With the usage of the internet being so integrated into how we go about our lives, over the phone and online Medicare leads are becoming a huge component in many Medicare marketing strategies. Many consumers are now familiar with smartphones and online technology, often preferring them over face-to-face sales or paper forms, and therefore it only makes sense to utilize this tool. However, this sales approach comes with unique challenges of its own. Selling Medicare plans gives consumers a unique opportunity to connect with those who are able to offer them affordable and curated plans without having to sift through numerous websites, yet understanding how to properly execute and go about these calls is crucial to gaining trust and interest. Here’s how to assure that you make the most out of your Medicare sales calls, all while within the comfort of your own home.
Building Rapport with Medicare Consumers
Being a conversation completely over the phone with no face-to-face contact comes an extreme stress on building rapport right away. By quickly informing the prospect of your expertise and knowledge, a sense of trust will immediately be formed, leading them to be more interested in listening. Through the cadence and tone of your voice, consumers can categorize your call as one valuable and helpful to their needs. Consumers looking to buy Medicare Insurance are doing so through an emotion and a need, so it is extremely important for them to feel what you are trying to express. Understanding and helping with their current situation allows the consumer to feel empowered and listened to, and it allows you to offer a Medicare plan best suited for their lifestyle.
Understanding the Customer’s Language
Knowing the prospect’s language is crucial to a successful sale. It is important to seem friendly and approachable, but avoid becoming too informal. Seniors who are seeking Medicare greatly value detailed descriptions and plenty of information, so naturally being an expert in both Medicare and Medicare Insurance plans will greatly play to your advantage. Medicare is confusing, so having detailed answers to any questions you may be asked will benefit you greatly. A consumer being kept waiting while you search for an answer or stumble over your words could give the impression that crucial information is being withheld.
Developing a Medicare Script and Sticking To It
Regardless of whether you choose to speak through a fine-tuned script or simply bullet points, either can be successful as well as there is a sense of credibility behind it. A prospect looking for a Medicare plan perhaps is in that situation due to high costs with their current plan or lack of coverage. They may be confused on how Medicare works and seeking advice on what is best for them. At the same time, they don’t want to feel as if they are simply a consumer being taken advantage of: rather, speak to them about what they want and the different benefits they are seeking. Answer any stray questions they have about Medicare plans, and then gently direct the conversation towards closing. It is important never to devalue any questions the prospect has, but be intentional in where the conversation is headed.
Maintaining High Energy
Whether working from an office or remotely from home, energy within the team is crucial to success. Sales over the phone are deemed credible by only two things: energy and knowledge. The energy of your pitch and the emotion felt through it is the key to a successful sale. Motivating your team members and keeping the energy high, in the office or remotely, is a key factor in a successful sales team.
How do I get Medicare Leads?
If you do want to buy calls from us, we recommend starting small as a sort of test. Once you see how well they’re converting, you’ll feel a lot more confident about ramping up. You can start the process by reaching out—we’ll take it from there!
Contact us today to speak with one of our representatives, who can help answer any questions you may have, and guide you through the process of working together to get started sourcing highly qualified leads.
If you’re looking for a constant flow of qualified and eligible consumers, Digital Market Media can provide you with a fast-paced, exciting, and simulating career. All agents are able to work remotely from their homes while matching customers with affordable and carefully curated plans for their needs. If you are looking for a career that is invigorating and rewarding, Digital Market Media is the opportunity you have been looking for.
Our strategic partnership with Legends United Insurance Agency allows employed agents access to our leads at no cost, so there is never a shortage of qualified and eligible consumers. Consider a career at Legends United Insurance Agency if you’re looking for a consistent and rewarding career, all while working remotely from your home.