Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products
    • GCM Manual New 5th Edition
    • Books
    • Geriatric Care Management – 4th Edition
    • Mom Loves You Best
    • Care Managers
  • Online Classes
    • Recommendations
  • Webinars
    • Upcoming Webinars
    • Past Webinars
  • Speaking
  • About
    • Recommendations
    • Interviews
  • Blog
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

Why You Need a Marketing Data Base Especailly Now with COVID?

September 21, 2020

COVID Has Made Marketing To Lead Sources Critical

Geriatric Care Managers Need a Marketing Database

You need a marketing or Contact Management database( CRM) to market to lead sources. An aging life or geriatric care management agency’s marketing has three key target audiences or lead sources: individual clients who need care, referral sources, and children of aging parents.  Marketing databases are the key to reaching lead sources such as 3rd party referrals like elder law attorneys, upscale assisted living, trust officers, concierge physicians.

In the Deadly Fall Confluence of COVID and Seasonal Flu You Really Need the Right Marketing DataBase

The JAMA Journal tells us “The confluence of coronavirus disease 2019 (COVID-19) and seasonal influenza this fall and winter will result in considerable morbidity and mortality, stressing the health

system. With more than 200 000 COVID-19–related deaths already, the US could see a second wave of disease later this year. In 2018-2019 (a “moderate” year for influenza), the US experienced 35.5 million influenza cases, with 490 600 hospitalizations and 34 200 deaths related to influenza.1 An effective COVID-19 vaccine is unlikely until 2021. Even though seasonal influenza vaccines have variable year-to-year effectiveness, they can significantly reduce morbidity and mortality, especially with high coverage.”

Here are some of the many choices ALCA or Geriatric Care Managers can check out

  • SalesForce For Small Business 
  • GoldMine 
  • Act!
  • Highrise is a contact management database.  Easier to use than SalesForce,  Basic account for 6 users, with 5 GB of storage and 5,000 contacts is $24.00 monthly.
  •  Zoho lets you have 3 users and up to 5,000 contacts. An Excel spreadsheet of contacts can work in a start-up if the file is set up correctly to capture the necessary information.
  • Clear care can also be used as a contact database and a client database used by Aging Life GCM who have a home health component 
  • WHY DO YOU NEED Customer Relationship Database FOR MARKETING?

  • Rolodex on Speed                                               
  • Throw away all those business cards
  • ADD all 3rd party targets you need to market to for referrals
  • all contacts in the community that help you weave a care plan- can be the same as targets
  • all the contacts that you use as your individual prescription- which is your care plan
  • Will send a form elder law letter to all elder law  or third party contacts o ( Att) track all calls or marketing visits to a concierge physician or any contact group C(P)Track your marketing visits, data, send Follow up letters
  • Adding all of your continuum of care or all contacts in the community that help you weave a care plan- physicians, elder mediators, CCRC and all housing, MFT who specialize in aging-Use all the really good contacts that you use as your individual prescription- which is your care plan-  
  • SIGN UP For FREE WebinarMARKET LIKE YOUR BUSINESS DEPENDED ON IT DURING COVIDOctober 22 @ 2:00 pm – 3:00 pm PST
  • As you are approaching the busiest season for care manager’s  the holidays when families visit remotely or in-person for the holiday and see their elderly parents skating on very thin aging iceLearn care management marketing that works at all time but especially during COVID so you can:Consult with and help client’s during COVID and post COVIDConvert Consultation into  regular clients

    Understand branding         

    Develop a positioning strategy so the caller chooses you

    Understand lead generation in care management

    Understand how to do an e-newsletter

    Get the best marketing software  

    Understand Public Relations Press, TV-Radio, Social Media Coverage

    Understand Zoom Webinars

    Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you. THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST October 22, 2020

     

    You are invited to a Zoom webinar.
    When: Oct 22, 2020, 02:00 PM Pacific Time (the

    US and Canada)
    Topic: MARKET THIS Fall LIKE YOUR BUSINESS DEPENDED ON IT

    Register in advance for this webinar:

    After registering, you will receive a confirmation email containing information about joining the webinar.

