world went wild, even making movies with Black Hole the title. Geriatric Care Management and Aging Lifecare are mouthful’s so a very hard sell. So, reduce it to a metaphor that customers can easily understand- – “We are a GPS to find the right care for your loved one. “We are a dutiful daughter, taking care of your plate so you to be the real daughter. 
ARE CARE MANAGERS SALES PERSONS?
