Building a Multi-part Themed Marketing Event
Where will you be at 6:24pm (ET) on the first Saturday in May?
- If you’re a “Kentucky Colonel”, you might be in the grandstand at Churchill Downs in Louisville, KY for the Kentucky Derby → sipping a mint julep.
- Millions of others will be watching the Run for the Roses on their local NBC station on TV.
- And, the tech-savvy may be live-streaming via the internet on their computers and/or smart phones.
What about the Residents of your Senior Living Community?
- Does the race fall right in the middle of their normal evening meal?
- Do you have any activities planned around Derby Week?
- Are you missing the chance to provide a venue for your residents to share an activity with their family & friends?
What about your Future Prospective Residents?
- Are you missing an opportunity to involve them in a social event & interact with current residents?
- Are they missing out on the excitement by – at best – sitting at home ALONE and watching the race on their small screen TV?
This article follows the concepts of the “Turning Residents into our Best Marketers” series on the Progressive Retirement Lifestyles blog. In other words, build a lifestyle enhancement for your current residents and then invite guests to participate. If time is short, apply the K.I.S.S. principle and start with something simple:
- Use your big-screen TV to broadcast the race; coverage begins at 4 Eastern. Set up chairs, pop some popcorn and treat the Derby similar to a movie.
- Put up flyers in the community to let residents know of the opportunity to participate – instead of sitting in their room.
- Get on the phone and invite prospects to attend.
- In 3 days, one community was able to get 100 participants for a 4th of July picnic by using this approach.
- Ask your current residents if they have any friends who “always use to love the Kentucky Derby” and invite them as the guest of the resident.
- Ask your culinary services department to create a “Social Hour” before dinner on Saturday evening. Serve mint juleps and crudités for residents and guests. You’ll turn Saturday into a memorable day instead of a day with just filler activities!
Here are a couple of recipes for non-alcoholic mint juleps:
- Have a sing-a-long activity.
GOOD: Print out the words to “My Old Kentucky Home” and have the audience sing the song along with the TV program before the race. http://www.50states.com/songs/kentucky.htm#.U1_1SaKTIR8
BETTER: Download the sheet music and have a musician play the full song on the community piano as the group sings along. ALTERNATIVELY, download the music and have a karaoke contest.
BEST: Use this as a “life-long learning” opportunity with a discussion group. Did you know that the lyrics of the original Stephen Foster song were changed to a contemporary version in 1986[i]? How many other Stephen Foster songs can your residents name[ii]? A few of the most well-known, listed below, could lead to a month-long songfest:
- “Way Down Upon de Swanee River”
- “Camptown Races”
- “Beautiful Dreamer”
- “Jeanie With the Light Brown Hair”
- “Oh! Susanna”
- Food Service enhancements include possibly creating a special “Race Menu” (e.g. for The Preakness weekend, you might serve Maryland Crab Cakes):
GOOD: Change the meal time on Saturday so that the evening meal doesn’t conflict with the Derby broadcast.
BETTER: Extend serving times to permit those residents wanting to see the race to eat early (or late – depending on your time zone) while others who aren’t interested in the event may stay with their “routine”.
BEST: Since the dining room is frequently one of the largest rooms in the building and because the race itself only lasts a little over 2 minutes, move several big screen TVs into the dining room and suspend dinner service “when the bell rings”. That way, everyone can see the race.
Going for the TRIPLE CROWN
On average, aging adult prospects require multiple touches before they make the decision to move into a senior living community. Therefore, we create a series of events – some small, some larger – that revolve around the same theme to keep the prospect coming back into the building. Thoroughbred horse racing’s Triple Crown series begins with the Kentucky Derby, continues with the Preakness three weeks later and the Belmont Stakes on the 5th Saturday following the Derby. This gives you a wonderful window of opportunity to provide some unique programs for your residents while building the relationship with prospects that will result in a move-in. Invite the prospects (and their family when appropriate) to attend as many sessions as possible and encourage their interaction with existing residents.
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Life-long learning programs.
o Evolution of the Triple Crown[iii]
o Triple Crown Winners
o History of the Kentucky Derby
o Different Horse Breeds & Capabilities
o Different Types of Horse Races
- Flat, Steeplechase, Harness, Endurance
o Other horse competitions
- Horse shows (e.g. Tennessee Walking Horse show)
- Dressage
- Rodeos
- Fox Hunting
o Guest speakers if available in your area.