Filed Under: Aging, Aging Community & Covid-19, Aging deaths, Aging Families and Disaster, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Disaster Plan, Benefits of Care Management, Benefits vs Features, Coronavirus Coaching, Coronavirus emergency plan, coronavirus marketing, coronavirus quality of life virtual program, Covid 19 Webinar, COVID-19 & Care Management, COVID-19 &Shelter in Place Plan, Covid-19 and GCM SERVICES, COVID-19 Recover at Home Plan, COVID19 Deaths Essential worker, database, e-newsletter, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start -Up, GCM Start-Up, GCM technology, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, marketing ALCA /GCM, marketing care management, Marketing data base, marketing pitch, nurse advocate, nurse care manager Tagged With: aging life care manager, aging life or geriatric care manager, aging life target audience, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, Benefits vs Features, care manager, case manager, COVID & Christmas, COVID & Halloween, COVID & Holiday Season, COVID & Holidays, COVID & Seasonal Flu, COVID COACHING, COVID GCM Procedures, Covid-19 Telehealth, COVID& Thanksgiving, CRM care manager data base, CRM for Geriatric Care Manager, Fall Tempest of COVID&FLU, GCM contact data base, geriatric care manager, marketing data base, nurse advocate, nurse care manager, Qualifying for VA Benefits

The 2 Deadliest US Sites of COVID-19 Nursing Homes & Prisons

May 2, 2020

PRISON INMATES AND NURSING HOME PATIENTS NOT  6FT APART – 6 FEET UNDER

70% of inmates in federal prisons have COVID-19.  In Kansas, the Lansing Correctional Facility had a riot of inmates over COVID-19 lack of care or protection  It took the rebellion to get the coronavirus testing PPE and care. The  Bureau of Prisons in Kansas confirmed finally that 79 staff have coronavirus and 88 prisons and prisoners dead.   

Older residents in nursing homes cannot rebel like prisoners. Many can’t even walk. The Atlantic Magazine just published an article, We are Killing Elders Now. The writer states “In at least six states, these fatalities account for half of all COVID-19 deaths, and according to the World Health Organization, half of all coronavirus fatalities in Europe have been traced to nursing homes too. Some of this mortality is linked to long-term-care facilities that are shoddily run or that violate health standards. But most of them are doing the best they can with what they have. And they don’t have much”.

KAISER FOUNDATION NURSING HOME STAFFING AND USE OF PPE NOT REQUIRED IN MOST STATES

Kaiser reports -Staff Screening. It is more common for states to recommend rather than require daily screening of staff for illness in NFs (24 states recommend, 16 states + DC require)

Use of PPE. More states recommend (23 states) than require (7 states + DC) staff to use PPE

 Two States that require testing for coronavirus of ALL  residents of nursing homes are  Maryland where 556 have died as of the Washington Post article. and Tennessee 

THE FEDS HAVE NO CMS FEDERAL GUIDELINES OR REPORTING

We have no federal guidelines for safety testing according to an article by the Kaiser Foundation

It is now estimated that 16,000 deaths have occurred in nursing homes and that is without the federal government revealing any numbers and not making available any testing. But the numbers are probably huge- if we could just do testing. 

CMS announced it would have a meeting of a “panel” of experts “ sometime at the end of May”. After probably 20,000 older people died and the feds did nothing this shows their sense of urgency about this pandemic’s national “elder cleansing”.

WHAT CONNECTS PRISONS AND NURSING HOMES – CONCENTRATION CAMPS

So, what is the connection between the viral spread of COVID-19 in nursing homes and prisons- 6 feet ? Prisoners and residents, in nursing homes, and prisons cannot social distance. Jails and prisons have human beings crammed together with no choice. Nursing homes have 2 beds or if you are on Medicaid three to a room. Neither group has a choice to social distance. They are ” concentrated” as in concentration camps or death camps.

Do SOMETHING – HELP NURSING HOMES PREVENT MORE CARNAGE

So, as someone who has spent her career in aging, I am calling out to everyone, especially professional in aging – do something. Since the feds appear to be doing little- call your congressman, write a letter to the editor.

BE KIND LIKE RACHEL MADDOW REPORTS LA JEWISH HOME LA WAS

Rachel Maddow suggests calling your local nursing homes and see what they need. Be kind like the LA Jewish Home was to a smaller nursing home LA Brier Oaks. They wanted to test their residents and had no tests and the larger LA Jewish Home had tests and shared them with the smaller as a good neighbor. What they found was ravaging but it also showed caring and generosity. Care and be generous and show the helpless elders in nursing homes in your town you are opposed to -nursing home being prisons or concentration camps.

