5 marketing tactics to increase interest in your senior living community

|
5 marketing tactics to increase interest in your senior living community

#1 Make sure all sales personnel have formal training. 

No matter how small or temporary a role, make sure each staff member has formal training on sales etiquette and strategy. Include weekend staff, after-hours reception, and other roles outside of your 9-to-5 lineup. One slip up could mean an irreversible impression and a lost sale.

#2 Be open and transparent with community information.

Residents moving into a community and away from life-long homes have a lot to think about and many questions to ask. Don’t hold information hostage as a quid pro quo for contact information. The most important thing you can do is make seniors feel comfortable with the idea of moving in. They need full disclosure to make the decision. 

Image
Image

#3 Listen to what the potential resident REALLY needs. 

Sales staff are often so hyper-focused on going through the motions of a tour that they forget an important first step. Before the tour, sales staff should get to know perspective residents and learn their needs. A “home body” may be overwhelmed or turned off if the salesperson emphasizes high-activity areas. If the senior is reluctant to move, teach your sales staff how to dig into the root of why so together, with the senior and his or her family, they can work through any insecurities. 

#4 Use a CRM system to track lead interaction.

Don’t rely on your staff’s anecdotal recall to understand your marketing and sales initiatives’ effectiveness. Whether staff contact leads in person, via email, or over the phone, track every interaction with every lead, every time. A customer relationship management (CRM) system is the most effective way to gauge the impact of tactics on your sales traffic.

#5 Be willing to ask for the sale.

While you don’t want to be too pushy, not asking for a sale could lead to losing out on the sale altogether. Ask the potential resident, “What will it take to make you to move?” or “When can we expect you to move? Let’s discuss some potential move-in dates that fit your schedule.” You might be surprised at the positive response this gets. 

Realtime Senior Living is vested in your success.  Learn how to market your community’s available rooms to your local referral sources Simply, Fast and Easy at www.RealtimeSeniorLiving.com

Image
© 2019 Realtime Senior Living Update App