Developing a Green Thumb for Senior Living Sales
You wouldn’t think an article that includes the phrase “green thumb” in the title would have much to do with being a successful senior living community salesperson, would you?
But a quick Internet search reveals that the fundamentals of cultivating plants in your garden can also be found at the root (See what we did there?) of cultivating new residents for your community.
For example, one of the first rules of growing healthy plants is; Know Your Plants. Sounds pretty obvious, right? Yet many gardeners lavish hours of care and feeding on their plants only to be frustrated when their little sprouts don’t grow and thrive the way they should. In most cases it’s because the gardener didn’t consider that different plants have different needs, and they may not respond positively to a one-size-fits-all treatment.
Another fundamental rule is; Provide the right balance of food and water. Again, sounds pretty simple. Unfortunately, many gardeners believe that the more water a plant gets, the better. That may be true for some plants, but others can be overwhelmed by too much “attention.” Too much of anything can literally kill it.
Just like understanding and responding to each sprout’s individual needs will help you grow healthier, happier plants, that same can be true for prospects. Knowing that every potential resident you contact has his or her own specific needs—and knowing how to address those needs through cultivation and nurturing over time—will give you a better chance of being top of mind when they choose a senior living community.
What about that other headline: Is lead nurturing an art or a science? We turn to SeniorVu’s parent company, SoftVu, which has had 15 highly successful years in the marketing automation business. Sending the right message to the right person at the right time works well when it’s done well. After that initial touch-point, are your teams prepared to nurture the relationship with the proper cadence, messaging and timeline?
Don’t take our word for it, look at the research others have done. In this latest SeniorVu eBook, get the data and consider how effective or ineffective your sales and marketing team does with lead nurturing. Do they drop the ball after a few attempts? Do they lose track of who has reached out and when? Or are they sending the right message to each lead depending on where they are in the sales cycle?