Cathy Cress

Expert in Aging Life and Geriatric Care Management

  • Home
  • Products
    • GCM Manual New 5th Edition
    • Books
    • Geriatric Care Management – 4th Edition
    • Mom Loves You Best
    • Care Managers
  • Online Classes
    • Recommendations
  • Webinars
    • Upcoming Webinars
    • Past Webinars
  • Speaking
  • About
    • Recommendations
    • Interviews
  • Blog
    • Aging
    • Geriatric Care Manager
    • Siblings
    • Webinar
  • Contact

Aging Life or Care Management Intakes- Do You Know How to Make the Sale?

May 15, 2020

 

Do you know how to increase your slower inquiry calls during COVID-19?

It all starts

with having Covid-19 products, alongside your existing products and services. But the sale is made at the inquiry when the client calls you.

Especially during the pandemic do you know how to sell over the phone when you cannot yet go to all people’s homes? Even so, do you make this fatal and costly mistake with a client inquiry? When you get a request for information, over the phone, do you drive to the client’s home to do the intake- without first getting a deposit and contract first? How does this break your bank balance?

Aging Life care manager Sally Sanitze received an inquiry call and drove an hour to see the client. After spending two hours explaining her services, doing a geriatric assessment then asking for a deposit and signed contract the older gentleman said he could not afford her services and would not sign the contract at that time. The Aging Life care manager came up empty-handed.

How do you avoid traveling for two hours, spending 3 or more hours with a client, and not getting the case or making the sale?

You do the inquiry over the phone with a complimentary consultation, and then make the sale and ask for the contract and the deposit. You do not drive to the client’s home without first getting a signed contract deposit – first.

Here’s how You Do Two Call Intake

You do a two-call intake. The first inquiry call to your agency taken by a highly experienced staff in your office. That person must clearly understand the client problem, prompting the call to your agency and crucially finding out how it impacts both the client and the care providers.

They then offer an appointment to do a complimentary consultation for 30 minutes scheduled within 24 hours, made for the agency director.

What To Do in the Complementary Consultation

  • Do briefly outline how you are an expert at solving the problems (moving,keeping at home, COVID-19 safety in an elder’s home or home from the hospital with Covid-19)
  • Do a mini care plan showing exactly how you would solve the client ‘sand care providers problem outlined in the first inquiry call
  • Do make the sale by asking the client if they are ready to move forward with a contract and deposit
  • If they say yes send out a contract through Adobe and get a deposit through Pay Pal.

Join Me in My New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

 

Sales have severely declined in COVID_19. Learn how to increase your, clients,

3

through all your products but especially the new Covid-19 and telehealth. Sell Successfully this and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19

Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll, and stop you from being one of the 50% of new US businesses that fail after five years.

When?

Date Tuesday, June 23

  • What are Covid-19 GCM Services you can offer
  • How to make the sale in the inquiry call -with a complimentary consultation
  • How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale
  • How to present your offer by selling solutions to the problem with a mini care plan
  • How to manage objections if the caller has concerns about price or product
  •  How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client
  • SIGN UP FOR FREE

 

Filed Under: Aging, Aging Family, aging life business, Aging Life Care, aging life care manager, care manager, case manager, coronavirus, coronavirus marketing, coronavirus shut down, Covid 19, COVID-19 & Care Management, Covis-19 Services, Geriatric Care Management Business, Geriatric Care Manager, geriatric care manager, geriatric social worker, inquiry call, Intake, nurse advocate, nurse care manager, Webinar Tagged With: adding geriatric care management, aging life inquiry, aging life or GCM inquiry, aging life or geriatric care manager, aging parent crisis, care management intake, care manager, care manager intake, case manager, COVID_19, COVID-19 PRODUCTS, geriatric care manager, geriatric care sales, inquiry, intake Aging Life, intake over the phone, making the sale, marketing during COVID-19, nurse advocate, nurse care manager

How to Sell Care Management Services to 3rd Parties Through Benefits

February 7, 2020

 

Why 3rs Parties Refer to You?

Consider sales a relationship where you both give each other benefits. Why would third parties like trust officers, elder law attorneys, conservators or guardians refer a care manager to their aging client and family? If you have an Aging Life or GCM business you need to know what benefits you offer the that third party if they are going to give you the benefit of a new client.

