Why Refer to You?
Consider sales a relationship. Why would third parties like trust officers, elder law attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know.
Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling a relationship
You are Selling a Relationship
Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officer, CPA, Financial Manager referred them. These third parties need to have a relational ship with you and know you are going to meet their needs if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money and that is first creating a relationship by knowing what their needs are.
Let’s start with a first impression.
Most people make snap judgments on a first Impression and it “ anchors” every impression afterward ¨Expertise, statistics most features are not as important to your sale as first impression ¨Make a great first impression- with a third party- warm, helpful –someone they want to have a relationship with -just like care managers do in nursing or social work
Sales Meeting a Relationship Building Meeting
When you are finally in a sales meeting with a third party who might refer a client to you-
Do not to call this encounter a sales meeting, For the care manager with “intangible” services this as a relationship-building meeting.
Most Important Message to Third Party
¨You are presenting yourself and your services to a potential customer or referral source. ¨If you were selling widgets, you would have some various sizes of widgets to show. ¨Because you are selling care management services- Intangible products
Your most compelling sales message to a third party is not that you have something wonderful to sell, it is ” I understand what you need.” The only person in that sales meeting who really matters is the third party who will make the referral and what the third party needs. Find out what they want, what they need, who they are. In the words of Harry Beckwith in his classic book, Selling The Invisible- Don’t sell your service – sell your prospect
Sales classes for social workers and nurses and few and far between. Do you need help to market master sales and run a profitable care management business.?
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