A few months ago, we shared with you 3 Tips for Blue Sky Senior Living Sales Success. In that post, we mentioned that, across many communities, we’ve seen anywhere from a 10% to 30% cancellation rate between initial deposit and move-in phases. In this post, I’ll share key insights for maximum depositor retention, as well as tactics we’ve seen yield the most success in helping our clients maintain their blue sky, pre-sales goals. So, open the door (and your mind) and come on in!
You’ve decided to you’re up for the task of hosting events for your community’s prospects. Now, it’s time to think about pre- and post-event planning.
In our previous event planning post, we discussed the various types of events and the purpose of each. In this follow-up, we’ll offer more insights on how to plan and implement each type of event, and how best to follow-up with prospects afterwards.
Last year, we focused a lot on blue sky marketing. Now, the question is, “What happens during the blue-sky sales journey?” If you’re in the midst of a pre-sales or expansion project, you’re in luck!
There are times when I’m working with our clients’ sales teams and I’m reminded of the scene in the movie Liar, Liar when Jim Carrey is trying to force himself to lie and say that the pen is red, but it’s truly blue. He just can’t lie! If you’re not familiar with that scene, take a break from reading and click on the video below – it’s one of my favorites.
The senior living industry is in a state of transition. A decline in insurance reimbursements, rising operational costs, shorter lengths of stay for higher acuity residents and prospective residents exploring alternative forms of care have caused communities to focus on attracting more private pay independent living and assisted living residents in order to maintain a healthy bottom line.
This move to reposition will be a hot topic among industry leaders and influencers for the foreseeable future. And there are sales and marketing implications of repositioning that senior living communities should consider early on to ensure the process is successful. I’ll be discussing these implications in detail at this year’s LeadingAge FL Convention & Exposition.
As we finalize our preparations for the LeadingAge PA 2019 Annual Conference + Expo, we’re thinking about this year’s conference theme: Own the Future. It’s a fitting theme given how many senior living organizations are in the process of reshaping their communities to adapt to changing industry trends and guarantee maximum revenue potential in the future.
If you’ve had the opportunity to connect with us at a conference recently, you may have noticed our commitment to journey mapping. That’s because we’ve seen firsthand the positive results that taking a more customer-centric approach in your sales and marketing can have in the senior living industry.
In this month’s roundup, we share insights from marketers who have seen success after adopting the journey mapping approach.
The sales journey for 55+ and senior living communities is rarely as straightforward as salespeople would like. In this month’s roundup, we look at best practices and new techniques you can implement into your sales strategy to bring in more leads and close more sales.
The independent senior living sales journey can take anywhere from 18-36 months, with an average of 25 touches needed for one prospect to move in. Most touches are done via phone and email, with more than half coming from outbound efforts rather than inbound. As is the case with any sales journey, you can imagine that, within those various touches, there will be some resistance from the prospect. After all, you’re trying to convince seniors to move from homes they’ve lived in for at least 30 years. In many cases, they have a lot of “stuff” and don’t think they’re ready to move to a senior living community.
We often find ourselves sitting in front of our clients talking about results: the number of inquiries generated, web conversions, calls that came in, new vs. returning visitors to the website and so on. These are all great stats to see how the marketing dollars are working, but … what happens next? How do I know if my senior living…
Having a community sales center that “wows” is a vital part of converting prospects into residents. It’s the bricks-and-sticks part of the sales process and gives prospects a place where they can look, feel, touch and experience your community and all it has to offer.