For 55+ and senior living communities, opportunities often exist to align your sales and marketing efforts in order to provide a better experience to prospects and shorten the sales cycle.
17. Follow-up Frequency
• In-person Interaction
o Follow up based on your agreed upon timeframe
o Again within maximum of 2-4 days for AL
• Phone Call
o Voicemail within 24 hours
o Within 3 days of information sent or first call
• Web Inquiries
o Thank you page/drip campaign - immediately
o Personal touch within 24 hours
18. Tip #4: Inquiry Management
• Web inquiry notifications
• Call tracking
• Customer Relations
Management/Database
23. Clark Retirement Community
• The Strategy
o Research and Brand
o Integrated Marketing Plan
o Sales training and coaching
• The Goals
o 36 sales in 12-18 months
o Generate leads
o Improve sales conversion rate
28. Phoebe Ministries - Couple #1
April 7:
Rec’d event invite and RSVP'd to event
(new inquiry)
April 11:
Salesperson followed up via mail
and phone call
April 12:
Tour given
April 17-May 30:
Various calls, emails, remarketing ads &
re-inquiries from marketing initiatives
July 2018:
MOVE IN!
29. Phoebe Ministries - Prospect #2
July 16:
Inquires as a referral from a friend
July 27:
Tour with lead
July 30:
Discussions with adult children and
other family members
August 6:
Tour with children
September 1:
Attended conversion event and had a
great time with residents who
convinced to move in
September 4:
DEPOSIT!
30. Phoebe - Couple #3 August 2017:
Friend/family referral
January 2018:
Sales counselor outreach
April 2018:
More messages left
June 2018:
Received invite to event
and call to RSVP
July 2018:
WAIT LIST DEPOSIT!
August/September 2018:
Sales counselor monitor and notify of
comparable available homes
September 2018:
MOVE IN!
31. Overall Lift – Phoebe Ministries
7%
AVERAGE
CONVERSION RATE
118%
OF IL OCCUPANCY
GOAL
265
EVENT
ATTENDEES
12,828
ACTIVITIES
COMPLETED