Selling health insurance is a highly competitive way to earn a living. However, you can set yourself apart from the rest of the health insurance salespeople out there by incorporating an organized contact plan, strategic sales letters and an aggressive referral plan into your daily health insurance marketing plan.
An effective contact plan ensures that you have a detailed record of each of your contacts, so you can quickly and efficiently work on every contact until a clear outcome is achieved--either you sell the contact a health insurance policy or the contact is no longer in the market for your services.
You can construct your own contact plan by first making a list of all of your current prospects. Then, write down how you can leverage yourself to get noticed by that contact, such as through networking functions, emails or in-person presentations. Then, write down how you can specifically help that person get the most coverage for their money. Finally, you will want to contact that person in a timely and professional manner until you have gained a definitive yes or no answer.
Well-written health insurance marketing letters can save you a lot of time prospecting new clients. The trick to writing attention-grabbing marketing letters is to send a series of letters that entices the recipient to want to hear about what you have to offer.
The first letter that you send to your prospects should be a light-hearted introduction letter that briefly explains your benefits and services and offers a free personalized consultation. Your second letter should pack a heavier punch by directly asking the prospect to give you at least 20 minutes of their time to take advantage of your personalized consultation. Your third prospecting letter should resemble the second letter, but offer a "last chance" appeal to present your services. You should use humor in your last-chance letter, such as enclosing a band aid with the words, "I got you covered" written on it to further entice your prospect.
Follow up with your prospects one to two days after your third letter to set an appointment.
Every sale you make is an opportunity to make new sales through a personal referral process. People are more likely to purchase your health insurance coverage if someone they know and trust has recommended you, so make it a point to ask your clients for referrals on a regular basis.
Adapt referral generation into your health insurance sales habits by asking for referrals in your initial agreements. Ask your prospects questions like, "If I do a great job handling your health insurance, will you give me a certain number of referrals per year?" You can also answer client compliments with, "I'm pleased that you are satisfied with my work. Who else do you know who can benefit from my health insurance services?"
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