Filed Under: 4th of july, 7 touches marketing, adult child physical abuse, Adult children, adult emotional abuse, ADULT SIBling, Aging, Aging Alcohol Abuse, Aging Community & Covid-19, Aging deaths, Aging Family, aging family crisis, aging life business, Aging Life Care, Aging Life Care Assocaition, aging life care manager, Aging therapist, ALCA & Skilled Nursing Facility, ALCA Beneifits, ALCA business Loans, ALCA Cobtract, ALCA COVID-19 Crisis, ALCA Disaster Plan, ALCA Ethical Dilemma, ALCA Financial literacy, ALCA Products for COVID_19, ALCA sales, Alcohol Abuse and Aging, Angela Jolie, Aretha Franklin, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, bankruptcy, Barack Obama, Benefits, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Care Management to Hospice, Benefits of Geriatric Care Management, Benefits vs Features, Benifits & Assisted Living, Bill Clinton, billing, Billing 85%, billing 85% of GCM hours, Blog, borderline client, Borderline narcissistic family, borderline-narcissistic families, brand, branding, branding ALCA business, Branding GCM Business, cardiac care manager, care management market sizing, Care Management Products, care management start-up, care manager, Care Plan, caregiver, caregiver assessment, Caregiver Burn Out, caregiver burnout, caregiver mental health, CAREGIVER RESOUCES, case manager, Cash Clow, cash flow, cash glow, Choice to Move Elder, CIRCLE OF CARE, client database, Close The Sale, competition survey, Concierge aging clients, Concierge caregivers, Concierge Client, concierge clients, Concierge Senior, Conservator, Contract signed, coronavirus, Coronavirus emergency plan, coronavirus marketing, coronavirus quality of life virtual program, coronavirus shut down, Covid 19, Covid-19, Covid-19 Death Nursing Homes, Covid-19 Nursing Home, Cut Off, Cut-Off, database, Death and Dying Care Management, death and dying care manager, Dementia Activities, Dementia and Spirituality, DNR, Dr. Bill Thomas, dysfunctional aging familt, Dysfunctional Aging Familu, Dysfunctional aging family, Dysfunctional Family & Holidays, Easter, Easter gifts Mom, elder abuse, elder care manager, elder fiscal abuse, elder mediator, Elderlaw Attorney, Elderly Disaster Plan, Emergency Plan, Emotional Quality of Life, Employees recognition, End of Life Care manager, End of life documents, entitled family, estranged siblings, ETHICAL DILEMMA, Ethical Will, Euology, failing business, Families, Features vs Benefits, Filial Crisis, fiscal abuse, Fiscal Elder Abuse, FREE MARKETING WEBINAR, FREE WEBINAR, GCM bankruptcy, GCM Benefits, GCM COACHING SKILLS, GCM Constract, GCM COVID 19 Crisis, GCM Disaster Plan, GCM Ethical Dilemma, GCM financial literacy, GCM Operations Manual, GCM products in COVID-19, GCM Speaker's Bureau, GCM Start -Up, GCM Start-Up, GCM technology, GCM Webinar, George Bush, Geriatric Assessment, Geriatric Care Management Business, geriatric care management emergency proceduress, Geriatric Care Manager, geriatric care manager, geriatric care manager start up, Geriatric Care Managers & Assited Living, geriatric social worker, Grandchild gifts for grandma, Guardian, Hanukkah, Helping LBGTQ Elders, high end clients, Holiday Meltdown in Aging Family, Holiday on call, Holiday Rituals in Aging Family, Holiday season, Holiday Sibling Rivalry, Holidays, home care, Home care disaster plan, Home Care Emergency Coronavirus Plan, Home From the Hospital, Hospital care manager, Hurricane, Hurricane Irma, Hurricane Maris, ife care manager, Income inequality, infection control in SNS, innovative new senior centers, inquiry call, Intake, Intellectual Quality of Life, John Mc Cain, Jose, Late Life remarriage, Legacy Tools, Legal Guardian, LGTB elders, LGTBQ ELDERS, LGTBQ Loneliness& Isolation, living will, Loneliness, Long Distance Care, Long distance caregiver, Long Term Care Coverage, marketing, Marketing 4P's, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing copy, Marketing data base, marketing geriatric care management, Marketing Home Care, marketing pitch, Marketing plan, Marketing to Assisted Living, marketing to concierge clients, marketing to conservators, marketing to guardians, marketing to long distance adult children, marketing to the top 10$, marketing to upper 10%, marketing to wealth managers, mediation, Medicare For All, midlife siblings, Mission, MONEY FOR GCM BUSINESS, Mother's Day, Mother's Day in Skilled Nursing, Move Management, moving parent in your home, Moving To CCRC, narcissistic client, Narcissistic Personality, Natasha Beauchamp, Nearly Normal Aging Family, new customers, New Year Resolutions, New Years, News, newsletters, Non-profit, Non-Profit adding Profit services, normal aging famiilies, nurse advocate, nurse care manager, Nursing home abuse, Nursing Home Deaths, Nursing Home disaster plan, on-call staff, Oral History, paid caregiver, paid caregiver for concierge client, Palliative care manager, Pandemic, parent care, Partnership, Passover, patient advocate, Paying for Long term care, Poor Nursing home staffing, positioning, POST HOLIDAY CALLS, POST HOLIDAY SEASON, postioning, PR, Pre-Emptive Move, Presentations, Private Duty Home Care, Professional class retirees, Profit, profit in ALCA, Public Relations, Public Reltions, Quality of Life, Quality of Life for elders, Quality of Life in Dying, quality of life in senior centers, Quality of Life Virtual Program, Quality of Life Virtually, Quality of Life with Dementia, Rachel Maddow, Reminiscence Therapy, Respect, Sales, Sales in geriatric care management, Sales to Assisted Living, SBA business loan, Sell Sheet, selling a relationship, Selling ALCA Business, Selling GCM Business, Selling Your Business, Senior centers, Senior Drinking, Senior Isolation, Senior Legacy, Senior Loneliness, SIBLING, sibling rivalry, sibling sharing care, Siblings, Skilled Nursing Facility, SNF death COVID-19, Social Media, Social Media for Care managers, Social Media for eldercare, social media marketing, social media marketing campaign, Speaker's Bureau, speaker's buyreau, Speakers Bureau, Speaking to Adult Children, Spiritual Quality of Life, Stanford Hospital care manager, START UP, Stepmonster, Story Worth, Sweetheart scam, telemedicine, Thanking staff, Thanksgiving, THANKSGIVING BLOG, Thanksgiving Parent crisis, Therapist Specializing in Aging, Third Party Referral, Timeline, Town Hall, Transgender Elders, Trust Departments, Trust Officer, Uncovered Long Term Care, Uncovered MedicareServices, Universal Precaution, Valentines gifts for family caregivers, value proposition, value propostion, VIP marketing, VIP Products, VIP Syndrome, VIPS markeing, Wealth Management Departments, Wealth Managers, Webinar, Webinar ALCA GCM, Written Geriatric Assessment Tagged With: aging life care manager, aging parent crisis, case manager, Covid-19, COVID-19 prisons, death and dying in COVID-19, Federal Response To Covid-19, geriatric care manager, nurse advocate, nurse care manager, nursing home deaths, nursing home saftey, Prison death

