Selling to Seniors through Education

Selling to Seniors – It’s About Education

We have all seen the stupid catch phrases that say exactly what should be expected. Actually, what should be the bare minimum.

• We treat you with respect • We value your privacy • We will do our best to meet your needs • We are trustworthy

Yeah, no kidding! I sure hope so. Besides, when was the last time you completely believed someone who said they were trustworthy?

The truth is the vast, vast majority of us senior service providers are trustworthy, respect our clients, will do everything to meet their needs, etc. You do not set yourself apart by stating these things. Selling to seniors and senior marketing is about doing more.

What does set you apart is living all of these mantras at the same time you educate your prospect. By education I am not suggesting providing a few facts as a lead in to an aggressive pitch. I am talking about presenting real options, real choice.

If what you have is what a senior wants and needs, they will use you because you educate them and because you respect their intelligence and power to make the choice. Society too often believes feeble seniors are completely incapable of making their own purchasing and planning decisions. It’s time we respected them by giving facilitating choice.

On that same note, you already knew this. But it never hurts to be reminded.