As consumers, we do whatever we can to ensure we’re getting the best price for our purchases, whether through comparing costs online, clipping coupons, or asking friends and family for recommendations. Yet there are also situations when quality takes a front seat over cost: Choosing an elegant restaurant to celebrate a special occasion. Determining the best surgeon for a heart replacement. And certainly, engaging the services of a professional in-home care provider for a beloved senior.
As home care agency owners, it’s crucial to make sure that the high quality and value you offer will exceed your prospective clients’ concerns about cost – not always an easy task when often the first question you receive from callers is, “How much do you charge?”
The first step in effectively addressing this question is to bear in mind that many consumers are jumping into uncharted waters when exploring care options, and are often in a crisis situation where they need a solution NOW. Since they don’t know what they don’t know, the logical starting point is to seek the most cost-effective option. And if your agency is positioned to provide a higher level of service than your competitors’, then read on to learn how to to educate your inquirers on how and why the value they’re receiving is worth the additional cost.