HOW DO YOU EXPLAIN WHAT GERIATRIC CARE MANAGEMENT DOES?
What are the features vs benefits of care management? Actually, what are features vs benefits? Think about your last few marketing campaigns. Look over some of the emails you sent to prospective customers or the social media updates you made promoting your brand-new product or service. Read over some of the blog posts you published.
How much of your promotional content is focused on how your product benefits the caller? How much of your sales pitch described what your products do???
TWO MARKETING APPROACHES
When it comes to marketing, there are two primary approaches you can take with features vs benefits. The first focuses on what your product or service is or does – including all the shiny bells and whistles you’ve worked so hard to develop. The other focuses on how your product or service will improve users’ lives. Features tell the customer “what” and benefits tell the customer “why”
Which of these approaches do you think is more effective for the adult children or seniors you market to?
Take a look at the list of features below, taken directly from current advertising and marketing materials.
American Lifetime Self-setting clock for seniors with dementia It is the only one of its kind to include 5 multi-function alarms, with the option to set reminders to take medications throughout the day.
Jitterbug Senior Smart Phone 2 with Large 5.5″ screen, easy to see and 5 Urgent Response button
Each is a feature-a factual statement about the product or service being promoted. But features aren’t what entice customers, ( adult children you market to), to buy your product. That’s where benefits come in. A benefit answers the question “What’s in it for me? or what will help my parent or me the caregiver”. This means the feature provides the customer/client with something of value to them. As a result, this is where most businesses go wrong.
The feature of a self-setting clock is that it automatically resets itself & reminds the person with dementia to take their meds. The clock’s self-setting feature stops the dementia client from resetting it then forgetting needed medications & times. The benefit is the dementia patient will take meds on time, will be healthier and the caregiver less stressed.
The feature is the Jitterbug phone is that seniors with diminishing eyesight and memory have a hard time reading text on phones or recalling phone numbers. As a result, medical emergencies, are very dangerous. The important feature of jitterbugs is a large easy to see response button that gets them one person who will help the senior even if they forgot the number. This is just like the operator they used to get on the phone. The benefit of Jitterbug is it makes the older person much safer and the family members confident they can reach help if they need it
The benefit of an umbrella that opens with one button is -you stay dryer in the rain as seniors often have arthritis that can make it difficult to push open an umbrella quickly, to keep dry in the rain.
The best way to understand the true benefit of your product or service or to answer the “What’s in it for me?” A customer’s perception of each feature’s results is what attracts him or her to a particular product or service.
WHAT ARE THE BENEFITS OF GERIATRIC CARE MANAGEMENT?
What are the features vs benefits of care management? What if you are selling geriatric care
management to a long-distance son and explain the feature of care management is an assessment. As a result, he has no idea what that is, not being a social worker or an RN. He is just a desperate long-distance son. He wants to know, what’s in it for him. What’s his benefit.
You could say you have a product called “Safe at Home” that will make sure his Mom is getting all the support and care she needs and ( 1st benefit) he will not get midnight panic calls or have to scramble to make emergency flights to solve a crisis, like a hospitalization. Plus you will make sure any problems are solved (2nd benefit) before they turn into a crisis that he has to solve from far away, always keeping him informed (3rd benefit)so he can go back to just being a son. This feature vs benefit sales pitch take a huge weight off his shoulder- answering his ” what’s in it for me”
LEARN MORE ABOUT MARKETING GCM FEATURES AND BENEFITS
SELL BENEFITS NOT FEATURES & GROW YOUR$ BOTTOM LINE
When: March 15 2022
2 PM-3:30 PM PST
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
How 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 how to set up meetings with 3rd parties to make the sale