Medicare online sales strategy
Traditionally, Medicare sales have been done in a face to face setting. With improvements in technology and more seniors being comfortable with the internet and smart phones it has become more common to sell plans over the phone and online. This blog will detail a simple Medicare online sales strategy that agents can incorporate into their business. The suggestions and advice provided below have been created using the practices of agents who have been selling over the phone and online.
Medicare online sales strategy: Access to online enrollment
In order to be successful selling Medicare over the phone and online, agents need access to online enrollment. Online enrollment eliminates the need for face to face meetings and wet signatures. Most online enrollment systems rely on emailing a link to the prospect for them to complete the enrollment electronically. While many seniors do have access to email, there are still some that do not. In this situation, it is important to have the ability to also text the enrollment link. Many seniors do have smart phones as well as the ability to text. We offer agents access to online enrollment through Connect4Medicare at no cost. Connect4Medicare gives agents the ability to enroll prospects in Medicare Advantage, Medicare supplement and Part D plans electronically through email or text.
Medicare online sales strategy: Simple presentation
When selling either over the phone or online, it is imperative to have a simple to understand presentation. The goal of the presentation is to help the senior understand their options as simply and efficiently as possible. If you are selling in a non face to face setting, an overly complicated presentation will greatly reduce your success. It is most effective to go over the sales presentation on a shared screen when possible. There are a number of screen sharing services available at no cost that are very simple to use. This allows the prospect to follow along while the agent is presenting the information. Screenleap is a free screen share that is simple to use.
Some prospects will not have a computer to use for a screen share. In this case, you need to have a simple version of your presentation that can be done over the phone. We have recorded a webinar on how to sell online that you can adapt to a phone only presentation situation.
Watch our recorded webinar on selling over the phone and online
Online quote site and CRM
Connect4Medicare can easily be used to run plan quotes for clients. Agents have access to this tool free of charge. It is a quick and easy way to get a quote for a prospect in areas you may not be familiar with. Connect4Medicare also provides a very basic CRM. Although if you are serious about selling online and over the phone, you should get a more advanced CRM you can use for all lines of business.
Medicare online sales strategy: Other keys to success
- Signature on email from laptop, desktop and phone: If you are selling by phone and email, it is critical to have all of your contact information on your email signature. This should include your phone number, fax number (yes people still fax) and address.
- Professional email: A professional email is not a deal breaker but having one certainly helps. It always looks better to a prospect if they are sending information to someone that is not using a personal email address such as one that ends in @gmail.com, @yahoo.com, @hotmail.com or even @earthlink.com (may want to keep the Earthlink email however, given it’s an antique)
- Have a few paper apps ready to go for rare situations: Once in a while you will have a prospect that wants to enroll but does not have a computer or cell phone. For those situations, have some kits ready to mail out old school. Make sure to put your agent code and name on the application before sending it. Do not sign it until you get it back. Also, give them a stamped return envelope to send the completed app back to you.
Selling online and by phone is not difficult if you have the right tools in place. The most important things to have are online enrollment and a good call script and sales process. Everything else can help you close more sales but are less important. Having your own website also helps but, it will not take the place of a the online enrollment and simple presentation.