Assisted Living Home Field Advantage?

Assisted Living Advantage

The 12th man or 12th player is a term for the fans within a stadium during football games. As most football leagues allow a maximum of eleven players per team on the playing field at a time, referring to a team's fans as the 12th man implies that they have a potentially helpful role in the game.

The presence of fans can have a profound impact on how the team performs, an element in the home field advantage.

Sports teams have a greater chance of winning whenever they play at home.
Gamblers use a home field factor to establish odds in many sports. A study published in the Journal of Applied Psychology quantifies the home field advantage by sport.

I believe the home field advantage in many sales environments is more powerful than any sport in any arena. You have the opportunity to create the specific emotions driving the purchase decision through control of the physical and sensory elements. This is critical since baby boomers first impressions are emotion based.

Disney is a master at using our five senses to create specific emotions.
Each and every time we step onto a Disney property our 5 human senses are awakened and aroused in a big way. Imagineers and Cast Members at Disney theme parks are constantly challenged to evoke emotion through our 5 senses - sight, sound, smell, taste, and touch.

Yes, Disney purposely pushes the smell of food towards guests. A Smellitzer located backstage pushes cookie scents onto Main St. USA. You can’t help noticing the smell as you walk past the popular sweet shop. I'm sure Disney can tell you impact this has on the sweet shop sales.

In Senior Living the smell of fresh baked cookies, coffee or popcorn translates to positive family memories. The sound of big band and jazz standards can make your community look and feel more appealing. Managing all five senses translates into more sales. Managing sight and touch senses can begin as you greet a tour at their car with a hand shake and a smile. Each sense is a building block to another sense. Ultimately, when our senses are combined in a positive way it makes for a WOW experience or sets the stage for a purchase. Of course, our senses can get disappointed and that could make for a very unsatisfying experience or lost sale.

Have some fun, be creative, use your home field advantages and set the stage for increased sales.

Rick D Watkins

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