When was the last time you bought something in an industry you knew nothing about? For our household, it was a generator. One of those that keeps the whole place chugging along in the event of a power outage or Zombie apocalypse.
So what does a generator have to do with senior living leads, you might be wondering?
Fair question. But here’s where we’re headed with this one.
How to Earn Leads
We were rookies in the generator world. From which one to buy to how big we needed to all of the “extras” that may—or may not—really be necessary.
So, we did some extensive Google searching. Then met with a couple of companies, and discovered a few things about how we like to buy.
Primarily that a hard sale is super annoying when it comes to a big investment.
And, obviously, a generator isn’t even close to being as important as the decision about which senior living provider to choose.
This evergreen tweet from Rand Fishkin, SEO genius and founder of Moz, struck a chord when it popped up.
The company we went with opted to stay in touch with some relevant drip marketing tools.
And emailing us blog articles on the questions we had at each stage of the journey.
In fact, their blog is how we first found them. It was a great, basic article for people who didn’t have a clue where to start the search for a generator.
What to look for and what to ask were covered in terms we could understand.
Sounds like a great strategy, right?
Build Relationships to Earn Senior Living Leads
Think about all of the senior living sales trainings you’ve been through over the years.
Those of us with more than a few years of senior living experience have sat through a ton of those trainings.
Most highlight the value of creating awareness, building a relationship, assessing needs, and educating referral sources and potential prospects.
Selling by not selling is literally the cornerstone of every top notch senior living sales system.
But so many providers throw all of that knowledge out the window when it’s time to design a digital strategy.
Providers fill up web page after web page with the features, amenities, dining services menus, and more.
Those are great for late in the sales process, but does it actually position you as an expert when you are trying to connect and engage with a prospect?
As we move closer to the busy days of senior living lead generation, it’s time to take a long, hard look at your website and digital strategy.
We’ll leave you with a few questions:
- Would you buy from you?
- Are you earning prospects trust and respect?
- Or does your website just show up?
Shoot us a note if you have questions or need some help with content strategy or writing…