If You Have Product For Assisted Living How Do You Market It?
GCMs or ALCA members rarely see themselves as marketers. This is a fatal error. You may have a product, for Assisted Living residents but to make money from that service/product, you have to market it by showing the benefits of your service/product to the Assisted Living Director or adult children of residents.
Who Makes The Buying Decision?
Even if it is a service, people are buying your product. You must put together a marketing plan you need to identify who makes the decision to buy your GCM/ALCA Assisted Living products. With older adults over age 85, the buying decision is generally made by the adult children or the third party (trust officer, etc.). Many times young older adults (65–85 years of age) make their own buying decisions for what they think best for their family members.
The next step is how do you get to the adult child who makes the buying decision- The Assisted Living Director?
What is Your Assisted Living Marketing Plan?
Does this buying decision require personal contact in an intake by a GCM, an Assisted Living sell sheet you dropped off at the Assisted Living Director’s office, marketing meeting with the director, meeting with older resident, complimentary consultation with the Assisted Living resident’s family, word of mouth, paid advertising, through social media- if so what – blog, web site – what describe your sales plan to uncover customers needs. It will have to go in your business plan plus- be good enough to get you, customers.
What Criteria Does The Assisted Living Customer Use to Make a Purchase
Next, you have to figure out whether the decision to purchase your Assisted Living product is made by the Assisted Living Director, the older resident or the adult child?
Then you must decide what criteria do the resident adult child or Assisted Living Director to use to buy your assisted living product: GCM benefits like the Assisted Living Director not losing the resident, the adult child the aging parent being engaged in activities and making new friends.
How will you give your customer, the adult child, or Assisted Living Director enough information to say yes? You give them the benefits of your ALCA or GCM Product/Service.
FOR EXAMPLE
- You will help the 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.
- You will help residents not engaging in activities to participate in activities program outside activities and socialization program so through the quality of life assessment & concierge companion
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.
2PM-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 Upscale Assisted Living, wealth managers, elder law attorneys, and concierge physicians
What specific benefits do you offer for Conservators or fiduciaries, accountants, financial planners, MD’s
Step by Step how to set up meetings with 3rd parties to make the sale
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