Relationship-building is key to recovery
The latest issue of UK publication Care Home Professional features expert commentary on ways the industry can recover from the Covid-19 pandemic. Sherpa president and co-founder Alex Fisher authored an article on page 24 of that March issue. She has some words of advice for communities who have struggled during the past year; observe and emulate the success of top performers.
“The organizations we’ve seen succeed during the pandemic haven’t focused their efforts on showing the building or matching amenities and services,” she says. “Instead, they’ve spent more time engaged in getting to know their prospective residents. They’ve asked questions not directly related to the sale. They’ve took time to plan and journal their interactions with older adults and their families.”
Download a PDF of Alex Fisher’s article in Care Home Professional
Having a dedicated sales team and allowing time for relationship-building between sales professionals and prospective residents is key to growth.
In the article you can also find a quote from Sherpa’s Senior Business Development Director Sian Hammer who encourages investing in sales as a way to recover from the negative impact that the Covid-19 pandemic has had on occupancy and demand.
“By investing time to understand the concerns and desires of potential residents, sales teams can develop a genuine rapport while establishing a detailed awareness of the barriers they face to achieving a successful conversion,” she says. “This approach to sales is needed more than ever, with care organisations looking to recover their financial positions from the pandemic.”
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