Home Care Business Tips
They may seem obvious, but many home care agency business owners still somehow ignore the obvious things that can make or break a balance. For example:
Respect Time.
When meeting a potential home care client, it’s better to show up early than late, but not too early because that makes it look like you have a lot of free time. Don’t exceed the amount of time you agreed to meet, unless you tell the prospect that you understand your time is up and he or she agrees to speak with you for additional time.
Don’t tell your prospect their business.
Don’t insult your prospect by announcing how your homecare business will change his or her life. You want them to come to the conclusion that your services are special, but patting yourself too much on the back just puts off prospects.
Give your prospect the facts.
“How do you stack up against other area home care agencies?” This is what prospects want to know and the answer will say volumes about you. If you feed them that line about not wanting to bad-mouth competitors, you just erased any chance of them hiring your home care agency. This is an excuse salespeople hide behind when they either don’t know their competitors, or they are worse than their competitors and don’t want to say so.
Your prospect is not asking you to bad-mouth other home care agencies. He/she expects you to know your own services as well as the services (and costs) provided by your competition. The winning answer will provide him/her with specific details on your agency’s strengths vs. your competitors. These details show that you are a pro.
Take notes.
Unless you have a photographic memory, be prepared to take notes on pertinent information or advice given. Don’t make your prospect repeat all the names of the different medications their parent takes or foods they are allergic to. If hired, your staff member will have to know that information inside and out. Write it all down.
Anticipate his needs.
Don’t make him/her take notes to remember what you just told them. When your presentation is finished, leave a concise, factual, well-organized document summarizing the information you presented.
Posted by: David Goodman, President of Companion Connection Senior Care, the premier No Royalty Membership Organization serving the non medical home care and licensed home health business communities. Demand for home based elder care is soaring! CCSC will help you start your own highly successful Home Care Agency business. Contact us today for a FREE Business Info Kit… 1-800-270-6949
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