Marketing Tactics – Use Benefits
GCM Benefits led to a sale.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, are unhappy with the move, are not participating in activities isolating, or are general when they are not thriving in the resident community.
Marketing care management to ALFs 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, features of this umbrella might be its unbreakable spokes or wind-resistant construction – but the benefit is staying dry even in strong winds that might break lesser umbrellas. The benefit of staying dry in strong winds that break other umbrellas – this makes 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 will help the Assisted Living site. Of course, you can describe your agency’s features, price, staff training, and gold-standard service. However, benefits are what make the sale and keep the Assisted Living dry, not flooded by the rain.
But 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 BENEFITS
The problem: Assisted Living does not want residents to move out. Most facilities are strictly non-medical and do not have a one-to-one companion and geriatric care management services. Your geriatric care management agency can solve that problem through the benefits of ALCA or geriatric care management.
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 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, 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 adjusting 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 the 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 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 struggling residents, is a much more potent selling point that features your agency.
Sell Benefits, not Features &Grow Your$ Bottom Line
Even if you cannot make the webinar, if you sign up, you will get a recording the next day
When: July 20, 2023
2 PM-3:30 PM PST
A feature is a fact
A benefit tells customers the advantages of those facts
YOU WILL LEARN
How to create a winning sales pitch to a third party
The difference between selling features vs. benefits
How to sell the benefits of your services to each 3rd party you serve
What Benefits make your sale to 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 on how to set up meetings with 3rd parties to make the sale
Even if you cannot attend, you will get the recording of the webinar the next day if you sign up