Selling a Product Assisted Living Makes the Sale
Selling a product to assisted living makes the sale. But GCMs or ALCA members rarely see themselves as salespersons. This is a fatal error. You may have a product, for Assisted Living residents but to make money from that product, you have to sell it.
What Product or Service Should You Sell
Care Managers often market to Assisted Living. What ALF Directors want to hear is how your ALCA or GCM agency is going to benefit the Assisted Living site. Of course, you can describe your agency features, price, training of staff, gold standard service. However, benefits make the sale.
As benefits make the sale here are some benefits you can offer to Assisted Living when you are seeking referrals and you have a service for residents that involves a Concierge Companion
What Benefits Make the Sale is Assisted Living?
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. They do offer activities but only one activity director for all the residents. Your geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management by the geriatric care manager offering a quality of life program, like Concierge Companion, product in my GCM Operations Manual, to help residents who move in getting involved in activities at the facility and outside the facility, so they feel part of the ALF community and do not want to move out.
The assisted living and retirement community population sometimes have new residents with needs that cannot be met with their nonmedical, non-one-on-one support services, like loneliness and isolation
- 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, THE BENEFIT 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, THE BENEFIT 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, THE BENEFIT so they do not consider moving out
- You will make monthly monitoring visits to make sure your Concierge 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 send a monthly report THE BENEFIT so everyone is on the same page through your great communication skills.
Who Makes The Buying Decision?
Even if it is a service, people are buying your product. To begin to put together a sales plan you need to identify who makes the decision to buy your GCM/ALCA Assisted Living
products or services. 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.
What is Your Assisted Living Sales Plan?
Does this buying decision require personal contact in an intake by a GCM, an Assisted Living sell sheet for a Concierge Companion service you dropped off at the Assisted Living Director’s office, sales meeting with the director, meeting with the 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
You then need to identify what criteria the person making the buying decision uses to evaluate your Assisted Living product. First, 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. Next, you must decide what criteria do the resident adult child or Assisted Living Director uses to buy your assisted living product: price, features like not losing the resident, the parent not being happy, or having a poor quality of life in the facility. How will you give your customer, the adult child, enough information to say yes?
Find out More about Assisted Living Sales in my newest webinar
When: March 15 2022
2 PM-3:30 PM PST
Learn
A feature is a fact A benefit tells your customer the advantages of those facts
Take Advantage of One Time Low Offers on Products
You will learn
The difference between selling features vs benefits
You will learn how to sell the benefits of your services for each 3rd party you serve like Assisted Living
How Benefits make your sale to ALFs, wealth managers, elder law attorneys and concierge physicians to get referrals for new clients
The Benefits that make your sale to upscale Assisted Living, accountants, financial planners, Hospice
Step by Step how to set up meetings with 3rd parties like Assisted Living to make the sale
Even if you cannot attend you will get the recording of the webinar the next day if you sign up
SIGN UP
Fix it and fix it until it is “Flawless “Service in Assisted Living– just the way the top 10% expect it to be. They want a 5-star hotel service and will buy when you try to sell to them.
When you are marketing to 3rd parties – for example -an elder law attorney – show -do not just tell. Hand the attorney a copy of a case study –involving a case you worked on with an elder law attorney. For example, a case where the family disagreed about the care for an elderly Mom and Dad. Then follow with the value you as an aging life or geriatric care manager brought to the case. Clever marketers use true stories to make their presentation more credible, personal and persuasive 
Beckwith says physicists knew that a” gravitationally completely collapsed object” had profound implications about astronomy. But who could understand what that meant? They invented a term for it- “Black Hole” and the world went wild, even making movies with Black Hole the title. Geriatric Care Management and Aging Lifecare are mouthful’s so a very hard sell. So, reduce it to a metaphor that customers can easily understand- – “We are a GPS to find the right care for your loved one. “We are a dutiful daughter, taking care of your plate so you to be the real daughter. 