Close the GCM or ALCA Sale to Assisted Living With Benefits

February 19, 2020

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 and are unhappy with the move if they are not participating in activities and withdrawing from friends and in general when they are nor thriving in the resident community.

But 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, a feature of this particular umbrella might be its unbreakable spokes or wind-resistant construction – the benefit of which is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – 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.

So 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 agency can solve that problem.

 

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. 

 

Free Webinar –

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

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

SIGN UP

Filed Under: Aging Family, aging life business, Aging Life Care Assocaition, aging life care manager, ALCA Beneifits, Assisted Living, Assisted Living & Geriatric Care Managers, Assisted Living Crisis, Assisted Living sales, Benefits of ALCA to Hospice, Benefits of Care Management, Benefits of Geriatric Care Management, Blog, Dementia Activities, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start-Up, Marketing aging life care, marketing ALCA /GCM, marketing care management, Marketing to Assisted Living, marketing to concierge clients, marketing to upper 10%, Move Management, newsletters, nurse advocate, nurse care manager, Quality of Life for elders, Sales in geriatric care management, Sales to Assisted Living Tagged With: aging life care manager, aging parent crisis, benefits of ALCA, Benefits of care management, Benefits vs Features, care manager, case manager, GCM & Assisted Living, GCM Products and Services, Geriatric Care Sales Assisted Living, geriatric social worker, Marketing to Assisted Living, Monitoring Assisted Living Care, nurse advocate, nurse care manager, Quality of Life in Assisted Living

Lead Sources- Why You Need a Marketing Data Base ?

February 8, 2020

Geriatric Care Managers Need a Marketing Database

You need marketing or Contact Management database( CRM) to market to lead sources. An aging life or geriatric care management agency’s marketing has three key target audiences or lead sources: individual clients who need care, referral sources, and children of aging parents.  Marketing databases are the key to reaching lead sources such as 3rd party referrals like elder law attorneys, upscale assisted living, trust officers, concierge physicians.

