Most Calls for Care Managers Post Holidays
More than half of the aging families who call you inquiring about services will be dysfunctional families post-holidays. The great majority of calls will come from adult children. If you want to make the sale during the inquiry you have to know how to handle these dysfunctional family members on the phone and give them enough trust in you to sign your contract and give you a deposit for your services.
How Do You Get Them To Trust You Enough to Sign Contract with Dysfunctional family Post holidays?
- Do Be Objective
- Do Use Active Listening
- Do Give them Hope you can solve their family problem
- Do a two-part inquiry and have the problem defined in the first part done by a skilled administrative Assistant
- Do study the problem before you do the second call and have exactly how you would solve the problem ready in a planned elevator speech
- Do a complimentary 30-minute consultation
- Do not give away the store but outline how you are an expert at solving the problems (moving, keeping at home, Alzheimer’s wandering and a bare outline of your solution
- Do not criticize dysfunctional family post-holidays
- Do not blame,
- Do not take sides if several family members points of view and express them
11 Vital Clinical Tools For Desperate Families Post-Holidays
Thursday, Jan 6, 2022, 02:00 PM Pacific Time (US and Canada)
Give frantic adult children hope using vital clinical tools when they desperately call after the holiday Join me Post-holiday and learn how to come to clinically rescue concierge dysfunctional families who found coal in their stocking.
Learn how to!
- Understand the Dysfunctional Aging Family System you must enter to get care for elders
- Master 11 Vital Clinical Tools you to solve client problems
- Take Six Clinical Steps Professional Must Take to Work with these Dysfunctional family post-holidays
- Get care for aging family members when the dysfunctional family members resist
Find out more in the YouTube for My YouTube, Channel Geriatric Care 1
HOW DO YOU EXPLAIN WHAT GERIATRIC CARE MANAGEMENT DOES?
What are the features vs benefits of care management? Actually, what are features vs benefits? Think about your last few marketing campaigns. Look over some of the emails you sent to prospective customers or the social media updates you made promoting your brand-new product or service. Read over some of the blog posts you published.
How much of your promotional content is focused on how your product benefits the caller? How much of your sales pitch described what your products do???
TWO MARKETING APPROACHES
When it comes to marketing, there are two primary approaches you can take with features vs benefits. The first focuses on what your product or service is or does – including all the shiny bells and whistles you’ve worked so hard to develop. The other focuses on how your product or service will improve users’ lives. Features tell the customer “what” and benefits tell the customer “why”
Which of these approaches do you think is more effective for the adult children or seniors you market to?
Take a look at the list of features below, taken directly from current advertising and marketing materials.
American Lifetime Self-setting clock for seniors with dementia It is the only one of its kind to include 5 multi-function alarms, with the option to set reminders to take medications throughout the day.
Jitterbug Senior Smart Phone 2 with Large 5.5″ screen, easy to see, and 5 Urgent Response button
Each is a feature-a factual statement about the product or service being promoted. But features aren’t what entice customers, ( adult children you market to), to buy your product. That’s where benefits come in. A benefit answers the question “What’s in it for me? or what will help my parent or me the caregiver”. This means the feature provides the customer/client with something of value to them. As a result, this is where most businesses go wrong.
The feature of a self-setting clock is that it automatically resets itself & reminds the person with dementia to take their meds. The clock’s self-setting feature stops the dementia client from resetting it then forgetting needed medications & times. The benefit is the dementia patient will take meds on time, will be healthier and the caregiver less stressed.
The feature is the Jitterbug phone is that seniors with diminishing eyesight and memory have a hard time reading text on phones or recalling phone numbers. As a result, medical emergencies, are very dangerous. The important feature of jitterbugs is a large easy-to-see response button that gets them one person who will help the senior even if they forgot the number. This is just like the operator they used to get on the phone. The benefit of Jitterbug is it makes the older person much safer and the family members confident they can reach for help if they need it
The benefit of an umbrella that opens with one button is -you stay dryer in the rain as seniors often have arthritis that can make it difficult to push open an umbrella quickly, to keep dry in the rain.
The best way to understand the true benefit of your product or service or to answer the “What’s in it for me?” A customer’s perception of each feature’s results is what attracts him or her to a particular product or service.
WHAT ARE THE BENEFITS OF GERIATRIC CARE MANAGEMENT?
What are the features vs benefits of care management? What if you are selling geriatric care
management to a long-distance son and explain the feature of care management is an assessment? As a result, he has no idea what that is, not being a social worker or an RN. He is just a desperate long-distance son. He wants to know, what’s in it for him. What’s his benefit?
You could say you have a product called “Safe at Home” that will make sure his Mom is getting all the support and care she needs and ( 1st benefit) he will not get midnight panic calls or have to scramble to make emergency flights to solve a crisis, like a hospitalization. Plus you will make sure any problems are solved (2nd benefit) before they turn into a crisis that he has to solve from far away, always keeping him informed (3rd benefit)so he can go back to just being a son. This feature vs benefit sales pitch take a huge weight off his shoulder- answering his ” what’s in it for me”
LEARN MORE ABOUT MARKETING GCM FEATURES AND BENEFITS
SELL BENEFITS NOT FEATURES & GROW YOUR$ BOTTOM LINE
When: July 20 2023
2 PM-3:30 PM PST
A feature is a fact A benefit tells your customer the advantages of those facts
Take Advantage of One Time Low Offers on Products
You will learn
The difference between selling features vs benefits
You will learn how to sell the benefits of your services to each 3rd party you serve
How Benefits make your sale to wealth managers, elder law attorneys, and concierge physicians to get referrals for new clients
The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice
Step by Step on how to set up meetings with 3rd parties to make the sale
Do you make New Year’s resolutions? Here are some RESOLUTIONS TO HELP AGING PARENTS. It’s not “go on a diet,” because you ate some much holiday fare but what you should do after the holiday when you spotted red flags that made you worry about your aging mom or dad. Here is the entire list of New Year’s resolutions to help your aging parents you might make for January as an adult child worried about aging parents after the holiday visit.
RESOLUTIONS TO HELP AGING PARENTS
➢ Accompany the elderly person to the doctor, and talk to the doctor in person.
➢ Gather legal financial and insurance paperwork, and meet with professionals.
➢ Have all mail forwarded to yourself or another relative who will manage it
➢ Contact and meet with old and present friends.
➢ If your older family members are in a facility, make contact with staff that cares for them, and the ombudsman.
➢ Meet with your elderly relative’s support network.
➢ Meet with a geriatric care manager who can do all this for you
DO YOU THINK THIS RESOLUTION TO HELP AGING PARENTS IS TOO EXPENSIVE?
TEN REASONS YOU CAN AFFORD A GERIATRIC CARE MANAGER
The Top Ten Reasons Why You Can Afford A Geriatric Care Manager by Phyllis Brostoff
10. We can do in 2 hours what it would take you 2 weeks to do.
9. We know how to get around that “I’m saving for a rainy day” syndrome when your folks are drowning in their problems.
8. We’re much cheaper than the cost of plane fare if you have to fly into town when your parents say “everything is fine” but you know it isn’t.
7. We can give you the scoop on which nursing home is really right for your parents.
6. We can make your parents hear what you have said over and over again, but they refuse to listen to them, you are still a child.
5. We can tell you’re annoying siblings to shut up, but graciously.
4. We’ve helped hundreds of families a lot worse than yours.
3. Your dad can’t push our buttons.
2. Next time you want to hang up on your mother, you can tell her to call us.