If you are seeking a royalty-fee franchise – alternative delivering start up help for a Senior Care and Elder Home Care Business – call Companion Connection Senior Care for more information at 800.270.6949.

Continuing our blog post on testing your EQ or Ethical Quotient - a high EQ is especially important for anyone who markets services or products to seniors.

TEST YOUR “EQ”
You meet with a prospect whose assets you estimated to be $250,000 but learn they are closer to $2.5 million. Do you suddenly see dollar signs in terms of increased sales or are you more concerned about the complexity of their financial picture?

• Do you see a bigger sale? or
• See bigger issues?

It’s difficult not to be motivated by the size of the prospective account. At this stage what matters most is to think about how to best handle an account of this size. Do you have the expertise and team to manage it?

Would it be in the best interest of the client to take it on? Your focus here should be on obtaining enough information to make an honest presentation of your capabilities. If you can’t handle the entire account, why not refer part of the project to a trusted peer? In the short term you may lose some revenue but end up with a good long-term client.

In the process of getting bids for a brochure you discover that you can’t fit your disclaimers into the amount of space allowed. Do you decide to delete them and provide them at a later date or add another page?

• Add a page
• Delete the disclaimers

Of course it would be cheaper and faster to simply delete the disclaimers and provide them at a later date. If you take that route, you’ll be skirting the truth with less than open and honest disclosure. Seniors are afraid that salesmen will try to pull the wool over their eyes.

That’s why it’s best to be completely upfront in presenting your products and services. The very fact that you are willing to outline the risks in your materials and discuss them in depth with your client will serve you in good stead over the long run.

At Companion Connection Senior Care - we embrace high EQ with senior clients.. find out how we stand out among the senior care franchises… Be a Member of Companion Connection Senior Care.