Value-based selling is presenting your product or service in terms of the value it creates for customers. This value comes from the solution you’re offering being well-matched to your customer’s needs. The opposite of value-based selling is transactional selling, where the goal is to close the sale as quickly as possible, often by offering discounts […]
The short answer is—both! Sales in general combines the fine art of cultivating relationships with the hard science of data measurement. In the senior living industry, a metric like Inquiries → Tours → Move-ins gives us a measurable benchmark to assess how effective our marketing and sales efforts have been at capturing attention and building […]
Imagine the following scenario…. You’re 70 years old, and life is good. You’re healthy and active… you retired a couple of years ago… you’re spending time with the grandkids…. But you know you may not want to stay in your home much longer. Maintaining such a big place is becoming a chore, and you think […]
Life is a journey with many milestones along the way. When older adults reach the stage where they are exploring a lifestyle change to a senior living community, they begin a voyage within a voyage—the buyer’s journey. The buyer’s journey describes the decision-making process that a potential customer goes through before making a purchase. The […]
Businesses today are competing in the attention economy, where attention has become a scarce resource and engaging content that captures and holds potential customers’ attention is highly valued. For senior living businesses, the attention economy has had a significant impact on the way they market their services. A dull, static website is no longer enough […]
The timeline for older adults researching their senior living options will vary depending on the individual’s circumstances and preferences. Some older adults may begin researching senior living options years in advance of when they anticipate making a move, while others may wait until a health crisis or other circumstance prompts them to begin looking. As […]