I am beginning to think that I am a natural sales person. I really have a knack for it!
Today I gave my second tour and it went much better than the first. I think it may be a hot lead even.
They came in looking for another AL Community that is just down the street. I explained to them where it was, and then explained who we are and what we do, and told them that if they came back after their appointment there, I’d be more than happy to give them a tour.
THEY CAME BACK!
They came back and I sat with them and listened for about 40 minutes about their Mom. This is almost the hardest part about sales: shut up and listen. Because yes, I’ve heard most of what they’re going to say before and I probably have a solution or suggestion that would help. That’s not what the customer is looking for. They just want someone to actively listen to what they have to say, to sympathize and empathize. Something I learned early on (it’s still early on) is that the first thing you sell to people is yourself. So I listened for about 40 minutes, assessed what program their mom might be appropriate for, and then gave them a full tour of our Early Stage Program. They loved it and remarked on how homelike it was.
On the way out I handed them the brochure with MY business card inside. They stated that I had been very thorough. I told them how lovely it was to meet them, and if they had any questions to please give me a call.
Boy, this is pretty easy you guys! And fun!