IntegraCare’s mission is to improve the quality of life for its employees, residents, and their families. The senior living provider wanted to increase the number of inquiries, on-site tours and, ultimately, new resident move-ins. They asked MASSolutions for Selling Solutions built around improving their marketing processes.
From staff interviews to Customer Experience Research, our Marketing Solutions included researching and examining IntegraCare’s selling process step-by-step. We focused on three important areas: 1) generating inquiries, 2) scheduling tours/visits and 3) converting tours/visits into sales.
To generate more inquiries, we integrated their marketing and advertising spending to focus on only high-value media buys, including billboard advertising and direct mail. We also recommended a telephone selling system that gave potential customers a more consistent message. Finally, we trained the marketing and sales staff in specific selling behaviors that would convert more tours into sales.
A dramatic increase in inquiries and closes. IntegraCare’s inquiry-to-tour ratio improved dramatically and the tour/visit to move in numbers also grew by leaps and bounds.
"We've used MASSolutions for crisis management and that facet of our business has always been a struggle for us. It's great to have a coach who understands the way the media looks at these types of stories... and then tell them your story in a way it meets the needs of all of those audiences."