At BACS, a dedicated team of telephone professionals is assigned
to every client. In cyclical lead generation/rejuvenation projects
where calling is done periodically (usually quarterly), the same
telephone professional makes repeated contacts with the prospect.
Thus the prospect is not confused with an impersonal communication
and an identity is created between the professional and prospect
making recollection of client name and credentials very prompt
When making our contacts, of the number of people who wish to
contact or who wish to be contacted by the community, we identify
who are interested in visiting and touring the campus, who are
interested in attending an on-going marketing event in the community
(typically a luncheon/seminar), who are interested in receiving
more information, etc.
There is always some segment of the market that is unsure about
its decision vis-à-vis moving to a retirement community.
A direct contact with such prospects helps to allay their doubts
and accelerates their decision process, culminating in most cases,
in a tour or attendance of an event.