THERE'S GOLD IN LOST LEADS

A goal for 2012 may be updating the community's marketing database. While it may seem to be a responsibility of the marketing team; sometimes a fresh new voice connecting with a customer may resurface interest.

It's like chicken soup...it can't hurt.

This is not telemarketing. It takes an experienced telephone caller to pursue lost leads. We use people with senior housing community marketing experience. They have made these calls when they worked at communities so they know just what to ask and how to build rapport with people.

The "I'm not ready yet" may now be ready. You just don't know how their 2011 was spent. Perhaps more illness, the death of a spouse, family issues.....spending about 10-15 minutes could reinvigorate this lead.

While your sales people work the latest leads; a skilled outsourced caller may be able to handle some of "lost leads."

The concern that there's a new person calling is certainly valid. But reconnecting with old leads may be easily explained by a caller who merely explains we are updating our files and wanted to check in with you.