Financial and clinical concerns aside, senior care executives are in the business of caring for people. Residents rely on the safety and quality of life that a senior care community offers, and family members are often a key component when it comes to senior living decisions for loved ones. Executives and clinical teams are not just caring for the senior, they are also caring for the family. Beyond resident care, senior care community teams must focus on building and establishing trust with the loved ones of residents. Not only is this relationship building crucial to closing the sale, but actively maintaining and earning the trust of residents’ loved ones is key to quality of life and satisfaction scores. While communities may highlight activity calendars and dining menus, marketing teams would be wise to highlight a behind the scenes aspect of senior care – remote monitoring technology.
Building Trust Through Technology
When prospective residents come to senior care communities, most of the time family members or loved ones are along for the decision making process. It can be difficult to start the relationship building process during the first inquiry phone call or initial tour. After all, the prospective resident and loved ones are just starting out on the senior living option journey. They are overwhelmed. They are stressed out. They may even be grieving or in the middle of a major medical crisis. Senior care communities are more likely to gain the residents’ trust by establishing how their community can meet safety needs, and thus easing the minds of the loved ones.
Senior living communities that have an established IT network and accompanying senior care technology have a leg up on competitors when it comes to easing safety concerns. Both prospective residents and loved ones are able to see the benefits of high-tech components such as remote monitoring when marketing professionals highlight it during the community tour.
Staff to Resident Ratios
Loved ones are often worried about staff to resident ratios, and online articles often instruct loved ones to inquire about the ratio. Clinical and executive staff members know that ratios aren’t always reliable, but loved ones are often insistent. When a senior living community has remote monitoring technology and other artificial intelligence to support staff efforts, loved ones will see that the resident has many eyes – human and artificial – watching and supporting him at all hours of the day.
Loved ones may also be concerned about falls, especially if the prospective resident has a history of ending up on the floor at home. Communities that feature WiFi remote monitoring technology can educate residents’ loved ones that pull cords and pendent systems are not only outdated, but also are unsafe. Remote monitoring technology that features real-time assessment and analysis of the resident is the best possible scenario for keeping the resident safe and upright.
Prevention vs. Reaction
Finally, loved ones can be worried about medical issues. Marketing professionals who work in senior living communities with remote monitoring technology are able to educate the family about preventative care and how staff works with technology to find health problems before they start, leading to preventative care instead of reactive care.
Emphasizing how technology supplements trained staff, fall prevention tactics, and preventative care can go far when it comes to easing the minds of residents’ loved ones. An empathetic touch, along with education about technology’s role in senior care, can often lead to inquiries converting to sales and happy family members. How does your sales team highlight remote monitoring and other technology during tours and inquiries?