Benefits vs Features Archives ⋆ Cathy Cress

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.

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

How Do You Sell Care Management to Elderlaw Attorneys?

February 12, 2020

WHO IS YOUR TARGET MARKET

As a geriatric care manager, do you want to have success in marketing to elderlaw attornies? Starting or sustaining an aging life or care management business depends on selling care management to customers who will buy will your product /service. Many are customers like adult children of aging parents who will purchase your care management services/products directly because their hair is on fire. But your business ‘s financial success also depends on third parties like elderlaw attorneys, who will refer these sometimes-desperate adult children and their aging parents.

They include good targets who will refer elders and their families to you in you have a really good marketing campaign to reach them. This ” golden” group includes elder-law attorneys, trust officers, upscale assisted living and concierge physicians. More third parties for you to contact to grow your business include county and state senior services, information and referral agencies in each county, funded by the Older Americans Act, hospital-based care managers, and physicians, including geriatricians and internists.

All of these marketing targets serve the same demographic as you do. However, the first group serves the same financial demographic as you do elders in the top 10%

.The more elder law attorneys who will refer adult children to you, the better the chances of your financial success at your GCM or aging life business. But how do you design your marketing campaign?

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

Once you make an appointment with an elder law attorney, how do you sell your services or products to her? First, you describe the facts about services and position your business so show them you are the best care management agency in your area to serve her or him.

But what is most important is you show the elderlaw attorney how using your agency will benefit him or her in his and her practice. What is your value to this key 3rd party? For example, elder law attorneys are skilled in their field of law but not skilled in working with dysfunctional families, rife with divorce, sibling rivalry, and bad parents. Many entitled parents did not care for them as children and now they are expected to care for that parent. Care Managers are skilled in dealing with these angry adult kids from a broken nest.

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

Here are some benefits you can show an elderlaw attorney you can offer her or him by referring to you.

You are a health care professional who can assess capacity BENEFIT you will always advise whether the older client has the ability to make legal decisions

You are expert with dysfunctional families BENEFIT–You can take therapy off att plate and help family members support the client’s legal care decisions

You Can Facilitate family meetings over non-titled assets like the salt and paper collection BENEFIT so the attorney can work on more important legal titled assets like property

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Find out many more benefits your care management skills care managers bring to an elder law attorney and other key third-party targets you meet with to garner their business and referrals.

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

When: March 6, 2019
2 PM-3 PM PST
Learn

The problems you solve for 3rd parties so they will refer to you.

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 –

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

What Marketing Tactics Work Best to Reach Aging Life or GCM customers?

February 1, 2020

What Are Your Marketing Tactics ?

Marketing your existing or new Aging Life or GCM business is vital to growth, but where you spend your marketing dollars or do you use free public relations like showing targets the benefits of ALCA or GCM? What marketing tactics make the most sense for you? Where will you reach your client base best? This is where your marketing strategy comes into play. Before the business can start generating revenue, a marketing strategy and sales techniques must be in place.

A marketing message, like benefits, must be communicated to the public about your business

To get new GCM, ALCA clients your marketing message must say your business offers these benefits

concierge solutions to the grueling aging care decisions families and clients must make.
expert professional assistance with the tough choices aging family members must make about elder housing, medical care, personal care, finances, end of life and the myriad mind-boggling decisions they face.
support to the aging client and the whole aging family to transform the family to get care for the client
support and care to the caregiver to keep them from burnout
the exact product they will need to solve their problem like dementia care, moving an elder, quality of life, VIP care

Example -Benefits of Geriatric care manager to an Elder Law attorney

Assess capacity –you are are a health professional and they are not
Work with Dysfunctional families – often their clients
Do facilitation with dysfunctional families
Facilitate family meetings over non-titled assists, health care decisions( death and dying)
Expert in sibling wars facilitating decisions to help parent care
Can advise on the current and future costs of care.
Extra set of eyes for the attorney and can monitor the client’s medical status, address safety issues keep them updated
Prepare written geriatric assessment as evidence in a guardianship or conservatorship if admissable in your state

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, assisted living

What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s and many more

Step by Step how to set up meetings with 3rd parties to make the sale

How Do You Sell Care Management to Elderlaw Attorneys?

WHO IS YOUR TARGET MARKET

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Contact

Connect with Cathy

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

COVID Has Made Marketing To Lead Sources Critical

Geriatric Care Managers Need a Marketing Database

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

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

WHY DO YOU NEED Customer Relationship Database FOR MARKETING?

Marketing Tactics -Use Benefits

GCM Benefits To Assisted Living

YOUR GCM ALCA AGENCIES BENEFITS

Free Webinar –

WHO IS YOUR TARGET MARKET

HOW DO YOU SELL GCM OR ALCA TO AN ELDERLAW ATTORNEY?

WHAT BENEFITS SELL GERIATRIC CARE MANAGEMENT TO ELDERLAW ATTORNEYS?

LEARN TO SELL THE BENEFITS NOT THE FEATURES OF CARE MANAGEMENT

Geriatric Care Managers Need a Marketing Database

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

WHY DO YOU NEED ONE ONE FOR MARKETING?

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

SIGN UP

What Are Your Marketing Tactics ?

To get new GCM, ALCA clients your marketing message must say your business offers these benefits

Example -Benefits of Geriatric care manager to an Elder Law attorney

Join me in my new FREE Webinar

Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line

Contact

Connect with Cathy

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

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