Why Black Friday is One of the Best Days for Sales Calls

Black Friday is an inspirational day for shoppers. Some get up before the sun rises to scramble for the best deals and discounts, while others thoughtfully shop from the comfort of their homes.

For senior living sales teams, Black Friday is inspirational, too. It is one of THE best days of the year to make sales calls.

For most, Thanksgiving and the holidays are pleasant opportunities to share the joys of family gatherings and traditions. Unfortunately, they can also be challenging times for seniors who:
  • have become overwhelmed by the demands of hosting holiday events
  • find the activity and stimulation of the holidays exhausting rather than energizing
  • have emerging or escalating care needs
  • feel isolated, lonely and depressed
  • seek to enjoy their retirement years with more freedom and less responsibility
 The holidays can also be difficult for families who:
  • are alarmed by their loved one’s deteriorating health
  • cannot accommodate the needs of their loved one
  • live far away from their loved one
  • cannot agree with other family members about how to share in care of an older adult
Because Thanksgiving can give seniors and their families important information about the want or need for lifestyle changes, senior living sales teams are wise to understand the relevance of a conversation with prospects at this time. Besides, many people are home after early-morning shopping, so the chance of reaching a live voice is greater. Also, emotions might still be running high if families observed worrisome behavior. As a result, they are more likely to listen favorably and with purpose to a sales call. Here are some tips to get a conversation started:
  • extend a warm and genuine holiday greeting
  • ask how Thanksgiving went
  • listen carefully for cues of discontent, worry, stress and/or alarm
  • do not interrupt
  • ask what would help make the holidays better. Get their ideas first so you can address their needs correctly
  • take notes during the call and add more details once you hang up, while the conversation is still fresh
  • get a commitment for another conversation or a visit before you hang up the phone
  • follow up


P.S. If you need help with a conversational script, please call us to explore support.

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