Se ha denunciado esta presentación.
Utilizamos tu perfil de LinkedIn y tus datos de actividad para personalizar los anuncios y mostrarte publicidad más relevante. Puedes cambiar tus preferencias de publicidad en cualquier momento.
Próximo SlideShare
What to Upload to SlideShare
What to Upload to SlideShare
Cargando en…3
×
1 de 33

How to Bridge the Gap Between Marketing and Sales

0

Compartir

Descargar para leer sin conexión

For 55+ and senior living communities, opportunities often exist to align your sales and marketing efforts in order to provide a better experience to prospects and shorten the sales cycle.

Libros relacionados

Gratis con una prueba de 30 días de Scribd

Ver todo

Audiolibros relacionados

Gratis con una prueba de 30 días de Scribd

Ver todo

How to Bridge the Gap Between Marketing and Sales

  1. 1. The webinar will begin shortly.
  2. 2. Bridge the Gap Between Marketing & Sales Jessica Ruhle Sales Specialist & Project Director Katie Beaver Account Director How to
  3. 3. NEXT UP: Tuesday, March 24 at 2:00 pm (EST) http://bit.ly/COVID19-webinar
  4. 4. Bridge the Gap Between Marketing & Sales Jessica Ruhle Sales Specialist & Project Director Katie Beaver Account Director How to
  5. 5. Today’s Session • Reality & Challenges • 4 Tips for Aligning Marketing & Sales • Case Studies • Q&A
  6. 6. Reality & Challenges
  7. 7. 95% of seniors 65 and better would prefer to remain in their own homes
  8. 8. Marketing Challenges INCREASED COMPETITION
  9. 9. Differentiating Your Community
  10. 10. Integrated Strategy
  11. 11. Lead timeline and statistics $250 – $1,000+ COST PER LEAD (IL) 10-25 TOUCHPOINTS (IL) 18-36 MONTHS (IL) 7-15 TOUCHPOINTS (AL) 3-18 MONTHS (AL) 15-20 TOUCHPOINTS (55+) 6-12 MONTHS (55+)
  12. 12. Tools & Tips
  13. 13. Take off the blindfolds… • Ask questions • Eliminate silos • Know what’s in the market • Leverage scarcity and urgency
  14. 14. Tip #1: Use a Visual Roadmap
  15. 15. Tip #2: Keep Materials Handy
  16. 16. Tip #3: TIMELY RESPONSE
  17. 17. Follow-up Frequency • In-person Interaction o Follow up based on your agreed upon timeframe o Again within maximum of 2-4 days for AL • Phone Call o Voicemail within 24 hours o Within 3 days of information sent or first call • Web Inquiries o Thank you page/drip campaign - immediately o Personal touch within 24 hours
  18. 18. Tip #4: Inquiry Management • Web inquiry notifications • Call tracking • Customer Relations Management/Database
  19. 19. Inquiry Management (cont.)
  20. 20. Tip #5: Communication • Weekly stand ups • Monthly meetings • Quarterly ROI review
  21. 21. CASE STUDIES
  22. 22. Clark Retirement Community The Situation: Clark needed to meet a 70% pre-sales goal for their blue-sky project.
  23. 23. Clark Retirement Community • The Strategy o Research and Brand o Integrated Marketing Plan o Sales training and coaching • The Goals o 36 sales in 12-18 months o Generate leads o Improve sales conversion rate
  24. 24. Clark Retirement Community - Results
  25. 25. Phoebe Ministries: Journey Mapping
  26. 26. Phoebe Ministries: Journey Mapping
  27. 27. Phoebe Ministries 3% conversion rate in first 30 days post event!
  28. 28. Phoebe Ministries - Couple #1 April 7: Rec’d event invite and RSVP'd to event (new inquiry) April 11: Salesperson followed up via mail and phone call April 12: Tour given April 17-May 30: Various calls, emails, remarketing ads & re-inquiries from marketing initiatives July 2018: MOVE IN!
  29. 29. Phoebe Ministries - Prospect #2 July 16: Inquires as a referral from a friend July 27: Tour with lead July 30: Discussions with adult children and other family members August 6: Tour with children September 1: Attended conversion event and had a great time with residents who convinced to move in September 4: DEPOSIT!
  30. 30. Phoebe - Couple #3 August 2017: Friend/family referral January 2018: Sales counselor outreach April 2018: More messages left June 2018: Received invite to event and call to RSVP July 2018: WAIT LIST DEPOSIT! August/September 2018: Sales counselor monitor and notify of comparable available homes September 2018: MOVE IN!
  31. 31. Overall Lift – Phoebe Ministries 7% AVERAGE CONVERSION RATE 118% OF IL OCCUPANCY GOAL 265 EVENT ATTENDEES 12,828 ACTIVITIES COMPLETED
  32. 32. QUESTIONS?
  33. 33. NEXT UP: Tuesday, March 24 at 2:00 pm (EST) http://bit.ly/COVID19-webinar

×