It’s an old adage that you never get a second chance to make a first impression. Usually it takes about four seconds for people to form an impression – whether it’s about a place, a person, a service or product. In senior living, first impressions can make or break your chances to land a prospect. Maybe a receptionist put a prospect on hold a little too long. Or perhaps a prospect had a difficult time locating your community or finding a parking space once they arrived.
As a sales counselor you might think that these factors are beyond your control, (can you really help it if the GPS gave the wrong directions?). In reality, you are the Master of First Impressions and it is incumbent upon you and other members of the sales team to be mindful of the importance of first impressions. Areas you should focus on include:
A first impression sets the tone for the rest of the visit – usually within the first four to five seconds. A first impression affects how people make instant judgments about the quality of life they might experience at your community. It’s difficult to overcome a bad first impression once it is formed. Think of the tone and positioning you deliberately set with your brochure or web site. Does the customer’s first impression align with the expectations you’ve set?
Solutions Advisors understands the importance of first impressions and has compiled a First Impressions Assessment Tool to help you conduct your own in-house audit.View Newsletter PDF