How do you respond when the first question someone asks is: “How much is a one bedroom or two bedroom apartment?” Do you share the pricing immediately? If so, how is that working out for you? Is your retirement community building full using this method?
How many of you ask the prospect a few questions first? What do you ask? Do you find out if they have looked at any other continuing care retirement communities for example? Or, do you ask if they are looking for a loved one, if you are an assisted living community? What else do you ask?
Do any of you build value for your senior living community, before giving out the price? Do you believe it’s a disservice to give out the price, before they can compare apples to apples and oranges to oranges? How many of you feel that you are exactly like your competition and a one bedroom at your community is the same as a competitor down the road?
Many senior living sales people fear the angry hang up, if they don’t answer the pricing question immediately. Yet, if you answer the pricing question right away, the immediate response can be, “Oh, that costs way too much.” Then you get the hang up… True sales people and closers work on building a relationship with the customer, practice great listening skills, create value for what they can offer and differentiate themselves from their competitors. Let’s hear – what works for you and how full you are…who is first?
Diane Twohy Masson is the author of “Senior Housing Marketing – How to Increase Your Occupancy and Stay Full,” available for sale at Amazon.com. If your curiosity is piqued to inquire on Diane’s availability to speak at a senior housing conference (CCRC, independent living, assisted living, skilled nursing or memory care) – please call: 206-853-6655 or email firstname.lastname@example.org. Diane is currently consulting in Southern California for Freedom Management Company, the proud debt-free owners of Freedom Village in Lake Forest and The Village in Hemet, California. For more information: Twitter: @market2seniors Web: www.marketing2seniors.net Blog: http://marketing2seniors.net/blog/