Starting or sustaining an aging life or care management business depends on selling care management to customers who will buy will your product /service. These are customers like adult children of aging parents who will purchase your care management services/products directly because their hair is on fire. But your business ‘s financial success also depends on the third parties who will refer these sometimes-desperate adult children and their aging parents. These would be defined as professional client representatives or “third parties”.
They include good targets who will refer elders and their families to you in you have a really good marketing campaign to reach them. This ” golden” group includes elder-law attorneys, trust officers, upscale assisted living and concierge physicians. More third parties for you to contact to grow your business include county and state senior services senior services, information and referral agencies in each county, funded by the Older Americans Act, hospital-based care managers, and physicians, including geriatricians and internists.
All of these marketing targets serve the same demographic as you do. However, the first group serves the same financial demographic as you do elders in the top 10%
.The more elder law attorneys who will refer adult children to you, the better the chances of your financial success at your GCM or aging life business. But how do you design your marketing campaign?
Once you make an appointment with an elder law attorney, how do you sell your services or products to him? First, You describe the facts about services and position your business so show them you are the best care management agency in your area to serve her or him.
But what is most important is you show the elderlaw attorney how using your agency will benefit him or her in his or her practice and what is your value as a customer. For example, elder law attorneys are skilled in their field but not working with dysfunctional ofter very difficult families rife with divorce, sibling rivalry, the entitled parents who did not care for them and now they are expected to care for that parent. Care Managers are skilled in dealing with these families.
Here are some benefits you can show an elderlaw attorney you can offer her or him by referring to you.
- You can assess capacity because you are are a health professional and they are not
- You can work with Dysfunctional families who are often their clientsYou can do mediation with dysfunctional families
- You can facilitate family meetings over non-titled assists, health care decisions( death and dying)
- You are an expert in sibling wars and bringing them to decisions that will help the care of the older person
Find out many more benefits your care management skills care managers bring to an elder law attorney and other key third-party targets you meet with to garner their business and referrals.
Sign up for my free webinar coming up very soon and already nearing the 100 person limit
Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line
When: March 6, 2019
The problems you solve for 3rd parties so they will refer to you.
What is a benefit vs features and how to find benefits for each 3rd party you market to?
What specific problems you solve for wealth managers, elderlaw attorneys, and concierge physicians
What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s
Step by Step how to set up meetings with 3rd parties to make the sale