As technology continues to change, it is important to understand the market that is being served and provide products and services that are user-friendly and don’t intimidate seniors, so that they will actually use them. When it comes to selling the technology to seniors, the integrator must understand the customers and their needs. Successful integrators are the ones who offer reliable, user-friendly products. It is a fine balance between technology and simplicity, especially with seniors. The same applies to bundling services and products, which can be an effective strategy as long as the options are not too complicated.
Putting the Advances to Good Use
Security dealers have developed a reputation for providing life safety and have a strong trust factor. These are critical factors that can be leveraged when building a PERS or Medical Alert Business. Seniors are very cautious about being targeted and falling victim to scams, so build on your reputation by marketing in your service area, to your existing customer base and networking with organizations that work with seniors to let them know that you are in the business.
When people are looking for a medical alert system, they do not usually look for a security company, so make sure that you are marketing your company as a medical alert provider.
Provide your customers with peace of mind. The PERS device should create unique reliability and extensive coverage — especially when more than two-thirds of injuries requiring an emergency room visit occur in tubs or showers, according to the Centers for Disease Control. The devices should have reliable battery life and alternate options such as Emergency Wall Communicators for when pendants may not be available.
When looking for a manufacturer to partner with, look for a company that can provide a quality product, understands your business and can provide customized marketing and sales support. It is also important to find out if you will be competing with the manufacturer and if so, understand their business model and go-to-market strategy.