Selling the Senior Living Experience: Don’t Market to the Masses, Sell to the Individual
According to senior focus groups, we are far from promoting excellence in senior living. According to research, many people remain “fearful” and “distrusting” of our services. This is mainly due to the headwinds we face on a daily basis, including COVID and the media. However, there is a solution! HCAM is hosting a Sales and Marketing Boot Camp for Assisted Living professionals to boost your selling effectiveness.
By adopting 8 simple, research-based sales standards, we can build trust and allay many of the fears our customers may have. The boot camp will discuss how to adopt a “sell to the individual” culture. The research is in, and the answers are clear! Let’s commit to truly promoting excellence in senior living!
Join Michael Marlow as he shares his expertise to guide sales teams to increase their lead conversion rates in the senior living sector by focusing on personalized and fast follow-up strategies, optimizing the number of leads managed, and harnessing referrals from current residents and their families. Michael emphasizes personalized follow-up strategies, team selling and involving adult children in the decision-making process.
Executives and sales professionals in the senior living sector will find valuable insights on effective sales approaches and creating personalized customer experiences. Michael challenges conventional sales methods by advocating for a “one-size-fits-one” strategy, providing valuable tactics to enhance sales and customer engagement in senior living.
Learner Objectives:
- Understand the research-based 8 sales standards that result in increased move-ins.
- Develop the skills necessary to better understand the wants, needs and expectations of our customers.
- Practice creating meaningful, memorable and unique experiences for all of our customers, both current and future.
Audience: Executive directors, admissions teams, marketing and sales managers in assisted living.
Location: AC Hotel by Marriott, 3160 East Michigan Ave., Lansing, MI 48912
Cost: $199 HCAM Member | $350 Non-member