--047d7bf0d3188ec64b05318dbe8a Content-Type: text/plain; charset=UTF-8 Content-Transfer-Encoding: quoted-printable Everyone, *This month's strategy will focus on pricing objections received during an intake call, or during/after an assessment.* Selling on value, not price, involves a balance of confidence, personal rapport, and doing your homework, and it's become more difficult as technology gives consumers greater access to price information and competitors. *The following four components are crucial to effectively selling our home care services on value vs. price:* *1. Choose Your Prospects Wisely.* About one-third of consumers are purely hung-up on price while the other two-thirds are open to at least hearing your reasoning as to why an extra few dollars an hour is worth it to receive services from Home Care Assistance. The =E2=80=9Csmart=E2=80=9D pro= spects will be receptive to hearing why they should pay more for a certain product or service over another. Consumers are fairly sophisticated these days and understand how to analyze price vs. value when making a purchasing decision. Selling value over price begins with the understanding that Home Care Assistance is not for everyone. You must narrow your target market or you will be forced to compromise on price. *2. Leverage Your Strengths and Experience.* Wield the full weight of HCA's strengths and differentiators! This comes largely from sales skills, but you and your team can be prepared by educating yourselves on what sets us apart from competitors. It=E2=80=99s important to thoroughly understand way= s Home Care Assistance brings value to its clients, their families and referral sources. Be prepared with a blend of HCA history, our differentiators and success stories from your office and those offices across the network. *3. Confidence is Key.* When you're highlighting the value of our services over cheaper competitors, you shouldn't vacillate on price or negotiate with the prospect. Avoid words and phrases that suggest flexibility. Phrases like, "Generally, we charge=E2=80=A6=E2=80=9D or =E2=80=9CWe may be= able to match that price=E2=80=A6=E2=80=9D should be avoided. Simply share the price with the = prospect with conviction, without hesitation and without getting defensive. Discussing price is the ideal opportunity to mention the ways in which you give back to the community and act as a trusted resource on aging and senior care (e.g. senior wellness book series, Healthy Longevity Webinar Series, etc.). This approach allows you to showcase confidence without dragging your competitors through the dirt and highlights why your value is worth their consideration over lower-priced options. The most crucial skill you need to exhibit during an intake call - more than anything else - is confidence. If that's missing, you can lose your edge right away and selling on value becomes ten times more difficult. *4. Emphasize Your Client Care Management*. The toughest job on selling value to customer