Best Senior Care Sales Techniques for Attracting New Residents
Learn how to use senior care sales techniques to boost occupancy rates, build trust, and find a competitive edge.

Learn how to use senior care sales techniques to boost occupancy rates, build trust, and find a competitive edge.
Published on: January 22, 2024
Last updated: July 1, 2024
Your moment of opportunity is here. As a senior living community owner, you’ve survived hard times in the last few years, especially when it comes to occupancy.
While meeting occupancy rates is still a challenge, the National Investment Center for Seniors Housing & Care’s recent financial report shows that the industry is continuing to climb its way back to recovery. In fact, occupancy rates rose to 85.6% in the first quarter of 2024, which marks the 11th consecutive quarter growth since the pandemic.
So what does an uptick in the senior care market mean for you? More sales.
If you adopt smart senior care sales strategies, you won’t just improve your occupancy rates. You’ll also stand out in a crowded market, build strong relationships with senior residents and their families, and help your business remain profitable in future challenging economic conditions.
Most businesses in our industry get this wrong in their sales strategies: the role of customer service in senior living. Customer service isn’t just a post-sales function —it’s an integral part of the entire sales process, from the first phone call to move-in day.
Consistent senior living customer support ensures we offer exceptional resident experiences at every interaction and build relationships based on loyalty and trust.
To improve your senior living customer support function, your team must:
The role of customer service in senior living cannot be overstated. By embracing accessibility, sensitivity, transparency, personalization, and adaptability, senior living communities can attract new residents, retain existing ones, solidifying their reputation, and enhance the overall quality of life for their residents.
Every salesperson’s responsibility is to accommodate their customer’s needs. Unlike many other industries, however, addressing senior living needs comes with the unique challenge of building long-term relationships with deeply personal care considerations.
To properly attend to senior care needs, you and your team must take a compassionate and tailored approach. This includes addressing concerns related to care, safety, and comfort. Make sure you’re well-versed in these aspects of senior living needs:
Understanding the factors that impact seniors’ lives helps you support prospective residents and their families as they navigate the important decision of transitioning to a senior living community.
Borrow this tactic from your marketing colleagues: use social proof to build credibility, trust, and interest. Why are senior living stories told as case studies, testimonials, and reviews work so persuasive? Because they address objections, build trust, and ultimately make the decision-making process easier.
You can offer social proof at meet and greets. Arrange for prospective residents to meet current residents over afternoon tea or a game of Bridge. Or offer social proof in sales presentations. Share real-life successful senior living stories as part of your sales presentation to show prospective residents that others made the same decision and enjoyed positive outcomes.
Making a simple follow-up call is also a great opportunity to offer social proof. After a resident moves in, encourage them and their family to provide online reviews or testimonials that you can prominently display on your social media feed or website. By strategically incorporating senior living stories into your sales journey, you can instill confidence, address concerns, and influence the decision-making process of prospective residents and their loved ones.
Related: For more ways to lean on successful marketing tactics, check out our blog on how to align sales and marketing strategies.
Now that you’re ready to implement these effective techniques, you need the right senior care sales technology to optimize your efforts.
Aline creates a living data journey that revolves around the resident experience. With Aline, you can streamline operations, add a personal touch, automate those mundane tasks, and gain better visibility into your sales processes.
Technology has already revolutionized so many industries with optimized resources and an improved customer experience. In senior care sales, technology isn’t just a bonus — it’s necessary for ensuring your prospects experience a smooth inquiry process and ultimately turn into residents. To learn more about how to leverage technology to enhance your efforts, download our free resource “Improve Your Senior Living Sales Performance With Better Lead Generation.”
Karen McDonald
Senior Marketing Advisor
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Your experience is important to us. We’re redirecting you to our new Aline website, where you’ll discover how our complete suite of senior living solutions can help you grow occupancy and revenue, optimize operations, and enhance resident care.
For more information, you’re welcome to read our statement on our merger. To continue your web experience, simply close this notification.
Your experience is important to us. We’re redirecting you to our new Aline website, where you’ll discover how our complete suite of senior living solutions can help you grow occupancy and revenue, optimize operations, and enhance resident care.
For more information, you’re welcome to read our statement on our merger. To continue your web experience, simply close this notification.
Your experience is important to us. We’re redirecting you to our new Aline website, where you’ll discover how our complete suite of senior living solutions can help you grow occupancy and revenue, optimize operations, and enhance resident care.
For more information, you’re welcome to read our statement on our merger. To continue your web experience, simply close this notification.
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