October 6, 2011 – Update – One of the nation’s greatest boomers and inventors, Steve Jobs, has left us. I hope his vision for living doesn’t. (Originally posted Feb. 25, 2009) Mature Market Experts: more mature market news and stats more often: Yesterday Baby Boomer and cancer survivor Steve Jobs turned 54. As one of [...]
Read the rest of this entry »Archive for the 'Tom Mann' Category
Selling To Seniors – The Principle of Reciprocity
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered five of the six – Consistency, Likability, Authority , Social Proof, and Scarcity. Today, we wrap up the conversation with the principle of Reciprocity. Dr. Cialdini uses a great example, in his book The Principles of Influence, of one [...]
Read the rest of this entry »Selling To Seniors – The Principle of Scarcity
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered four of the six – Consistency, Likability, Authority and Social Proof. Today, we’ll be covering the principle of Scarcity. When supplies of something are short, we humans are more likely to want it! … “It’s [...]
Read the rest of this entry »Selling To Seniors – The Principle of Social Proof
We continue to discuss the Principles of Influence and how they relate to selling to seniors. Thus far, we have covered three of the six – Consistency, Likability, and Authority. Today, we’ll be covering the principle of Social Proof. When a number of people agree on something, we are likely to be [...]
Read the rest of this entry »Selling To Seniors – The Principle of Authority
For my last several blogs, I have been discussing The Principles of Influence, as taught by Dr. Robert Cialdini, and how these principles apply to selling to seniors. Thus far, we have covered two of the six – Consistency and Likability. Today, we’ll be covering the principle of Authority. Studies show that people are more likely [...]
Read the rest of this entry »The Principle of “Liking” is a Key to Senior Housing Sales Success.
Selling to boomers or seniors? In our last blog entry we talked about the principle of “Consistency.” Today, we’re going to talk about the principle of “Liking.” People are ready to be persuaded by people they like…aside from the staples of life, people don’t buy products, they buy relationships! This is especially true when selling to [...]
Read the rest of this entry »How can the principle of “Consistency” help you with sales to boomers and seniors?
Last week, I talked about the power of listening. Selling to boomers or seniors? Here’s what a good friend of mine, Dick Ambrosius advises, “The three steps to moving the prospect quickly through the sales cycle: 1) Listen 2) Listen and 3) Listen. If you are listening to understand rather than to overcome objections, the [...]
Read the rest of this entry »Second Acts: Un-retiring
I have a hero and his name is David Dworkin. Several years ago when I was speaking at the International Council on Active Aging (ICAA) I met this wonderful man and his wife. I was instantly struck by his energy. The Maestro, as I respectfully call him, is an internationally known conductor who in his [...]
Read the rest of this entry »Marketing to Boomers, Seniors, and The Mature Market? Don’t Underestimate The Power of Free Incentives
Today’s boomers and seniors are hesitant to spend money without a clear demonstration of value. Free incentives offer a way to test your value. We have many mature market clients who have hesitated when our team at Love and Company recommend that they “give” something of value away for free. “Tom,” they say, “we’re in [...]
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