Turning LEADS Into Clients for elder care and senior service providers.

1. Marketing: Converting Leads into Clients! Using ElderCare link and Other Lead Sources Valerie VanBooven RN BSN www.MySeniorService.Com

4. ?* What Business Are You In? * Hint: It’s not the business you THINK you are in…..

5. WHERE ARE YOUR CUSTOMERS? Competition

8. MONEY MONEY MONEY First time inquirers often have no idea how much your services cost, how much money the care receiver has, or different options for paying for care*. *(Doesn’t Medicare pay for everything under the sun?)

11. What is the ONE THING? All you need is one idea, one service, one product, one price point, one guarantee, one special “thing” that makes you different from 100 other similar services in your community. Find that ONE THING, and you have a USP! START BRAINSTORMING!

12. Educate Educate Educate Every Ad Every Flyer Every Senior Fair Every MD Office Visit Every Networking Event Every Time….Educate Your Audience About Your USP, and anything else they need to understand about your industry.

15. Step 1

20. Loyalty

22. Loyalty=Profits Increasing customer retention by 5% Increases profits by 25%- 95%

27. Return on Investment (ROI) Lead Expenses Net Leads Purchased 100 Lead fee $20.00 Total Lead Cost $2,000 Follow Up Costs Average Minutes Per Lead 10.00 Total Minutes 1,000 Hours Spent on Phone 16.67 Avg Hourly Rate $17.00 Follow Up Costs $283

28. Return on Investment (ROI) Sales Results # of Clients Converted 5 Average Hours Per Client/Week 20 Average Duration (Weeks) 20 Total Hours Billed 2,000 Avg Hourly Rate Billed $17.00 Client Revenue $34,000 Margin Analysis Revenue $34,000 Gross Margin % 35% Estimated Gross Margin % $11,900 Lead Expenses $2,000 Phone Follow Up $283 Net Client Margin $9,617 ElderCarelink Summary Margin $$$ $9,617 Lead Expenses + Phone Follow Up $2,283 ROI 421% Cost Per New Client (fully Loaded) $457 Avg Revenue Per Client $6,800 Cost as % of Revenue 6.7%