High-end products like a Viking Cruise is understandable to a high-end customer. They buy it –because it has exceptional services and recognizes their entitled station in life.
Concierge customers will choose you -the geriatric care manager over your competition if you have products rivals do not have.
Products make sense to a high-end customer who is brand /product-oriented in purchasing anything that reflects who they are. Think Gucci purses, Rolex or Montblanc watches Dior dresses.
All care management customers in upper 10% relate to products not peace of mind
The Four Seasons offers a template in identifying and responding to a client’s needs – availability of 24 -hour room service, one-hour dry cleaning.
From the moment, a guest sets foot into a Four Seasons establishment, the staff is trained to identify and respond to that client’s needs in an integrated fashion.
A Geriatric Care Manager must apply a 4 Season Mentality to an older identify client’s needs. So, you must assess their quality of life needs, home care needs, types of referral sources they prefer and preferred service delivery. Most important their health care needs and psychosocial needs must be identified and delivered under the same high-quality delivery by a professional care manager.
At the time care management services are started, the client may have a range of physical, emotional,
intellectual and spiritual problems needs. The Concierge care manager’s role is to identify these needs and provide integrated, continuous solutions to meet the client’s needs.
Rather than tell clients you do assessment– offer products they are seeking – like relocation (moving an older person), Quality of Life (increasing the joy in an older person’s life who is lonely), Dementia Care, Home from the Hospital, Medication Assessment, VIP Care Management- that pinpoint exactly what the older person needs are and why the family is desperately calling for help. But these products need to be
Jaguar level, not a Hyundai buy. To do this, develop continuously integrated solutions through a product procedure placed in a company operation manual, along with all of your products so you ensure your staff can deliver, step by a step-that high-end product that the Concierge client just purchased and demands.
Geriatric care managers can show new clients how your concierge products will solve their problems with the GCM being there for them every step of the way. Your professional care management staff can make families relieved and happy because they understand they save time and overwhelming stress by using professionals GCM plus they have purchased the highest quality product in their market your Jaguar care management not the Hundi -bargain level of care
Free Webinar-Sales and Marketing to Find the VIP Concierge Client
March 31, 2020 -2PM -3:30 PM PST
Concierge Clients are the only way a GCM or ALCA care manager can make a profit and have their business thrive. Find out who are they, how you find them, design GCM Products they will purchase, and create a marketing plan and gold standard services to have them sign your contract and use your services long term
Who They Are- 4 Types
How to Locate them in your service area
How to create a strategic marketing plan to sell to them
How to Develop Gold Standard GCM Products and Service