Here are some of the many choices ALCA or Geriatric Care Managers can check out

  • SalesForce For Small Business 
  • GoldMine 
  • Act!
  • Outlook or Microsoft Access. 
  • Highrise is a contact management database.  Easier to use than SalesForce,  Basic account for 6 users, with 5 GB of storage and 5,000 contacts is $24.00 monthly.
  •  Zoho lets you have 3 users and up to 5,000 contacts. An Excel spreadsheet of contacts can work in a start-up if the file is set up correctly to capture the necessary information.Clear care can also be used as a contact database and a client database used by Aging Life GCM who have a home health component
  • WHY DO YOU NEED ONE ONE FOR MARKETING?

  • Rolodex on Speed                                               
  • Throw away all those business cards
  • ADD all 3rd party targets you need to market to for referrals
  • all contacts in the community that help you weave a care plan- can be the same as targets
  • all the contacts that you use as your individual prescription- which is your care plan
  • Will send a form elder law letter to all elder law  or third party contacts o ( Att) track all calls or marketing visits to a concierge physician or any contact group C(P)Track your marketing visits dataSend Follow up letters
  • Adding all of your continuum of care or all contacts in the community that help you weave a care plan- physicians, elder mediators,CCRC and all housing, MFT who specialize in aging-Use all the really good contacts that you use as your individual prescription- which is your care plan-  

    Join me in my new FREE Webinar on Marketing
    Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

    When: February,20th 2020
    2 PM-3:30 PM PST
    Learn
     

    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, elder law 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

    SIGN UP

Filed Under: Aging, aging life business, Aging Life Care Assocaition, aging life care manager, Benefits of Care Management, Benefits vs Features, database, Features vs Benefits, FREE MARKETING WEBINAR, FREE WEBINAR, GCM Start -Up, GCM Start-Up, GCM technology, Geriatric Care Management Business, geriatric care manager, geriatric care manager start up, geriatric social worker, marketing ALCA /GCM, marketing care management, Marketing data base, marketing pitch, nurse advocate, nurse care manager Tagged With: aging life care manager, aging life or geriatric care manager, aging life target audience, benefits of ALCA, Benefits of care management, Benefits Of Geriatric Care Managers, Benefits vs Features, care manager, case manager, CRM care manager data base, CRM for Geriatric Care Manager, GCM contact data base, geriatric care manager, marketing data base, nurse advocate, nurse care manager, Qualifying for VA Benefits

How to Sell Care Management Services to 3rd Parties Through Benefits

February 7, 2020

 

Why 3rs Parties Refer to You?

Consider sales a relationship where you both give each other benefits. 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 what benefits you offer the that third party if they are going to give you the benefit of a new client.

Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Features like a great care plan do not work as most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling  benefits

 Sell  Benefits

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 know the benefits you are going to give them and their clients.

They want to be sure you answer ” What’s in it for me” 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 selling benefits.

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 the benefits you offer  them and their clients¨Make a great first impression- with a third party- warm, helpful –and someone who will give them what makes their life better -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

When you are finally in a marketing meeting with a third party who might refer a client to you-

Do not call this encounter a marketing meeting,   For the care manager with “intangible” services this as a relationship-building meeting.

Benefits are the 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 what will benefit you.” The only person in that marketing

meeting who really matters is the third party who will make the referral. They will refer clients if you offer what benefits them.

  • If they are a conservator or guardian one benefit is you can act as ‘medical information hub,’ attending doctor appointments and providing Conservator with physician notes, current vital signs, medications information, and treatment directions.
  • If the third party is an assisted living director you will engage with new residents who are not happy in the facility or want to move, by helping them find socialize with other residents through activity programs, make friends, and participate in outside activities, through your Quality of Life Assessment and through a Concierge Companion, so they will not move out

 

Marketing classes for social workers and nurses and few and far between.  Do you need help to market and run a profitable care management business?

Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

When: February,20th 2020
2 PM-3:30 PM PST
Learn
 

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, elder law 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

SIGN UP

Filed Under: aging life business, Aging Life Care, aging life care manager, Blog, Care Management Products, case manager, Close The Sale, elder care manager, Features vs Benefits, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing care management, nurse advocate, nurse care manager, Sales in geriatric care management, selling a relationship, Webinar Tagged With: aging life and geriatric care manager, Aging Life Care Association, aging life care manager, care manager, geriatric care manager, geriatric care marketing, geriatric care sales, geriatric social worker, nurse advocate, nurse care manager, sales in geriatric care management, sell a realtionship, Third Party Marketing

  • 1
  • 2
  • 3
  • Next Page »

Contact

Use the form on the
Contact page to email Cathy.

Email

Connect with Cathy

Get Cathy’s “10 Critical Success Steps to a Profitable Aging Life or GCM Business”

  • Home
  • GCM Manual New 5th Edition
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2021 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Site Designed by Kissa's Kreations