This is part three in a three-part series on the Top 30 Tips for building relationships with prospects in senior living sales. Without further ado, here is part 3.
I was recently asked, “What is a salesperson’s job?” This question really got me to think. I responded that a salesperson’s job at its core is to help a prospect decide on whether they will buy or not buy a product or a service. The goal is to really help them through the process of making that decision.
Here are the final 21-30 ways that your senior living sales teams can build trust and rapport with potential prospects:
- Colors You Wear: Navy blue naturally builds rapport and trust better than any other color. Break out that navy blue polo, blazer, or skirt! IBM must have known something.
- Ask your prospect to do you a favor: When a potential customer does a favor for you, it builds rapport as we generally only do favors for people we like and trust. It could be in your questions…Do me a favor, tell me about, or share your main needs for making a decision with me?
- Empathy: This can be a super stressful decision for a family or aging adult depending on their needs. Put yourself in their shoes, be empathetic and acknowledge what they are experiencing.
- Be responsive: Did you know 30-50% of sales go to those who respond first? Do the best you can. If you don’t, someone else will.
- Confirm top priorities: Every person is different. But most consumers have a list of top criteria when making a purchase or decision to buy a product or service. First, identify what those top priorities are and in what order. And check in periodically because buying criteria may change as the potential customer learns more. Your potential customer will appreciate you understanding what is important to them.
- Set expectations: Help a prospect know what your sales process is. Layout what a typical buying process is. “Generally we set up a visit, meet with the different team members, introduce you to a couple of residents and sit down and go through the pricing and paperwork.”
- Send a handwritten note: Text and email have become the common way we send thank you messages. Take some time to write a handwritten thank-you note. You will stand out. And people love to get personal mail.
- Continue to add value: In all sales, there are several touchpoints necessary for a potential customer to make a decision. Share links to local events, lectures, educational sessions, concerts, etc.
- Always speak directly to the potential resident. After all, he, she, or they are ultimately your new resident(s). Take the time and get to know their needs, wants interests, etc.
I hope you found these 30 tips for building relationships with prospects in senior living sales helpful. Missed part 1 or part 2? Here is the first blog post in this series and here is the second.
Keep investing in yourself!