Marketing Tactics – Use Benefits
ALCA members need to sell the benefits of Geriatric Care Management to assisted living. Care managers are perfect professionals to help assisted living residents if they have just moved in, are unhappy with the move, not participating in activities isolating or general when they are not thriving in the resident community.
Marketing care management to ALF’s takes some particular marketing tactics
Although it might seem counterintuitive, consumers rarely want to buy things for the sake of buying them – they want what they purchase to solve their problems.
To borrow from the example of an umbrella, features of this umbrella might be its unbreakable spokes or wind-resistant construction – but the benefit is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this make the sale.
Clients who purchase home care or care management want to buy benefits – what your product or service can do for them.
GCM Benefits To Assisted Living
Let’s take a third-party. Care Managers often market to Assisted Living. ALF Directors want to hear how your ALCA or GCM agency is going to help the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits are what make the sale and keep the Assisted Living dry not flooded by the rain.
But here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service for residents that involves Quality Of Life
YOUR GCM ALCA AGENCIES BENEFITS
The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have one to one companion and geriatric care management services. Your geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management.
The assisted living and retirement community population sometimes have clients with needs that cannot be met with their nonmedical, non-one-on-one support services, (usually just an activities director)
- You will help facility with residents who are not adjusting to the facility or considering moving by engaging them in activities that will enhance the quality of their life, SO WHAT so they remain in the facility
- You will help residents not engaging in activities to participate in the ALF’s activities program or outside activities and socialization program through a quality of life assessment & companion, SO WHAT so they do not want to move out of the facility
- You will engage with new residents who are just adjusting both to the facility and their move, to engage in socialization and activity programs. You can help them make friends & engage in outside activities through a quality of life assessment and companion, SO WHAT so they do not consider moving out
- You will make monthly monitoring visits to make sure Companion is meeting all the client’s needs, keep in touch with the family and facility with frequent e-mails, texts or telephone updates plus sending a monthly report SO WHAT so everyone is on the same page through your great communication skills.
So, selling the benefits to the third party, who will refer your agency to families of residents who are struggling, is a much more potent selling point that features of your agency.
Join me in my newest FREE Webinar
Sales – PR & Marketing to Find the VIP Client 
When: Thursday, July 15th
Time: 2:00 PM – 3:30 PM PST
YOU Will Learn
- Who Are the 4 types of VIP Clients.
- Understand how to find VIP Concierge Clients- hot mapping & Market Studies
- Learn to create or revise a Concierge Geriatric Care Management Strategic
How to Sell Benefits Not Features to 5 Professional ALCA – GCM 3rd parties- How to Use Free PR to Use to Find Adult Children of VIP Clients
After registering, you will receive a confirmation email containing information about joining the webinar.
for 20 years, until his death. Was it a good move-?
concierge care as you can only deliver services to the upper 10%.By taking the time to manage expectations and build positive gut feelings about your company, you establish yourself as a trusted leader in your market.
choose you -the geriatric care manager over your competition 
if you have products and Four Seasons services to deliver those products- rivals do not have.
Rather than tell clients you do assessment– offer products they are seeking – like relocation (moving an older parent VIP Care Management, ( Discreet private care for a well known celebrity),Quality of Life (increasing the joy in an older person’s life who is dressed with Stay at Home Restrictions), Dementia Care, Home from the Hospital,( which many desperately need, especially during the COVID -19 epidemic), Medication Assessment,- End of Life Services,Products that pinpoint exactly what the older person needs are in a pandemic & on going and why the family is desperately calling for help. But these products need to be
