In the senior living field, a lengthy sales process often results in multiple hurdles to overcome on the way to move-in. In addition to the challenges of selling to an audience that's "not ready yet," there can be many issues that aren't rooted in the advertising message at all. That's why Love & Company has developed a full roster of senior living sales management and consulting services geared specifically to the complexities of marketing continuing care retirement communities and other retirement residences.
We've breathed life into marketing campaigns for more than 60 senior communities, including startups and expansions, and we've helped revive mature communities experiencing occupancy shortfalls or sales plateaus.
Love & Company's marketing gurus can provide valuable insight throughout the development process, including:
Senior living development research and planning
- Developing market feasibility projections
- Conducting market and competitive studies to develop strategies for residence size and mix, pricing and contract options, and services and amenities offerings
- Participating in the master planning and design process to ensure residences are designed to meet market needs
- Using senior focus groups to test market reactions to senior living residence designs
Sales training and recruitment
- Hiring and training qualified sales staff for independent living, assisted living, skilled nursing care, rehabilitation and other senior living communities
- Improving the performance of an existing sales staff by evaluating team members, coaching them as needed to enhance sales discovery techniques, presentation skills, follow-up methods and closing skills
Marketing and sales management
- Developing census and revenue for all levels of care
- Providing oversight and direction of marketing, advertising and sales programs
Marketing and sales assessments
- Performing in-depth diagnostic evaluations of existing marketing and sales programs and supporting materials
Tracking sales trends
- Implementing a computer-based lead-management system - or teaching your staff how to better use an existing system
- Capturing prospect information to provide valuable insight on sales trends and to help you more effectively track leads and close sales
Lead conversion
- Developing programs to increase conversion rates of leads to residents, including lead-base mailings, follow-up techniques, incentives, events and collateral
