Selling to the Elderly? Test This Ten-Step Program!

Selling to the Elderly? Test This Ten-Step Program!

Sales are sales, right? Well, yes ... and no. You will discover numerous generalizations one could make about successful selling. Yet, each particular market segment presents its own unique set of differences. For example, the Elderly are more prone to buy Life insurance than a healthy twenty five-year-old man. But, it's the differences that keep it fun and challenging!

Are you visiting a nursing home soon? Are you contacting Seniors about Medicare Supplements? Want your Senior sales to flow smoothly? Keep these points in mind:

No matter their age, do not visualize the Elderly as old. They certainly don't. Besides, to an 85-year-old, seventy is pretty young. So it is all relative!

don't use pressure tactics or attempt to scare someone into buying. You will find yourself out the door the moment you get in.

Treat the Elderly as equals. They really aren't that different from the remainder of us. They value independence, personal growth, and self-expression just like the vast majority of us do.

Never talk down to the Elderly. They are not dumb! In fact, in addition to having more life experiences, they may be smarter and richer than you.

Seniors tend to be skeptical, so do not try to pull the wool over their eyes. Be honest, open and forthright with your relationships with them. And remember, if you provide them with credible testimonials from fellow Seniors, they'll be very receptive to what you have to offer.

the Elderly are as diverse in abilities, interests, and attitudes as any market segment. Know to whom you're selling and adjust your approach accordingly.

Many the Elderly fear being taken,' perhaps because of a difficult past experience. Guarantees are very important to them, but it is best to avoid making promises. However, if you do promise anything, be certain you can back it up.

Seniors usually are conservative consumers. Many grew up in the years following the Depression and may have watched their parents undergo its after-effects. They are not especially interested in razzle-dazzle. They prefer simplicity and a straightforward approach.

Seniors desire print advertising to seem like print advertising. They do not want extravagant fonts. Font size should be at least 12 point and easy to read.

Understand your Senior customers for their humor, brains, elegance, as well as kindness. If you're fortunate, some day you'll be one of them!

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