Sales Advice By Market
Selling to Assisted Living Facilities
For many entrepreneurs, selling to assisted living facilities is key for achieving revenue goals. Here's the list of tips you need to generate more sales to assisted living facilities around the country.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that landing new customers in this industry is a daunting � but ultimately achievable business goal.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. On the upside assisted living facilities are plentiful, but the challenge is to acquire and retain new accounts.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to assisted living facilities should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing to Assisted Living Facilities
There are several ways to market your products to assisted living facilities. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.
Many businesses find that direct marketing is also helpful in marketing to assisted living facilities because it is a non-threatening resource for introducing their products to new customers.
The first step of a successful direct marketing strategy is to obtain a lead list from an established third-party provider like Experian Business Services, a company that is well-known in the B2B community. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to assisted living facilities.
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