Most care managers think it is their expertise that will ensure the referral ¨But third parties cannot evaluate your expertise. Features like a great care plan do not work as most do not know what a really great care plan is ¨If you are selling a service like geriatric care management you are selling  benefits

 Sell  Benefits

Why do you need to know this? First, you need to create a practice that meets the needs of your clients and major referral sources. Many clients- usually adult children, call you to start services on their own. But a good majority of clients will call you because their attorney, bank trust officer, CPA, Financial Manager referred them. These third parties need to know the benefits you are going to give them and their clients.

They want to be sure you answer ” What’s in it for me” if they are to make referrals to your agency. On the feeding chain of referrals, they are one of your most important sources to feed income into your business. You have to deliver what they need to make money and that is selling benefits.

Let’s start with a first impression.

Most people make snap judgments on a First Impression and it “ anchors” every impression afterward ¨Expertise, statistics most features are not as important to your sale as the benefits you offer  them and their clients¨Make a great first impression- with a third party- warm, helpful –and someone who will give them what makes their life better -just like care managers do in nursing or social work

Sales Meeting a Relationship Building Meeting

When you are finally in a marketing meeting with a third party who might refer a client to you-

Do not call this encounter a marketing meeting,   For the care manager with “intangible” services this as a relationship-building meeting.

Benefits are the Most Important Message to Third Party

¨You are presenting yourself and your services to a potential customer or referral source. ¨If you were selling widgets, you would have some various sizes of widgets to show. ¨Because you are selling care management services- Intangible products

Your most compelling sales message to a third party is not that you have something wonderful to sell, it is ” I understand what you need what will benefit you.” The only person in that marketing

meeting who really matters is the third party who will make the referral. They will refer clients if you offer what benefits them.

  • If they are a conservator or guardian one benefit is you can act as ‘medical information hub,’ attending doctor appointments and providing Conservator with physician notes, current vital signs, medications information, and treatment directions.
  • If the third party is an assisted living director you will engage with new residents who are not happy in the facility or want to move, by helping them find socialize with other residents through activity programs, make friends, and participate in outside activities, through your Quality of Life Assessment and through a Concierge Companion, so they will not move out

 

Marketing classes for social workers and nurses and few and far between.  Do you need help to market and run a profitable care management business?

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  

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

Filed Under: aging life business, Aging Life Care, aging life care manager, Blog, Care Management Products, case manager, Close The Sale, elder care manager, Features vs Benefits, Geriatric Care Manager, geriatric care manager, geriatric social worker, marketing care management, nurse advocate, nurse care manager, Sales in geriatric care management, selling a relationship, Webinar Tagged With: aging life and geriatric care manager, Aging Life Care Association, aging life care manager, care manager, geriatric care manager, geriatric care marketing, geriatric care sales, geriatric social worker, nurse advocate, nurse care manager, sales in geriatric care management, sell a realtionship, Third Party Marketing

What is Your GCM Sales Plan?

January 3, 2020

GCMs rarely see themselves as salespersons.

This is a fatal error. You may have a care management product, but to make money from that product, you have to sell it. In the beginning you yourself may have to sell your geriatric care management services. To put together a sales plan together you need to identify who makes the decision to buy your menu of geriatric care management 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.

You then need to identify what criteria the person making the buying decision uses to evaluate your geriatric care management product. For example, you have to figure out whether the decision to purchase your product Care Management Plus product is made by the adult child based on price, features, or availability. How will you give your customer, the adult child, or the third party who will refer you to the adult child, like an elder law attorney or an Assisted Living Director enough information to say yes? Does this buying decision require personal contact in intake by a GCM, a Care Management Plus sell sheet when you get a sales appointment with the Assisted Living Director, an elevator speech about the features of you care management products, a lists of benefits that you use to explain what the client and family will derive from using your services – or learning how to close a sale. Know all this makes you a care management salesperson. It will have to go in your business plan plus- be good enough to get you, customers who sign your contract and give you a deposit.

