A-Z Follow-UpBlueprint

For Senior Service ProvidersBy Valerie VanBooven RN BSN

Impact is not created by big budgets,it is created by innovative marketing approaches....

*Revised for NGFS Loan Consultants Advanced Marketing Program 12/08/2008

From Valerie VanBooven:Hi and happy coming new year! 2009 will be spectacular for those who take the time to reallyunderstand what’s required for attracting and maintaining new clients. It’s time to shift gears andmove into some new strategies that spice up your marketing plans without costing a bundle.The next few pages will illustrate step by step the blueprint for responding to leads that come toyou via email, internet leads programs, your website, or any online method.Getting leads to come to you via the internet is a completely different conversation than how youRESPOND to leads that come your way.The real reason you are here is because you want to know how to turn leads into clients.If you are a senior service provider, this blueprint gives you the tools to implement in your ownbusiness that will make a big difference in what happens to the people/caregivers/seniors whoinquire about your services.For the purposes of simplicity, I am going to use ABC Reverse Mortgages as my example.Please remember that if you are ABC Geriatric Care Management Services, or ABC Adult DayCare, or ABC Financial Services, you too can use this blueprint.You simply need to make a few obvious adjustments in the wording. It’s not rocket science, buta simple follow-up plan that keeps YOU in front of your prospects and potential future clients forseveral months.Follow-up is our biggest downfall. Wouldn’t you agree? As business owners we all know thatthere are those prospects who fall through the cracks, only to be contacted by our competition just at the right time, and suddenly out of reach for us.It’s time to make that situation a thing of the past and follow-up with every single inquiry for aslong as it takes. How long is that? Until they ask to not be contacted. Simple. You follow-up in awonderfully positive and educational way until asked to stop verbally, by email, or letter etc.Did you know that when a couple decides to “think” about selling or buying a new home, it oftentakes them a full 6-8 months to REALLY make the final decision!?In some cases your prospects need help RIGHT NOW, and other times, they are investigatingtheir options- and “getting ready” “just in case” an aging loved one might need help at somepoint. (Translation: Their again loved one probably needed help 6 months ago, but 6 moremonths will pass before there is an event that catapults the family into true crisis- and in need of your, or your competitors services).

Do yourself a favor and from now on make sure that for all of those clients who are “justlooking”, “educating themselves about options” etc- YOU will be the agency, individual, orcompany of choice when the time comes.In other words, make sure that every family you touch knows that they would be absolutelycrazy to do business with anyone else but you!I won’t go into an in-depth analysis of WHY you should use the items I recommend here, that’sanother discussion entirely.

However, each piece of the blueprint is recommended and designed to SET YOU APART from the COMPETITION.