There’s no doubt that the recession and housing market downturn impacted the senior living industry. Marketing to the always-cautious senior has been more challenging than ever, and our audience will not easily forget the experience. Faced with tighter budgets and tougher lead generation, retirement communities need to spend every dollar as strategically as possible to [...]
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 »Mature Market Experts Gem of The Week: The real elderly are hidden behind demographic murkiness
Mature Market Experts: More news and stats you can use on boomers, seniors, and the mature market — Silly segmentation strikes again. You probably didn’t think about it if you read about HP’s proposed new wristwatch in today’s business pages of the NY Times. Did you know that between 2008 and 2010, sale of watches fell [...]
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 »Generation Alzheimer’s – The defining disease of Baby Boomers
Quick News and Facts from the Alzheimer’s Association – This year, the first wave of baby boomers are turning 65 – and with increased age comes increased risk of developing Alzheimer’s disease. Our new report, “Generation Alzheimer’s: The Defining Disease of the Baby Boomers,” sheds light on a crisis that is no longer emerging – [...]
Read the rest of this entry »Foreclosure Threatens Aging in Place
“A mother can take care of 5 children yet 5 children can’t take care of one mother.” -unknown I came across the film Make Way For Tomorrow (1937) by Leo McCarey. The movie is about an elderly couple, Barkley (Victor Moore) and Lucy (Beulah Bondi) Cooper, who are forced to separate when they lose their [...]
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 »Heady Stuff – Innovative Brain Fitness Program Is A Game Changer
Non-Profit Dedicated To The Cognitive Health of Boomers and Seniors Is Worth Talking About It’s a beautiful thing when your work and your passion collide. Remarkably, I’ve had this good fortune several times throughout my career. A couple of years ago, I was speaking at the International Council on Active Aging’s Conference (ICAA) when I [...]
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