Using Legacy Questions to Dig Deeper with Your Holiday Greeting Calls
A lot of times, sales teams might reduce their number of contacts over the holiday season because they don’t want to “bother” their prospects when they are celebrating the holidays. The truth of it is that your prospects may be feeling extra lonely this time of year. With more and more families living out of state and the expense and hassle of travel, more and more families are opting to stay home for the holiday and not travel as much to see their loved ones on Christmas or Thanksgiving. This is the perfect time to reach out to your prospects.
How can sales teams stay in touch and provide a listening ear during this time? Work as a team to prepare some legacy questions.
Legacy questions are questions you can use to get to know your prospect on a more personal, less superficial level. Chances are, your sales team can answer basic, generic questions about their prospects, like where they live, how long they’ve been retired, what kind of previous work they did, and all their health ailments, but does your sales team know how they celebrated holidays in the past? What can they tell you about the best gift your prospect ever received?
Challenge your sales team to go a bit deeper with their “Holiday Greeting” call this year. Whoever can bring back the best connection story wins a prize.
Go beyond: “Hi Mrs. Smith. I hope you are enjoying the holiday season this year… Do you have any big plans?”
Try this instead: “Hi Mrs. Smith! It is great to connect with you again. I remember last time we spoke, you mentioned you were headed to your daughter’s house for the holiday. I bet you made the holidays quite special for your kids when they were growing up. I’m curious… What was the best gift you ever received during the holiday? Can you remember a good gift that you shared with your kids?”
My guess is you will come back with some meaningful stories that will tell you more about your prospect’s need to share their legacy with others and leave them with a better impression of your team and community. That deeper connection with your team creates a level of trust that benefits both parties moving forward.
Senior care is a business, but forming personal, authentic connections with your prospects is so important. This holiday season, encourage your sales team to offer a good listening ear to prospects who may otherwise be feeling a bit down and lonely.
