--f46d042a0ecbf097e505317d9736 Content-Type: text/plain; charset=UTF-8 Content-Transfer-Encoding: quoted-printable I hope you remember talking with me a few weeks ago on being a guest speaker for our Strategy of the Month Webinar scheduled for Friday, May 13th at 1:00 eastern. I will be using your pictures from the National Meetings and LinkedIn so if you don't like them, send me another. I will be collecting questions from the field between now and May 6th and will send them in time for us to review. Also would like to touch base with each of you the week of May 9th to make sure you are comfortable with the technology we use and answer any questions you may have. I will also have the presentation pretty set and you will each get a copy of it then. A few things we have learned from other guest franchisees: Please be 15 minutes early for the call so we can check your for volume and clarity. If you have any issues getting into the webinar or with your phone lines, we will have plenty of time to clear it up. Also, please find a place free of office noise, phones ringing and dogs barking.. yes we have had that! And, mute us when you are not talking. Below is a copy of the Strategy that will go out tomorrow. I think it would be awesome if each of you could think of examples / stories along the four points below. Thanks and looking forward to working with you all on this! Janine *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: *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. *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 differentiator