Volume 66
June 30, 2021
Snapshots, For the Better
  • SLC Mission
  • Success Cycle
  • Prepare Well
  • Initial Calls
  • Typical Responses
  • Follow Ups
Our recent issues introduced PEAK Performance targeting concepts and methodical scoring of essential factors which prioritize Senior Living Community (SLC) growth initiatives. On point, we featured a comparative example of how indicators may appear: Click to enlarge
Delving into developmental plans for successful hearing healthcare programs with progressive SLCs motivates us to establish a Mission Statement such as:

“Our well-respected practice will be the trusted hearing care experts who consistently empower residents with reputable educational information and continuity of compassionate care needed to improve their quality of life. Driven by high-integrity standards and value-added alliances with like-minded Senior Living Community decision makers, we will consistently prove that joys of hearing are worthy pursuits.”

With Mission in mind, our Healthy Hearing, Better Living Success Cycle builds momentum with this logical flow:
To reiterate, SLC decision makers are usually:

  • Executive Directors
  • Resident Directors
  • Wellness Directors
  • Activity Directors
“I am seeking, I am striving, I am in it with all my heart.”
— Vincent van Gogh

With envisioned Success Cycle detailed, these initial action steps are prompted:
1.) Invest 15-30 minutes studying targeted SLC website(s), concentrating on:

  • Current resident wellness initiatives, to discover current programs
  • Upcoming events which may trigger potential educational tie-ins

Document initial findings aligned with PEAK Performance evaluative construct. Examine how clue and cue discoveries will facilitate anticipated conversations.

2.) Call SLC’s primary phone number to briefly introduce your practice and Better Hearing, Better Living initiative. Emphasize community service intent, mirroring their collaboration with other ancillary healthcare providers.

Regarding Established Relationships, if you currently care for some of their residential cohort, highlight this fact. With respect to HIPAA, avoid mentioning patient names at this early stage.

Then, confidently inquire: “If I may ask, so our trusted practice can help more of your residents to be happy to hear and improve their quality of life, which of your colleagues would be best to talk with about sharing our expert services?”

Typical responses may be:

  • A specific name. After expressing appreciation, ask for correct spelling and contact info. Also, politely ask if they can “put in a good word” with their colleague and/or confirm it is okay for you to tell them who kindly referred you.

  • “I need to get approval to introduce my colleague.” At that point, ask if you may follow up soon and/or, at a convenient time, personally deliver introductory educational materials representative of what their residents should benefit from.

  • “I don’t know and need to check.” We suggest asking if you can send a brief email to person you are speaking with, including practice website for review.

3.) Based on responses, with primary goal of scheduling introductory meeting, you:

  • Have necessary contact info and make initial calls within 1 – 2 business days or…

  • Mail or personally deliver educational information to preliminary contact, as soon as practical. At this juncture, ideally face-to-face, you gain valuable insights and begin forming collaborative bonds.

Looking ahead, when pivotal meetings occur, you never have second chances to make first impressions. What key insights have Best Practices learned about how to spur enthusiastic engagement? That is The Story we will begin telling next week, chapter and verse.
Bruce Essman
CEO
High Definition Impressions (HDI)



314.276.7392
View Previous Issue by Clicking on Link Below:
INTELLECTUAL PROPERTY WARNING: Intellectual property contained in this email including HealthScapes® is the exclusive property of High Definition Impressions (HDI) and intended solely for viewing purposes.This intellectual property cannot be reproduced in any way without the expressed written consent of HDI. Any disclosure, copying, use, or distribution of the information or designs included on this website is strictly prohibited.