Marketing and Sales
Management

Create a more structured, consistent and organized sales process and approach to sales or admissions at your senior living community or nursing care center aimed at increasing occupancy or census as soon as possible

Coach and train your marketing and sales staff on an ongoing basis

Profile prospects with your senior living community or communities’ or on site marketing and sales and staff on each site visit to determine the best approaches, tactics, means and ways to convince as many of these prospects as possible to make a commitment to move-in as soon as possible

Review the degree to which any recommendations made by The Roche Associates concerning improvements in the marketing and sales process and methodology are being implemented by the on-site marketing and sales team

Monitor data being collected on prospects to make sure that specific questions are being asked and information is being recorded in writing [to be transferred to computerized database] about each prospect’s situation, needs, wants, expectations, and personal finances

Enhance sales representatives’ presentation, selling and closing skills through constructive critique and positive reinforcement of their efforts

Provide advice and comments on marketing materials as requested

Conduct periodic marketing and sales meetings during an agreed to period of time in order to constantly monitor sales progress, discuss specific tactics for gaining move-in commitments from identified prospects, and set specific sales goals and objectives in terms of numbers of appointments, one-on-one presentations, sales calls, obtaining of move-in commitments