Let’s face it… there are a lot of ways to generate leads for Medicare supplements. You can do mailings, social media, SEO, landing pages, door knocking, TV, radio and countless other ways. However, selling over the phone is one of the most economical, personable and responsive methods. And you just need four things:
· A Dialer CRM
· Targeted leads to call
· Scripts
· Peak hours to call
You can hand dial if you want, dialing 20-25 numbers per hour. It’s slow, cumbersome and demotivating. There will be days you will have to talk yourself into hand dialing and others you’ll talk yourself out of dialing. A power dialer will help you call more people quickly at 75-300 calls per hour. Using a power dialer will give you the ability to call more people during peak calling hours. You wont have a chance to get unmotivated as you’ll be talking to one prospect after prospect. And since you’ll be talking to more people, you’ll be using your scripts more and more which will help hone your skills!
Regarding scripts, there are no magic words you can say to get a prospect to sign an application. Start with a good script. Make sure you replace any words you typically wouldn’t use with your own words that way the script sounds more genuinely like you. Every time you overcome an objection, be sure to write down the words for that specific rebuttal that you used so you can over come future similar objections. Over time you’ll develop a script package for every scenario.
Since you’ll be talking to more people and generating more business you’ll have other tasks you’ll need to do, so you want to make sure you call only during peak calling hours. Here are some suggestions:
· Monday – Friday: 10:30am – 12:30pm.
· Monday – Friday: 6:30pm – 8:30pm.
· Saturday: 9:00am – 11:00am
We wouldn’t suggest calling every day… you don’t want to call a lead more than 2-3 times per week. You want to prospect you don’t want to become an annoyance. That being said and last but not least you need names to call.
Every product has a target demographic. If you’re selling medsupp, some of the factors you might want to consider are the following:
· Turning 65s
· Age ranges over 65
· Income ranges
· Geographic filters
· Gender
· Credit score
Every agent has specific demographics they like to target based off of their personal preferences and so will you.
That about sums up how to sell medsupp over the phone. The important thing is to commit to prospecting on a regular schedule and do so for more than a month as not every day and every call will be a lead or a prospect. You need to hone your skills and build momentum. And be sure to document what works and what doesn’t work so you can define a repeatable formula for success that works time and time again.
On that note, if there is ever anything we can do to help, be it with our many engagement features, lead products or scripts please don’t hesitate to reach out to us.
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