To remain competitive and find the best caregivers to match with your clients, we have to talk about raising your billing rates (especially when you wrap in Ally as your registry management system). We’ll share three tips to help you navigate this discussion.
How to roll out a price increase
This requires a healthy mix of direct yet warm dialogue. Sharing this information with clients or families needs 4 pieces:
- Research: Show that you’ve done your homework and understand the competitive landscape of the industry.
- Justify value: When clients hear about a price increase, their first feeling might be hesitation. By anticipating this reaction ahead of time, you can address it head-on with the added value that you’re providing as a result.
- Timing: Make sure that pricing increases are rolled out at an appropriate time. This could, for example, be on an annual basis from the day that they start care.
- Personalize your communications: You might not have the bandwidth to write a personalized letter for every client, but try to make each note as personal as possible. This could mean directing the communication to the right person, using verbiage like “your mom’s care” or “your husband’s care.” These small changes can make the communication feel warm, despite the content.
Here’s a sample template:
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Hi [FIRST NAME],
At John Doe Caregiver Matching, we are committed to keeping true to our promises and the quality of the care matches that we provide.
This year, we’ve made significant changes to our operations to better serve you and the community at-large. With those changes, effective on February 20th, 2024, we will increase prices by 3.25%.
We:
- Have since brought on 2 new office staff to focus exclusively on caregiver vetting and client recruitment
- Brought on Ally as a platform to connect families to their caregivers and update schedules all in one easy-to-use platform
We’re excited to continue moving the Greenville community ahead and look forward to continue to support your family.
Please let us know if you have any questions or concerns.
John and Team
John Doe Caregiver Matching
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How a new software system benefits your clients
Your home care registry management system can enable care, and make it easier for families to coordinate care.
- Electronic Visit Verification (EVV): Families can be rest assured that caregivers who arrive at their loved one’s home are on-time, providing the right care, and view notes that pertain to their visit.
- Simple and easy communication: Caregivers need a dedicated place to compliantly and securely send messages to families to exchange notes and updates or changes to the schedule. Make it easy for families and caregivers to manage care.
- Automate payments: With a platform designed to accept a variety of payment methods and recurring payments, families can focus more on care and less on finances.
“Picking a platform to run your business has a large influence and impact on the families and clients you serve. Finding the right features that serve home care well, you can positively impact the lives of clients, families, and caregivers,” Julio Barea, head of sales at Ally.
These are only a few pieces of the software puzzle that can help clients. By selecting a registry management system, like Ally, you can help clients and families streamline care and better coordinate schedules with caregivers.
How you can leverage Ally to justify a price increase
When you choose Ally as your registry management system, you’re choosing a partner in care. It’s more than a platform. This extends to those that you serve.
When it comes time to roll out a price increase, it’s the perfect opportunity to plug Ally in and add value to the services that caregivers provide. Here are some talking points that you can use in your communications:
- Ally makes care easy to coordinate. This means less time for you to spend going back and forth via text, video chat, phone call, email, and more.
- Ally makes scheduling easy and simple. Change your schedule without having to upend your afternoon.
Ally was designed to be a value-add and plug-in for your clients from a pricing standpoint. Share to clients that Ally charges 3.25%, rather than your registry. This can help to build trust and improve your reputation while adding a technology component.
Increase your prices based on value
Value-based selling is in! Rather than competing on the basis of price, help your clients understand the value and outcomes resulting from having your services.
The impact of having a caregiver in the home is enabling independence, creating moments of happiness, and giving families peace of mind. The value of your services also stems from you as a business owner. Your unique qualifications, your “why,” and your mission all combine into a unique value proposition that competitors don’t have. That’s what makes you different.
Technology can also be another point of value. As you look at raising your rates, consider bringing in Ally as your technology partner to level-up your care.
