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 'TR 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 »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 »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 [...]
Read the rest of this entry »Brain Fitness: Why Should I Exercise My Brain?
Brain Fitness comes to the forefront of preventive health care: “Why should I exercise my brain?” I’m guessing that this might be a question your residents or members are asking these days. After all, their parents didn’t do any of this “new age stuff.” Sadly, there are 5.3 million Americans living with Alzheimer’s and every 70 seconds another American [...]
Read the rest of this entry »Who Says Designing Senior Housing Can’t Be Sexy And Functional?
The recent article on Aging In Place: Home Renovators and Retirement Communities Benefit From A Certified Aging-In-Place Specialist (CAPS) written by my good friend, Tom Mann of TR Mann Consulting – and linked articles on aesthetics and luxury evoked a strong and immediate reaction in me. I was pleased to see such an emphatic recognition [...]
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