If you want to create care management merged with home care– do you know how to sell benefits, not features, in your merger??- here is what I mean.
Say you want a new electric car
And you don’t know much about cars or electric cars
You go to your Tesla dealer and tell the car salesman you’re looking for an electric car to get away from gas has a good range, so you can charge it, which is new, save the environment, yet has room in the back for your two 7-year-old grandson’s and their giant 80-pound German Shepherd- Ranger to go on camping trips and for you to get around you town.
He tells you, full of enthusiasm electric car would be ideal, shows you a few popular models, and gives you this spiel.
“The Model 3 feels sporty and engaging thanks to strong off-the-line performance, intuitive and responsive steering, and nimble handling. The straight-line thrust in the early Long Range models can still be found in the base model trim. In testing, the base Model 3 accelerated from 0 to 60 mph in 5.3 seconds. That’s impressive for an EV with a single electric motor. The higher-end Long Range and Performance models with dual electric motors are in another league of “quick.”
The base Model 3’s 18-inch all-season tires aren’t the grippiest, but they offer sufficient to stick to live up to most of the spirited driving you’ll be doing on the street. True high-performance driving, however, is limited by heavy-handed stability control. Still, this Tesla delivers a laudable driving experience for an EV.”
Huh?
If he had said to you instead,
“The Tesla Model 3 is Tesla’s least expensive and our most popular car. It’s been a huge success for the automaker since the first one came out. It saves the environment, and thanks to its low energy consumption, Model 3 scores a near-perfect 9.8/10 in greenhouse gas evaluations. With more than 300 miles of potential range on tap for camping, the Model 3 is perfect for anyone who needs to scoot around town yet can be stretched to work on longer road trips with the family or your dog thanks to Tesla’s built-out nationwide network of fast-charging stations. The Model 3 is perfect for people looking for their first Electric car. It offers a spacious interior for two kids and a big dog, a comfortable ride, and an appealing blend of easy handling and rapid acceleration. So you and your grandkids and Rangere will be happier and safer driving the Model 3”
The first sales pitch of care management merged with home care had features that gave you no reason to buy the car as you had no idea what he was talking about.
The second spiel had features but largely contained specific benefits to you, the buyer, which translated to all the reasons you would choose this first electric car.
This is why someone selling care management merged with a home care agency needs to sell benefits- not features. For example, as a feature, “we do assessments, “which almost no one but a social worker or a nurse would understand. Instead, you will sell a benefit “Our expert professional care managers will find out exactly what your Mom’s problems are and come up with the right solutions that will make your mother’s life easier, happier, and safer.”
If a care provider is needed, the person marketing care management merged with home care should offer, “we will find you exactly the right experienced caregiver who is background checked, trained to do exactly what your Mom needs, plus will be a person who your Mom will enjoy having in her home. In addition, we will make your life as a daughter easier knowing your Mom is cared for by a competent, devoted caregiver, vigilantly monitored by our gold standard care managers.”
New Free Webinar-Why Consider Care Management Merged With Home Care
Webinar-Why Merge Home Care and Care Management
When-May 18, 2023 -2 PM
-3:30 PM PST
Money is the first and most important reason to consider care management with home care. You will be able to capture billable hours that you and now giving away for free. The second reason to add care management to home care is market positioning. Clients will choose your agency if you offer this merger and competitors do not. A third reason is that a care manager is perfect for introducing home care to family caregivers. Care Managers sit with the family and review the geriatric assessment and care plan they created for the client. Last, this 1-1 care manager meeting introduces a concierge guide through the labyrinth of caregiving, showing exactly what homecare plus care management will do to solve the client’s problems, increase their quality of life and offer relief the sometimes-desperate family members. Find out more by signing up for this free webinar.
Learn
How care management merged with home care creates more Profit for both Care Management and Home Care.
The Advantages of care management merged with a home care
Competition Survey to make third parties and Adult Children Choose you
Co-Branding the merged agencies.
Technology for both home care and care management
Co-Locating both staff.
Marketing Merged care manager home care.
Critical Success Factors for the Success of the Merger
Join me in my new FREE Webinar
