How Not to Lose a New Client at an Inquiry
An inquiry is the most critical point in opening or losing a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business.
The Desperate Calls You will Get
With many states lifting COVID-19 restrictions, in spite of COVID-19 still present, people will travel again. You will get desperate calls from adult children visiting older family members and seeing first-hand, how unprepared their vulnerable aging parents are if COVID-19 explodes in the fall or sooner. They probably will be reluctant to move their older parent to Assisted Living after the high incidence of coronavirus in these facilities no matter how many amenities they provide. Here are steps to success for an inquiry or any call about your services
Take These Steps to Convert Inquiry to New Client
1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.
3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client, and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.
6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free 30-minute complimentary consultation call, you will help them make sound decisions based on reality and assessment. 
The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.
Learn the 5 Clinical Steps to Signing Up These families
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Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products
Sales have severely declined during COVID_19. Now that many states are lifting restrictions, learn how to increase your, clients, through all your products but especially 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 or one of
the 7.5 million businesses that will fail in the next 3 months from COVID-19
When?
Date Tuesday, June 23
Time 2:00 PM -3:30 PM
You will Learn
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
Learn how!
members during the holiday season and compare notes on a post-holiday call with you. Below is a list of red flags. If they see any red signals on Thanksgiving, Hanukkah or face them on Christmas-encourage them that is the time to do something about it by hiring a care manager. You can give them this is a checklist of some worrisome they may see.
