They’re one of the largest generations in history and some of the best aged lead opportunities around. Work to improve your insurance sales techniques, and you can build a great business with Baby Boomer prospects for supplemental Medicare insurance.
With these aged leads it’s particularly important to learn how to close and close well. Some things in sales never change, but others do. Here’s how this applies to today’s Medicare leads.
Most of your Medicare leads had a cellphone before today’s high schoolers were even born. Some may have been texting since they were under 50. Twitter, Facebook, and iPhones came out more than ten years ago. This is one way that today’s Medicare customers are different from past customers.
When it comes to working with and closing these aged leads, don’t be afraid of technology. Your prospect is probably almost as comfortable with tech as you are. Think about how you can use technology to take your lead further into your sales funnel and your lead nurturing process.
You may want to bring along a tablet as a visual aid when you do your sales presentation meetings. It’s small enough not to get in the way or be a hassle, but helps your leads remember the important points of your presentation. You may also want to use online tools to remind your prospects about their upcoming sales appointment, share information about products and services, and follow up and nurture your leads to keep their Medicare decision top of mind.
Today’s Medicare leads also aren’t afraid of reading the fine print, with their reading glasses, of course, and asking you pointed questions. These consumers like to make well-informed buying decisions.
For a lot of 65 year olds, buying Medicare supplement insurance will be influenced by how their own parents’ Medicare insurance decisions and investment choices turned out. Fewer issues means they probably won’t have as many questions. However, others will have questions and sales objections that come from their direct personal experience with their parents’ experiences.
If you are well-prepared for this sales dynamic, you can do well at closing. So prepare ahead of time. Answer frequently asked questions with your printed materials. Don’t skimp on the explanations, either. These prospects want full answers that make it clear how to avoid their parents’ own mistakes with Medicare.
A couple of decades ago, it was expected that salespeople were going to work hard to sell their prospects on their products and services. But things have changed, and hard-sell tactics don’t work with today’s Medicare leads. These consumers have become less responsive to traditional sales techniques and telemarketing strategies, so trying too hard to close is going to backfire.
However, these same skeptics have become much more open-minded when it comes to more modern insurance sales techniques. Since most Medicare prospects are comfortable with computers and technology, many are receptive to internet sales and even mobile marketing. These leads can do well with SMS lead nurturing, email drip marketing, and more.
You’ll also want to ensure you don’t drop the ball with today’s Medicare leads. These folks tend to have high expectations for service, especially in terms of speed and quality. So make sure you are very accessible after you’ve made your pitch and sent out information packets.
Finally, another thing to keep in mind is that today’s Baby Boomers are not only the largest generation, they’re also the longest-living. People today are living longer and healthier. Many people now turning 65 are optimistic about their future golden years. It’s important to keep this in mind when working with older prospects. Otherwise, you could offend them.
If you have a family member in this age group (or even older), you know what I mean. There’s no faster way to draw their ire than talking as if they have one foot in the grave. Today’s healthy seniors anticipate staying independent and active longer than their predecessors. You’ll want to adopt this outlook in your sales presentations and printed materials, otherwise you’ll have fewer opportunities to close sales with them.
An astounding 10,000 people are turning 65 in this country every day, and that’s set to continue for years. This is now one of the best opportunities to close Medicare leads, particularly if you’re working with some of the best aged leads around, such as those from The Aged Lead Store.
There’s a tremendous opportunity for these insurance prospects, but sales agents have to remember that today’s Medicare leads are different. They’re more tech-savvy, they’re looking for real answers to sales objections, they’re not fans of hard-selling, and they’re optimistic about the future. Keep these points in mind, and your closing rate for Medicare leads is going to go up and up.
Ready to get started today? Try a fresh supply of high-quality aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, or mortgage refinance.