We all know that the home care industry is an incredibly competitive market, and it stands to reason: our growing aging population has an equally expanding need for elder care. To understand how to effectively sell home health care services and help your agency stand out from the crowd, you need to differentiate yourself to your target market. To help improve your home care sales results, keep this simple acronym – LEG – in mind:
L – Listen. When someone calls for information, ask, “What made you contact us today?” And then listen. Really listen. Pay attention to clues about how they are feeling, what is causing them concern, etc. Then listen to learn where they live, details about their existing support network, health issues, etc.
E – Echo. After carefully listening to the caller, echo back what you heard the person say. Begin by echoing back feelings and validating those feelings, and then echo back facts – in that order. For instance, say, “Let me make sure I heard you correctly…”
G – Guide. When you’ve confirmed you’ve heard what the caller needs, you can then guide the person to the right services. For instance, if you hear the caller say that she lives far from her father who lives alone, is unable to drive, and has been feeling isolated, guide her towards your companionship and transportation services.
For more tips on how to sell home health care services effectively, and for an arsenal of professionally created marketing tools branded to your agency, contact the home care marketing experts at MOST at 800.370.6580, x3!