Selling to seniors via video conferencing

The unaddressed truth behind Covid-19 is that until we get a vaccine, those of us who have an increased risk of serious health problems are going to need to remain socially distant even after the spike subsides. While a therapy for the virus could be found as early as June, a vaccine is much further away, with most experts looking at the end of 2020.

Adjusting to the times

For a variety of reasons, many of you prefer to sell face to face, and right now you can’t, for the safety of yourself and your clients.

You are left with one of three choices:

  • Stop selling
  • Sell over the phone
  • Sell over video

Why Video Conferencing

Seniors are not as tech-illiterate as many people think. In a study done by Amwell Health Solutions, data showed that 45% of American seniors have participated in video calls using FaceTime, Skype, and/or Google Hangout. Some seniors are even catching up to the new Zoom movement, using it to talk to their family and friends.

73% of seniors claim that faster health related services, such as insurance consultation, are the driving reason for their willingness to use video conferencing. Seniors have the will to participate, you just have to add this to your toolkit.

While calling could get the job done, you are missing an important layer – the visual cues. With phone calls we miss 50% of the conversation because you can’t see how the person you are talking to is responding. Video conferencing eliminates that limitation.

How do you do it?

So, how do you get seniors on the screen, not just on the phone? The first secret is that you have to make it easy. Best practice is to just have them click on a link you emailed them. You’ll probably need to include instructions on how to find the link, but the more simple you make the process, the more success you will have.

Ask the senior if they have used to using Hangouts, FaceTime or Skype. These popular systems are the most common, and you should adapt to their preferences. By adapting to their preference, the success rate of your calls will be significantly higher. While this may involve more flexibility on your end, it will undoubtedly benefit you in the long run.

The question “why you are taking meetings this way?” will come up, and be honest with them. Tell them it is to keep them safe in today’s environment. This expresses that you care about them as a person, not just a client, helping your overall rapport.

In conclusion

By incorporating live video into your sales process you’ll be able to:

  • See your customer’s visual cues
  • Share and go over your quality presentation materials
  • Build a deeper relationship with your customer
  • Make more sales!

And if you need help matching with Medicare insurance prospects, don’t hesitate to give us a call at 866-368-0377.

What if I sell to consumers directly and not to businesses? What platform would work for me?

The best platform for selling directly to consumers is Facebook. Those exclusive insurance leads you bought from benepath.net? Look them up on Facebook first to get a sense of who they are and their family background. This is an outstanding way to sell personal lines.

Set up a professional company page on Facebook and market online using the information you received from the leads you bought. Of course you would call a lead first and have a chat, not a sales pitch kind of chat, but the kind of conversation that tells a prospective client you are personable, approachable, know your stuff and offer good customer service. Follow-ups via Facebook are well worth time, plus you have the ability to send files and information if needed.

Also consider Google + and be consistent about posting relevant and informative material. Even though Google + numbers are lower than Facebook and there may be some overlap, there are still going to be potential customers on it that would be interested in what you have to offer.

[footer block_id=’2074′]

Social media marketing is here to stay

Like it or hate it, social media marketing is here to stay, and if you are marketing insurance, it is critical that you learn how to find your way around on social media platforms. That does not mean you need to know all the platforms out there, but it’s a smart marketer who chooses the most popular ones — LinkedIn, Twitter and Facebook.

You’re wondering what social media will do for you if you don’t have leads? First, you get the leads. Once you have a nice list of names and potential customers, you use social media to stay in touch with them.

Make sure to order exclusive insurance leads, ones that have been pre-screened, pre-vetted and come to you in real time. All the hard work is already done. You just need to work the lead as soon as it comes in. Exclusive leads tend to have a higher conversion rate than other shared leads, so it’s usually worth your while to spend more to make more.

[footer block_id=’2074′]

What if I sell to consumers directly and not to businesses? What platform would work for me?

The best platform for selling directly to consumers is Facebook. Those exclusive insurance leads you bought from benepath.net? Look them up on Facebook first to get a sense of who they are and their family background. This is an outstanding way to sell personal lines.

Set up a professional company page on Facebook and market online using the information you received from the leads you bought. Of course you would call a lead first and have a chat, not a sales pitch kind of chat, but the kind of conversation that tells a prospective client you are personable, approachable, know your stuff and offer good customer service. Follow-ups via Facebook are well worth time, plus you have the ability to send files and information if needed.

Also consider Google + and be consistent about posting relevant and informative material. Even though Google + numbers are lower than Facebook and there may be some overlap, there are still going to be potential customers on it that would be interested in what you have to offer.

[footer block_id=’2074′]

Social media marketing is here to stay

Like it or hate it, social media marketing is here to stay, and if you are marketing insurance, it is critical that you learn how to find your way around on social media platforms. That does not mean you need to know all the platforms out there, but it’s a smart marketer who chooses the most popular ones — LinkedIn, Twitter and Facebook.

You’re wondering what social media will do for you if you don’t have leads? First, you get the leads. Once you have a nice list of names and potential customers, you use social media to stay in touch with them.

Make sure to order exclusive insurance leads, ones that have been pre-screened, pre-vetted and come to you in real time. All the hard work is already done. You just need to work the lead as soon as it comes in. Exclusive leads tend to have a higher conversion rate than other shared leads, so it’s usually worth your while to spend more to make more.

[footer block_id=’2074′]

When It Comes to Insurance Leads, Be a Thought Leader

Sourcing insurance leads can be difficult. By being a thought leader and investigating reliable online lead generation companies is the smart way to market.

Sourcing reliable, convertible insurance leads is the bane of many insurance agents’ existence. Little time, low budgets, poor lead generation experiences, non-vetted leads and not working them promptly all have the potential to add up to failure, despite the best of intentions.

If you run your own insurance agency, you realize you cannot do everything for everyone and teach them how to make a mile in sales if you have other obligations you need to tend to on a daily basis. Retaining customers is just as important as finding new ones. How to handle all the tasks you need to accomplish?
Thought leaders know the intrinsic value of webinars for staff and have seen policy sales hike up exponentially.

A good webinar can showcase your expertise and that of others, demonstrating the ways of sourcing and working insurance leads. You don’t have to keep it totally in-house and only feature staff. Expand your knowledge base and partner with other agents with a unique specialty. Call the lead generation company to provide a speaker to explain what they do. Have speakers from carrier partners. Find other insurance companies with killer internal marketing teams to share their expertise.

The marketing possibilities are endless. It just takes some creativity to think about how to approach the problem of marketing from outside the usual sandbox. If the foundation of your marketing strategy is to only buy exclusive insurance leads, this needs to be conveyed clearly to other staff that are also in a position to market directly to potential customers.

If you do not have a comprehensive list of prospects, now is the time to build one. Ensure the list is high quality and has the potential for a high conversion rate. Combine educational and useful webinars with professional social media and email marketing campaigns to round out your agency’s successful marketing strategy. Work diligently with all leads garnered and strive to better the lives of every lead contacted, leading to conversion.

[footer block_id=’2074′]

Lead Types

Get Your Free Guide to Selling Exclusive Insurance Leads!

    Hey there, I’m Ben, your personal assistant. What brings you to Benepath’s website today?