Topics Discussed and Key Points:
- The origin of the SMASH conference
- How SMASH has evolved over the years
- Topics to expect at SMASH 2020
- Lead generation, conversion, and management during and after COVID-19
- Reimagining sales and marketing in the new normal
- Interacting with prospects with virtual tools
In today’s episode, Debbie speaks with Bailey Beeken, President of Senior Care Events and the Founder of SMASH—the Senior Care Marketing and Sales Summit.
Bailey discusses the concept behind SMASH, which was established in 2013. This series of conferences brings together C-level executives in the senior living industry, “curat[ing] the best of the best in leading edge marketing and sales.”
In its first year, the conversation was around social media and other branding platforms such as websites and how they can be used to market the company. In the following year, the focus shifted towards content creation and digital advertising for driving leads to these platforms. A couple of years ago, the primary topic became data management and how to create budgets and strategies around it. This year’s conference set for October 19-21 will go into considerations and best practices in a post-COVID-19 world.
With fewer leads coming in and heavy criticism from the media during these uncertain times, Bailey acknowledges that it is time for the senior living industry to “throw out the old playbook” and lead with purpose by “spending 80% of the time nurturing the 20%”. Communities must tailor their messaging around concerns regarding health, safety, and family by producing content at a cadence that is appropriate to the current climate. “We really have to reimagine the entire prospect journey and recreate all of those in-person activities [online],” agrees Debbie.
It is important for organizations to take advantage of virtual tools to connect and strengthen their relationships with families. “People are going to have to act with urgency. It is not just about getting revenue. The first movers will win here. They will not have all the answers, but they are willing to experiment. […] We have a lot of work to do to counter the message that has been told this past year and everybody has to get onboard with that.”
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