Optimize Your Converting Sales Funnel for Facilities with airSlate SignNow

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what's going on guys today we're going to talk about how to get oxygen for your adult day Center what do you need to do what do you need to be tracking how should you structure your funnel but first make sure you like comment subscribe show a little love guys before I was working to this for you and Dre said he's not feeling it give it to him hit that like button hit the comment section type in some notes let us know what you want to hear and we will make a video just for you unless we already have one out there because we have tons of videos I don't know I'm getting to a point where I don't know what else to talk about okay so like comment and subscribe share a little love my name is Chris Chaney the founder and CEO of active age daytime senior care and uh today I want to talk about the funnel do you have a funnel do you know what your funnel is do you understand the percentages okay because every single like Organization no matter what relies on sales sales are your oxygen and you got to know when those sales come into the funnel now okay what is the percentage of the conversion rates as it goes through the funnel do you know that because if you can start to build some historic pattern based on your experience if things change if percentages start to change within the funnel you'll be able to adjust or at least go inspect that part of the process and understand for whatever reason you know what is causing you know people to convert like a smaller percentage what is causing that is there an issue with the internal sales you know process is there too much friction and so they're not converting as much which stage seems to have the problem you know so this is a good way for you to kind of assess the funnel and where you're at and what you need to do to fix it so number one and obviously obviously like everyone's sales process is going to be a little bit different but it's important for you to write it out and I just did this very simple so obviously a new lead comes in the funnel then we're going to try to schedule them for a tour then we're going to try to schedule that tour for a guest pass and then eventually when that guest pass to turn into a member and so what are the percentages of this process so for every 10 leads that come in okay so you get 10 new leads that come in the funnel okay how many of these 10 are going to turn into a tour how many would you hope to turn into a tour let's say eight okay eight of those leads turn into a tour you were able to talk to this person on the phone or they submit a form on your website or they email you you know you know some way somehow they've called email or submitted a form and this is you know a new lead that comes into the system now out of those those inquiries how many of those folks can you get to commit to coming in for a tour so is that eight if so then what percentage of the inquiries are you converting that would be 80 percent so you know that for every lead you can convert 80 percent of them to tours right right okay so now when we think about the number of Tours that come by so they come in you show them around you give them the big Grand Tour and introduce them to the wonderful team and you know make them feel like they are VIP and now you got to convince them to come back for the guest pass right so now maybe you've toured the family member you've toured them you know the adult child the mom or the your the spouse or that person that's kind of the responsible party for this individual and now how many of those tours can you lead or convert into that loved one the person who is in need of care how many of those tours can you convert into guest passes where that loved one comes for the day they explore the day they spend the day with you complimentary or whatever program you have in place how many of those can you convert is it six you know is it is it is it five what is that number so let's say in this case it's five right boom so for the 10 leads that came in we were able to convert five of them to guest passes so somewhere between here and here we lost three what happened to those three did you give a bad tour did you give a good tour you know did you scare him away did you try to sell them too hard what happened so it's important to figure out you know those three that you lost go do a little Discovery what is it not the right time it's not for them they don't think their loved one would like the place just find out what it is start making a mental note start tracking what those reasons are maybe you can help you know maybe on the tour you can kind of combat some of these you know potential you know reasons for not coming or not you know going to that next stage of guest pass maybe you'll learn how to overcome objections by learning what people are you know why people are choosing not to turn into a guest pass right now on the guest pass stage this is the time to shine this is the moment that you gotta make an emotional connection and you gotta you know Forge a relationship with the loved one who's attending with you for the day and you want their loved one you know you want that responsible party when they come back to pick up their loved one for the day you want them to have an emotional connection to know one that you know that they can have peace of mind they can leave their loved one here and they can go and be free to do whatever they want to do but also have peace of mind knowing their loved one is in a safe environment and that their loved one is having a good time because that's going to reduce and get rid of all the guilt that they might have so how many of these guest pass can you convert to members maybe it's only two again we lost three okay but in this case here we converted 50 of our leads to guest passes and we ended up converting say 20 of Our Guest pass to new members Okay so now you have your percentages figured out you know that eighty percent of all the leads are going to turn into tours you know the 50 of all the leads are going to turn into guest passengers at 20 of you know all the leads are going to turn into new members okay so what happens when these start to fluctuate what happens when 80 turns into 60 what happens when the number of guest passes turn into thirty percent and you're only converting 10 percent of your members what do you do interested in owning your very own active age join the fastest growing franchise Concept in senior care as an active age franchise partner you can be in business for yourself but not by yourself have access to a world-class Margaritaville style environment and together we can change the world for seniors and their family caregivers own an active age today you get to go back and you can inspect each of these stages of your sales process and get and you can get an idea as to what is causing that problem if this is seeing the you know the a drastic decrease then who's giving your tours are you is it your husband is it someone on the team maybe they need to be trained up maybe they need to get more like like assistance more education on how to give a tour properly or maybe you got the wrong person all together in that spot you know maybe like you shouldn't be given tours or maybe if you're if it's your husband or your your business partner maybe they shouldn't be given to us maybe you want to keep them on the books the finances and maybe the operation but they're just terrible at sales they get all nervous and their hands get all sweaty and they they can't talk and they they get they don't know how to answer questions or overcome objections and they get nervous and then it never turns into a guest pass because they can never get past the tour you know so which area what stage of this process do you need to go inspect so these are important if you don't have this data because you don't have an adult day Center already then good when you first open collect this data start collecting it from day one so you can start to build this like you know this this database so you have information you have numbers to pull from because over time over the course of that first year you'll have an idea of like what your average is and you you'll be able to adjust based on that and you'll be able to adjust if you start to see decreases in increases or fluctuations in the different stages of the pipeline so it's important for you to have this information if you don't already have a CRM make sure you get a CRM this will help you track this a lot easier because it'll just be part of the CRM and you won't have to do it manually it'll just already probably build or give you a dashboard with this information so make sure you do that from the very beginning if you already are open and you already have an adult day Center and you don't have a CRM system then you better get one and if you have this data somewhere then go look at it and just get an idea of what it is so you know can you know where you can improve that'd be inside guys you know the reason why leads are so important is because at the end of the day and most of you in healthcare know that money is not why we do what we do at the end of the day we do what we do because we care about making a difference in other people's lives and we care about making an impact and we truly care about other people however if you are going to take care of people and take care of people well you have to have enough oxygen you have to be able to survive and you've got to understand that in this case when you're first starting out you know money is oxygen for the business it allows the business to breathe it allows the business to be to support you know certain operations certain aspects of the business that are going to help you provide the very best care and give families peace of mind and so therefore when you think of this just understand that you are fighting not for money's sake but for oxygen and oxygen is going to give you freedom and allow you to give the very best care that you can give so that being said guys if you want to open up your very own Adult Day Center and you're not so you're not sure like where do I start where do I go what do I do go to adcpro.com check out all of our latest videos on YouTube and join us for our monthly webinar check out our private Facebook group and if you are interested in opening your very own active age go to activeagecare.com forward slash franchise we'll see you on the next one peace hey guys thank you so much for joining me if you'd like to learn how to open your own Adult Day Care Center go to adcpro.com if you like the latest businesses click here and make sure you subscribe to our Channel click here we'll see you guys next time