Senior living technology is constantly adapting in accordance with the needs of seniors and their families. At the forefront is senior living sales software—such as senior living CRM (Customer Relationship Management) software—which is used to attract new residents, build and manage sales funnels, and ultimately close sales.
So how does senior living software make closing sales easier?
- Automation: Senior living sales software automates time-consuming and repetitive tasks like sending follow-up emails, scheduling tours, and tracking leads. This both ensures that important matters are not forgotten or delayed. For example, the software can send a follow-up email to prospective residents three days after their initial inquiry, making it easier to nurture the relationship.
- Tracking leads: This technology allows sales teams to see the status of each lead and follow up accordingly. The software can even track the stage of each lead, from initial inquiry to tour scheduling and beyond. This helps sales teams prioritize their efforts and increase the chances of closing a sale.
- Scheduling tours and follow-ups: The software can send automatic reminders for tours and follow-ups to potential residents, reducing the risk of missed appointments. For example, the software can send a reminder to the sales team the day before a tour, ensuring that the team is prepared and that the prospective resident has all the information they need to make a decision.
In the next section, we will dive a bit deeper into the role of senior care in the sales process.
The Role of Senior Care Software in the Sales Process
The sales process in senior living communities involves identifying the right patients, understanding their needs and preferences, and ultimately closing the sale by convincing them to choose your community. And marketing and sales strategies that work in senior living settings are rather different from what works in most other industries.
It is vital for marketers and sales teams in long-term care to have expert knowledge of the senior living industry, so that they can predict the behavior, timeline, and buyer’s journey of prospects. One key difference is the senior living sales cycle, which is known to be longer in senior living.
When it comes to assisted living, the average time from initial contact to moving in is around 70 days. This may seem long, but one should remember that prospects need time to research their options, weigh a community’s pricing and benefits, and schedule a visit to ensure the community is the right fit.
And independent living has an even longer sales cycle averaging around 120 days, with some prospects taking up to two years to move. This is because prospects looking for independent living are typically not seeking to transition for health reasons but rather are pursuing a lifestyle change. For that reason, it will take them time to become certain that senior living is right for them.
This is why senior care software provides such a great advantage, as senior living sales software plays a major role in:
- Streamlining the sales process: It automates many of the time-consuming and repetitive tasks that sales representatives typically need to perform. This allows them to focus on more critical aspects of the sales process, such as building relationships with potential residents and understanding their needs.
- Building sales funnels: The software can track leads and schedule tours, which helps sales representatives to move potential residents through the funnel more efficiently. Additionally, the software can store and organize customer information, such as contact details, preferences, and care needs, which can help sales representatives to make more informed sales decisions.
- Lead follow-up: One of the critical aspects of the sales process is following up with potential residents, and senior living CRM software can help to automate this task. The CRM software can track leads and schedule follow-up tasks, which can help sales representatives quickly and easily follow up with potential residents. Additionally, the software can store and organize customer information, such as contact details, preferences, and care needs, which sales representatives use to make more informed decisions when following up with leads.
In short, senior living sales software can help sales representatives work more efficiently and productively by streamlining their workflow and providing them with easy access to critical sales information. With the right software, sales representatives can quickly and efficiently track leads, schedule tours, and communicate with potential residents and their families.
Contact us here if you are interested in improving your sales by using our senior living CRM.
How to Choose and Implement the Best CRM for Senior Living
Choosing and implementing the best CRM for senior living for your long-term care community can be a daunting task, though a worthy one, as the best senior living sales software can help sales representatives manage leads, build sales funnels, and automate tasks in one user interface.
When choosing sales software for senior living, keep these tips in mind:
- Identify the facility’s unique needs and requirements
- Determine the adaptability of the CRM and its ability to grow alongside your team and facility
- Analyze whether the senior living sales software is cloud-based, web-based, or on-premise.
- Check the senior sales software’s hardware requirements
- Analyze the integration and interoperability capabilities of the software
- Ensure the software has data import and export capabilities
- Test the user-friendliness of the senior care software
- Check and verify the credibility of the software for the residential care homes vendor
- Analyze the cost of not only purchasing the long-term care software but its installation and maintenance cost as well
- Assess the level of customer support the nursing home software vendor provides
- Get a software demo
Once you have chosen the right senior living sales software system for your community, you’ll then need to make sure you properly implement it. This includes training and onboarding for sales representatives and other staff, setting up the system, and customizing it to fit your specific needs. It’s also essential to establish a plan for maintaining and updating the system to ensure that it continues to meet your needs over time.
Maximizing Sales With Senior Living Sales Software
With so many options available in long-term care, it can be difficult for sales staff to persuade potential residents to choose their community. So what can marketers and sales teams do to help prospects with a longer sales cycle? One key strategy is to continue providing valuable information for the target demographic, which includes lead nurturing campaigns, regular updates to published content, and community events on social media.
It is essential to have content that addresses all stages of the buyer’s journey, from awareness to consideration to decision. And leads should never be ignored, especially not in the early stages of research. Indeed, on average, it takes 25 touch-points to convert a senior living lead,. So sending helpful resources or inviting prospects to community events can help to keep them engaged and interested.
Every marketing and sales team should be utilizing senior sales software, which maximizes the sales efforts described here, as it can automate many repetitive and time-consuming tasks that come with a long sales cycle, such as lead tracking, communication, and follow-up. The software can also provide valuable insights into the behavior and preferences of potential residents, allowing sales staff to better adjust their approach and messaging.
At the next stage, senior living sales software can help streamline the scheduling of tours, send information to potential residents, and track leads, making it a helpful tool for sales staff in long-term care communities. By implementing the tactics outlined here, facilities will eventually see that their sales team is closing more sales.
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