What do you think of when someone mentions marketing? Flashy brochures and slick commercials? Those are great, but you don’t have to be an advertising wiz to successfully market your PERS business. Below are some simple ways to increase your client base.
1. Sell as a Service, Not Product
Rather than listing product details, dealers should explain how features and services will help the client. For example, when marketing the Tact door contact:
As a product: “Tact monitors opening and closing activity when placed on doors.”
As a service: ““Tact can monitor the activity of patients with Alzheimer’s or dementia when placed on restricted doors.”
PERS offers the opportunity for seniors to age at home safely. Talk with them about benefits like peace of mind for caregivers and independence for seniors.
2. Get Out There
What’s the best way of communicating with customers? Talking to them! For example, adult living communities are often looking for speakers to talk to residents – that could be you. Conferences usually have a trade show so look for ones related to healthcare and aging. Health fairs and home shows are also great places to have valuable conversations.
3. Build Your Referral Base
Trusted referrers are one of your biggest sources of sales leads. They interact often with your target customer (seniors and/or their adult children). Referrers believe in your business and can be relied upon to spread the word. Where can you find these valuable people? Try clinics, doctor’s offices, nursing homes, churches, veterans’ associations, home care providers, community centers, medical equipment providers, and places where seniors volunteer. People trust experts so build strong relationships with doctors and medical professionals. Not only will they be knowledgeable about your business, but they’ll be excited to tell patients.
Identify the most likely locations for referrers. Salespeople must then determine organization size, access to clients, and user type. Then the sales team can spend their time wisely. Most importantly, maintain a relationship. Visit them often and remember details from past conversations. Educate them about your business and give them a variety of marketing materials to hand out.
4. Maintain Your Online Presence
This is a crucial step that many misses, so it gives you a huge advantage. 81% of customers do online research before buying something *. Your business should be the first thing they find. Use keywords like “medical alert”, “PERS”, “seniors” and other related terms to ensure your site is at top of their search results. Your site doesn’t have to be fancy but it should be up-to-date. There are many easy, low-cost tools for making websites yourself like WordPress, Squarespace, or WIX. Many think that seniors don’t use technology, but they do, and increasingly so. As do their children.
Marketing PERS doesn’t have to be hard. If you follow these steps, you’ll be on your way to growth and success!