GOOD: Ask the questions during a meal and/or in a group session.
BETTER: Post each question and award prizes for correct answers
BEST: Use the questions as the basis for a computer learning class; teaching the residents how to research the answers on the internet.
o When was the last Triple Crown winner[iv]?
o What horse holds the record for the fastest time in the Belmont Stakes[v]?
o When was the first official Kentucky Derby held[vi]?
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Fashion Contest
Whether attending the Kentucky Derby in Louisville, the Iroquois Steeplechase in Nashville, or other signature race, the ladies will be “dressed to the nines” with a high-fashion, usually expensive hat[vii].
GOOD: Have a “Best Hat” contest with residents wearing their hats to a designated meal. Then residents and staff vote on the best hats. This supports the EGO need as identified by Maslow for the winners.
BETTER: Meet SOCIALIZATION and FULFILLMENT needs by creating a craft class in which the residents (YES, it could include the men as well) are taught to design and decorate their own hats. Your local craft store may be able to provide an instructor for a reasonable price. This is better because it stimulates creativity and doesn’t exclude residents who can’t afford an expensive hat.
o Make sure to take everyone’s picture in their “creation” and post the pictures: digital photo frame, website, social media – Facebook, etc., make a YouTube video, print and turn into a collage to post in the lobby. Use in a storyboard for your next booth at the Senior Expo, etc. Print and turn into postcards à send to family members and then use for marketing.
o This is a good time to look for volunteers with millinery skills: maybe a staff member or family of a resident. You might also ask for donations of craft materials.
o Develop several different criteria for judging the hats: most creative, best looking, most unusual theme, etc.
o Set up an exhibit with the top winners in a display case.
o MARKETING: invite prospects to participate in a limited number of the craft classes.
♠ You may want to charge them something for the materials, while pointing out that resident participation is “free”.
♠ You’ll probably want to limit eligibility for the actual hat contact to current residents – although prospect should be encouraged to wear their “fancy hat” to the event(s).
♠ Use the craft classes as a means of developing new relationships with existing residents. These relationships will serve as a magnet for future move-ins.
BEST: Plan a full “Spring Fashion Show” to tie in with one of the Triple Crown races. Help the residents arrange their outfits to coordinate with their hats. Solicit assistance from the adult daughters for help with make-up, etc. This is a chance for “Momma to shine”.
♥ Create inter-generational sharing by interacting with a high school or local college class → homemaker, fashion design classes or even drama clubs who might help prepare backdrops, etc. Every student that participates represents an opportunity for another adult parent / grandparent to tour your community!
♥ Contact a local department store and solicit their support of the fashion show. They might offer special discounts to residents and/or provide cosmetologists to help the “models” get ready.
♥ Your on-site beautician should also get involved with special prices for “the show”.
♥ Both the department store and beautician should also be asked to provide a Gift Certificate for the winners in exchange for “free” publicity in the show program.
o MARKETING: This is intended to be a major marketing event to be held in the evening. As many prospects as possible should be invited to attend, but would not generally be eligible for participation. It has the potential of becoming an annual event and you want to hold participation as a carrot for move-ins.
♠ Ask the Mayor / other civic leaders to attend and be judges for the fashion show.
♠ Contact the local media (print, TV and radio) and request coverage of your event. You want to leverage your efforts by generating new leads in addition to moving existing prospects through the “sales funnel” to move-in. Consider spending some money for advertising to publicize the Fashion Show with your local media. {Attendance at the event gives you an easy way to measure the return on your investment in advertising.}
♠ Consider investing in a Direct Mailing to notify your target audience of your extraordinary activity and encourage their attendance & participation.
♠ Encourage each resident to provide you the names and addresses of 5 friends so you can send them personalized invitations.
♠ For the size of the crowd, it will probably be necessary to serve some type of refreshments.
“Secretariat” and “Seabiscuit” are appropriate films to get your residents in the mood for horse racing and the Triple Crown. Of course, your older residents may prefer Mickey Rooney and Elizabeth Taylor in “National Velvet”. These can be used to build excitement and anticipation for a weekend event tied into one of the races or shown earlier in the day of the race to extend the event.
