The best way to sell ReMe is to know what problems the care facility has, and care facilities have many, and show them that ReMe can solve them, instead of telling them ‘how great ReMe is and all that it does’. Focus on the features and benefits they need…. a newly built care home has low occupancy (client acquisition)… an old care home has old systems (family engagement and reporting)…
These are pretty obvious to a client, but ReMe’ ELR data collection process is unique so may need explanation (Electronic Life Records = preferences, moods, habits, wellbeing, memories, life story, family info.)
These are not obvious and will surprise them.
Client Acquisition: ie keeping their occupancy up for they’re basically care hotels. A care home can show ReMe to a prospect to illustrate that families have remote access and care engagement and advise them to immediately download ReMe from an app store and give them a discount coupon to receive ReMe’s care at home premium features (ie activities, Alexa integration, etc). The prospect is more likely to choose the care home that can use ReMe’s knowledge of their loved one to ease the difficulty of transition to a care home by the carers using ReMe to know the person.
Family Engagement: Connecting with family is hard and laborious – ReMe connects with the family and keeps them engaged in the care process.
Staff Training: ReMe-Learn offers a free e-learning package worth over £4k pa.
Staff Retention: ReMe helps carers better know their residents and better connect with them; provides ‘at the coal face’ care training; digitally inclusion for non-tech savvy carers; they develop an increased sense of self-worth. Care homes have a better chance of attracting young carers who expect tech to be used in their work.
Reduced Costs: many activities are bought in, such as musicians, physical activities.
Daily Data Recording: carers hate the daily recording grind. ReMe makes their life easier, so they can spend more time with residents. ReMe records all data in background whilst having fun.
Reporting: many entities need reports and they are time consuming and inaccurate. Group, management reports, the family the CQC (care Quality Commission). ReMe does them all and in background, so saving time and money.
Hospital Engagement: when a resident is taken to the local hospital, in 80%+ of cases, the paperwork becomes lost, and often the patient becomes agitated at some point during the stay. If ReMe is used by the hospital then this can reduce agitation through the nurses having access to the patients ELR. This can precipate reduced medication, improved wellbeing, earlier discharge and better stepdown, with the resident returning earlier to the hospital. This is financially beneficial to the care facility and to the hospital, that therefore is more likely to refer their patients to their care home when such needs arise.
The above will for most care facilities save/make in excess of £10k in one year, as shown below
ReMe has been sold to date for £1800 pa for a care facility of less that 50 beds and £2200 pa for a care facility of more than 50 beds. This includes unlimited users i.e family, carers, etc.
All manner of variety of negotiations take place; from multiple care home discounts to discounts to charity groups, to 3 year up front discounted payments, to the provision of a number of tablets as a bonus. We have offered a 2, 3 and 5 year lease. We also offer a monthly recurring non contract payment scheme.
Our simple proposed arrangement for yourselves is that we wish to receive £1300 from each sale and ideally for multiple years paid in advance courtesly of a lease arrangement.
We are aware that the market is in a state of flux and so look forward to hearing of your comments, as since we intend to reduce our engagement with clients, in favour of yourselves, we will be increasingly reliant on your feedback re demand, pricing and market conditions.
Referral Selling : most care facilities have relationships with GP’s, the local authority, day care centres and hospitals. And all of these can purchase ReMe (please review our website tab Care Businesses here). Therefore, if you sell to a care home, it then becomes possible (at some point) to see if they are happy to introduce ReMe to their local hospital. They will usually be keen to do this since the paperwork that they provide to the hospital when one of their residents visits a ward, simply in 80% of cases, gets lost. And of course they want their resident to return to their care home, fit and well and able to continue as a fee paying resident.
You can therefore sell to a hospital. And a hospital will be keen that all those care businesses in their catchment area also use ReMe so that they can have the benefit of the care knowledge in ReMe when they are admitted to the hospital.
This is a calling card to other clients and makes promotion to all the care homes, day care centres, memory clinics and domiciliary care businesses in the area much easier, most of which would benefit from the use of ReMe, a touch table and other suitable products.
And lastly …
We’re always happy to help. We have a vast knowledge of the care sector; which care homes are being bought by who, where each care manager worked before and what the care businesses’ particular focus is, their CQC rating, financial position, corporate strategy, etc. And since we firmly believe that the best way to sell is to know the client and know their needs so as to build a relationsip, we have a 20k+ CRM database that can provide you with information on many prospective clients. Just call us whenever you need information.
Also we’d be happy to help you write the ReMe focused content for your website to optimise your offering and statements regarding ReMe and also for any other marketing material you may wish to use.
And we’re always keen to discuss joint marketing strategies with you, whether its at events, online or in print.
We can organised webinars for groups of your clients, host events and structure special offers and marketing campaigns should you wish to do so.
And very lastly, we’d welcome any feedback you have; whether from clients during your demos, product upgrade ideas, sales process thoughts, etc. We love constructive criticism.
NB. Please do not post any of our videos without our approval. For we can better tailor them to fit your needs.