Here’s what over 500 home care business owners have to say about overcoming challenges… results published in the “2018 Private Duty Benchmarking Study”:.
May 10, 2019
Written by: Robbyn Holland
The 60 second business pitch, elevator pitch, sales manager moment, whatever you would like to call it, is a vital piece of your business. Especially if you are a part of networking groups where you frequently need to introduce yourself and your business very quickly to many people.
“The best way to sell something: Don’t sell anything.
Earn the awareness, respect and trust of those who might buy.”
Rand Fishkin/Founder: SEOmoz
If you can craft a near-perfect 60 second overview of your business, then you will be able to connect with more people (how many people are listening to you talk about your business after the first minute?), network better and build a higher quality referral network for your business.
The 5 Components Of Your 60 Second Business Pitch
1. A fact or statistic about your industry/your customer’s problems
2. The benefit that you provide that is directly related to that statistic
3. Validation of your credibility or an example of how you’ve solved this issue
5. Memory Hook
Related content: 2019 Home Care Monthly Marketing Template
#1 A Fact or Statistic
If you are an expert in your industry, which I assume you are because that’s the cost of entry to building a successful business, then you’ll be pretty well versed in the trends in your field. If you don’t have some statistics off hand, use the good ole’ Internet to find (valid) numbers that you can reference. Every industry has different publications that provide studies and statistics. Head to Google and search for “your industry” “statistics 2013” (or whatever year it happens to be when you’re reading this).An example of a statistic would be: An average company will see a 45% growth in website traffic when increasing total blog articles from 11-20 to 21-50 articles.
When following up your statistics, you can provide a benefit that your company offers that is directly related to that statistic. For instance, to follow up the blogging statistic from above, a benefit would be: When a company increases their website traffic, there is a direct correlation with the number of leads that they generate through their website.
Clients that work with us have been able to post 35 new articles to their website within 3 months and actually see a greater than 45% growth in website traffic and a bottom-line impact within 12 weeks.
After educating your engaged listener with the statistics, benefits and examples listed above, it’s time to wrap up your 60 second business pitch with a nicely worded Call To Action (CTA). This ties everything together and gives the listener a next step to use the information that you just gave to them.
A solid conclusion to a 60 second business pitch would be “If you (or someone you know in a particular industry) wants to learn more about how these services work, let’s schedule a meeting/phone call (ask for an introduction to the third party).”
#5: Memory Hook
This is the beautifully tied bow on top of your elevator pitch that will connect you/your services directly with the results you can provide for the person who you are speaking with. For us, here at STAT Homecare Consultants, the memory hook is “Success is Right Around the Corner. Let’s Get Started Together!” It’s a a simple sentence or phrase that incorporates what we do and the results of our services.
August 19, 2018
Written by: Robbyn Holland
It is no secret the home care industry is booming. By 2020, 56 million US citizens will be age 65 or older and seventy percent of that population will not be able to care for themselves. One third of that population will be in a situation that requires a loved one pay out of pocket for care. Aspiring entrepreneurs see the need as a great opportunity to become their own boss in a rapidly growing field. National companies want their piece of the market share to but families are choosing brick and mortar for more personalized care.
“Nobody cares how much you know, until they know how much you care.”
Challenges For Smaller Companies
Lack of selling experience
Learning how to find clients should start long before the doors open. Online resources are available to keep up on industry trends using online resources helping to manage the day to day operation. Smaller private duty home care agencies may have less resources and experience but consultants are available to teach these skills at a very affordable rate. Some even offer training online. Click here to view a list our on-line courses. – Join the 20,000 already enrolled! Small businesses can remain competitive with knowledge, planning and preparation.
Four Key Challenges
Private Duty Owners Must Overcome
1. Finding Referrals. Agencies must understand how to increase their pipeline of new home care referrals and keep a steady stream of clients. This can be achieved by actively managing the process of turning clients into promoters. Here are some best practice home care marketing tips:
Related content: 15 Home Care Marketing Ideas
2. Staff turnover. Costs of turnover extends beyond advertising the open position, screening, interviewing, and hiring, although these costs can be formidable. Caregiver turnover is an issue facing every agency, but it is not a problem without a solution.
3. Staff Retention. Private Duty caregiver companies face the challenge of finding and keeping qualified staff. Recruiting is difficult but retaining is even harder. There are no guarantees when hiring a new employee but try these simple tips. You can ensure the environment your caregivers work in is a safe and encouraging place.
Provide Ongoing ⇒ Training Listen to Your Caregivers ⇒ Give Recognition