GOOD: The most typical games are “table-top” models similar to those used on cruise ships, which use dice to move the numbered horses “down the stretch”. Residents “bet” on the numbered horse to be the first to cross the finish line – usually with a direct roll count of the dice.
o If you already have horse rating on your Activity Calendar, your next step is to plan a marketing event and invite prospects. If you are doing a good job of updating your Prospect Management (i.e. Lead) system, you will have identified leading candidates for invitations. The key is to have multiple races over a period of several hours. We found that this works very well after the evening meal.
o If you don’t have this in your Activities repertoire, it is advisable to purchase the equipment and get your residents used to it before you try to do an event with outside guests. This activity generates a lot of excitement once the residents understand how it works, how to place their “bets”, etc. and will make a favorable impression on your guests. Then you just have to “follow thru” and insure that horse racing remains on your monthly activity calendars. It has been so popular in many of my buildings, that it became a weekly event.
BETTER: The floor model game works the same as the table top version but is larger and easier for the participants to see and use. The game is played with six horses and a pair of large dice is used to move the horses. One of the dice is rolled (usually by different residents) to select the horse number with the points on the 2nd dice used to determine how far the selected horse will move. Versions of this floor game may be purchased from NASCO and several other on-line sources, but many appear to be made of cheap plastic and don’t appear very sturdy.
BEST: My personal favorite is a hand-crafted set that is cut-out of plywood with a jigsaw with wheels added onto axles. Residents participate in moving the horses as well as rolling the dice.
o This model works well for larger crowds at marketing events.
o There is the potential for an unlimited number of horse “owners” who can compete with their horse in a number of “heats” /qualifying races. Based on a drawing before each heat (just like the real races), the 1 thru 6 number saddle is added to each horse. This adds another dimension of excitement to the event.
o A major advantage of this approach is that it generates a lot of active participation by the residents. A resident or group of residents (the “syndicate”) buys their horse and then participates in several workshops to paint and decorate their horse. This gives them an opportunity for guided creativity.
o You then get the opportunity for another marketing event with the “Parade of Horses” with the guests voting on various “Best in Class” categories for the horses. Examples might include “most authentic looking”, “best looking”, or “most original design”.
o You could also sponsor a contest for naming of the individual horses. That is certainly more personalized and stimulates more involvement than simply having the red or blue plastic horse!
o This Lifestyle Director also found that the horse races were a good opportunity to generate volunteer spirit with several of her male residents who helped set up the special rug and carried the horses to the starting line. They were quite proud of their ability to carry the heavy carpet and help out.
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Frisbee Horse Shoes
One final suggestion for a horse themed activity that could be played as part of a marketing event. What would a horse race be without horse shoes? Instead of using metal horse shoes, use Frisbee rings to make the game more senior friendly. Ideally, the game is played outdoors to give the residents a chance for some “fresh air”, but can also be played indoors with the use of small plastic cones as the “poles”. Otherwise, the court and scoring are set up the same as for traditional horse shoes.
This article has demonstrated a method of taking a simple concept (inviting a few people to watch the Kentucky Derby on your Big Screen TV) and evolving it into an AWESOME 5 – 6 week program of superior activity programming that stimulates the residents to remain involved in what is going on outside the 4-walls of your senior living community. Your prospects will become excited and clearly see your community as a “cut above” the competition and be encouraged to move-in.
GOOD LUCK and remember that Progressive Retirement Group is available to assist should you desire assistance in designing or implementing these concepts and/or the creative marketing events described herein.
[i] http://www.statesymbolsusa.org/Kentucky/kentuckystatesong.html
[ii] http://en.wikipedia.org/wiki/List_of_songs_written_by_Stephen_Foster
[iii] http://en.wikipedia.org/wiki/Belmont_Stakes#Evolution_of_the_Triple_Crown_series
[iv] Affirmed in 1978
[v] Secretariat in 1973 by 31 lengths at 2 minutes and 24 seconds.
[vi] http://www.thedailymeal.com/when-kentucky-derby-2014/42414
[vii] http://store.kentuckyderby.com/cart.php?m=product_list&c=301