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop strategic marketing that brings more customers,

Understand branding       

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE 

THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

SIGN UP NOW  

Filed Under: Aging, aging family crisis, Aging Life Care, Aging Life Care Assocaition, aging life care manager, care manager, Geriatric Care Management Business, Geriatric Care Manager, geriatric social worker, Marketing aging life care, marketing ALCA /GCM, marketing care management, marketing geriatric care management, Marketing plan Tagged With: aging life or geriatric care marketing plan, ALCA marketing, Free webinar marketing, geriatric care management, geriatric care manager sales plan, geriatric care marketing, geriatric care sales, marketing aging life or geriatric carre management

What is Your GCM Sales Plan?

December 19, 2019

Are You A Salesperson?

GCMs rarely see themselves as salespersons. However, this is a fatal error. You may have a product, but to make money from that product, you have to sell it. In the beginning you yourself may have to sell your geriatric care management product. To begin to put together a sales plan you need to identify who makes the decision to buy your geriatric care management 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.

Why Do People Buy Your Services?

You then need to identify what criteria the person making the buying decision uses to evaluate your geriatric care management product. For example, you have to figure out whether the decision to purchase your product Care Management Plus product is made by the adult child based on price, features, or availability. How will you give your customer, the adult child, enough information to say yes? Does this buying decision require personal contact in intake by a GCM, a Care Management Plus sell sheet you dropped off at the parent’s physician’s office, word of mouth, paid advertising, through social media- if so what – blog, web site – what Describe your sales plan. It will have to go in your business plan plus- be good enough to get you, customers.

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop strategic marketing that brings more customers,

Understand branding         

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE

 

 

Filed Under: Aging Tagged With: billing for geriatric care management, geriatric care management, geriatric care manager sales plan, geriatric care sales

3 Great Tips for Marketing Care Management

December 4, 2019

How DO YOU SELL THE INVISIBLE _ GERIATRIC CARE MANAGEMENT?

What are the best tips to sell Care management? Harry Beckwith, wrote one of the best business books for people selling services like Geriatric Care Managers, “Selling the Invisible. Beckwith tells you how any service, from a home-based consultancy, like geriatric care management or Aging Life Care, can turn more prospects into clients and keep them.

To make the sale on a care management service that folks cannot touch or see he gives these 3 suggestions:

Don’t use adjectives. Use stories.

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 with stories.

If you are selling something complex, simplify it with a metaphor.

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.

  •  

Above all, sell hope.

To make the sale your potential new client needs hope. You can give the caller (usually the frantic family member) that hope in a telephone inquiry and make the sale over the phone. Put together a mini care plan with an optimal solution. You do not give away the store but your mini care plan shows the distraught adult child that you can take away the pain of caring and give them a positive future with their loved one.

Join Me in My New Free Webinar

FREE Webinar

LEARN HOW TO MARKET LIKE YOUR BUSINESS DEPENDED ON IT 

January 23 @ 2:00 pm – 3:00 pm PST

The busiest season for care managers is January & February after as adult children have just visited for the holiday and seeing their elderly parents skating on very thin aging ice

Learn care management marketing so you can:

Capture those desperate clients in January after the festive fright-

Develop strategic marketing that brings more customers,

Understand branding

Develop a positioning strategy so the caller chooses you

Understand lead generation in care management

Get the best marketing software  

Create a 5 Star Marketing Plan for the top 10% of seniors who can afford you.

Click Here To Register 

FIND OUT MORE 

 

THIS FREE  WEBINAR  FROM 2 PM – 3 PM PST January 23, 2020

 

SIGN UP NOW  

 

 

 

 

 

Filed Under: Blog, Sales Tagged With: aging life care manager, aging life care sales, aging parent crisis, ALCA marketing, ALCA sales, care manager, care manager marketing, case manager, closing a sale, concierge marketing, geriatric care manager, geriatric care sales, geriatric social worker, Marketing Care Management, nurse advocate, nurse care manager, sales in geriatric care management, selling geraitric or aging life care

  • 1
  • 2
  • 3
  • Next Page »

Contact

Use the form on the
Contact page to email Cathy.

Email

Connect with Cathy

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

  • Home
  • GCM Manual New 5th Edition
  • Books »
  • Services »
  • About
  • Recommendations
  • Blog »
  • Contact

Copyright © 2012–2021 CressGCMConsult & Cathy Cress - Expert in Aging Life and Geriatric Care Management | Site Designed by Kissa's Kreations