Issue #4                                                                                                           February 19, 2014
Overcoming the Price Objection in Home Care Sales
How do you respond when the caller says, "Your Price is too high"?

In too many home care companies, the person who most frequently answers the phone and takes inquiries from prospective clients has not been fully trained to "capture the caller and turn inquiries into admissions".  When that's the case, the most challenging objection is price.

On Monday of this week I was conducting a coaching call with the office staff for one of our client companies.  The owner had asked me to cover several key points, and the most significant one was how to handle the price objection.  We had covered this in a training program we had provided for all of the offices in this company, but the team in one office was still challenged by the price objection.
LinkedIn Group Update
 

Linked In 3D logo We are very excited to see that our discussion group, The Leading Home Care Network on LinkedIn has reached almost 6,000 members!

This group has grown steadily over the past year, the continues to experience great interactive discussions. 

Here are some of the most recent discussions in the group: 
This is a closed group and membership is limited to leaders in home health, hospice, and private duty home care companies.  We do not allow vendors, recruiters, or people who are not related to home care.  This limited membership means that all of the posts are relevant to you and the things that you are interested in reading and discussing.  Click here and you will be taken to the group page where you can request to become a Member...it's that easy!
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NEW LIVE WORKSHOP!
The Private Duty Marketing Master Class

For 2014 we have launched a new live workshop where you will have the opportunity to get one-on-one instruction and coaching from several of the leading experts in private duty marketing, featuring Stephen Tweed, while interacting with a very small group of other non-competing home care business owners.  This workshop will be held at Leading Home Care headquarters in Louisville, Kentucky and our first class will be on March 19-20, 2014.

Objectives:  As a result of participating in this Master Class, you will be able to ...
  1. Define your USP - Unique Selling Proposition - the single most important factor for you to create competitive advantage in your local marketplace.
  2. Discuss and define the top techniques in home care Consumer Marketing and Referral Marketing.
  3. Develop and implement your own personal private duty marketing plan.
  4. Measure your marketing success on a weekly, monthly, and annual basis.
In addition to the intense on-site training session, there is some prep work that we will ask you to complete before attending, and you will also receive follow-up support from Stephen, including a one-hour post-workshop conversation and a monthly Master Class web conference.  Also, your registration fee includes a one-year Premium Membership to The Academy for Private Duty Home Care, where you will have the opportunity to attend our monthly web conferences, previously recorded web conferences, eTools, and much more.

You can learn more about this brand new unique learning experience on our website or you can go right to the registration page and register today!  We look forward to seeing you in Louisville!

Registration Fees:
  • Premium Members of The Academy for Private Duty Home Care®    $  795.00
  • Non-Members of The Academy                                                      $1,295.00
  • Additional Attendee                                                                         $795.00
Leading Home Care | editor@leadinghomecare.com | http://www.leadinghomecare.com
9750 Ormsby Station Road, Suite 205
Louisville, KY 40223


 


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