--0000000000001bb58f061b69ba88 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Thank you all for your time on the SME Sales Process Session today! Hosted by +Vanessa Treadwell , themed on the INTERVIEW STAGE! Identifying Customer Needs. Below are some noted from the call for anyone who was not able to make it or for those who were on and would like to review our content. *Some Quality Questions from HCLs that they use in the field:* "Which families have you been spending more time with due to complaints remediations?" Offer to host support groups for families/loved ones of those with dementia. "I noticed that XXX seems to be a challenge based on your Google/Yelp reviews, help me understand this pain point, I'd love to support you any way I can! " And offer to support with a positive review! "Are there any consistent challenges you are seeing with your residents or patients?" *Full Funnel Example: * Below are questions made by the team live on the SME call! Scenario: Geriatric Care Manager has a team of 10-15 Care Managers AND has a small team of caregiving to support with her GCM business. This particular GCM is incredibly reputable, cares about her business being ethical, and is a part of ALCA. Her GCM business is larger and more prominent than the caregiving side, which can cause staffing challenges at times. *Current:* - How are your clients impacted when it's difficult or you're unable to staff on the caregiving side? *Desired: * - What growth would come to your GCM side of the business if you had a partner on the caregiving side able to support any staffing needs? - What would it look like to have weekend staffing covered by TheKey? - As an ALCA sponsor how can TheKey help you and your team of GCM=E2=80= =99s overcome some of these staffing issues? *Risk/Consequence: * - What concerns do you have for the other GCM's in your practice when they are not able to staff their clients quickly? - What challenges do you face when your clients go without care? - If you do not have a reputable CG agency to work with, what will that do to your reputation? *Benefits/Reward: * - How would it benefit your practice to have TheKey be your supportive partner when you're unable to staff? - What would it mean to you and your team to have a trusted agency to cover all staffing needs? Do not forget to use your Pre-Call Planning Template . Thank you all for your time! We look forward to continuing this Summer Series with you all! Jackie Summers Director of Sales Operations 951-675-0413 TheKey.com [image: TheKey] --0000000000001bb58f061b69ba88 Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Thank you all for your time on the SME=C2=A0Sales Pro= cess Session today! Hosted by=C2=A0 +Vanessa Treadwell , themed on the INTERVIEW STA= GE! Identifying Customer Needs. Below are some noted from the call for anyo= ne who was not able to make it or for those who were on and would like to r= eview our c