Lock In Your AEP Sales Strategy
Are you ready to start doubling or tripling your sales numbers during AEP? Are you certified and ready to sell? Have you ordered your supplies? Have you locked in your strategy? Senior Market Advisors wants to help. Here are some steps that we think may be most valuable to locking in your AEP strategy.
Know Your Audience
Even if you’ve done this before, think about the circumstances surrounding your audience. In 2017, Americans have more questions about their health care than ever before. While you can’t predict the future, you’re an expert on what their health care includes and allows NOW. Go into every appointment prepared with factual knowledge about what’s going on in health care news so you can understand where your audience is getting their questions from.
Additionally, know your audience. Who are you selling to? Do you more typically go into low-income areas, or are you selling to wealthy retirees with giant 401k’s? Know if you should focus on selling Medicare Advantage, or if your clients won’t be able to afford it. Don’t waste your time trying to sell people products that they don’t need or cannot afford.
One of the best ways to help yourself is by having a follow-up strategy. How are you going to keep in touch with clients so that they keep coming back to you? Come up with email templates, script your phone calls and voicemails, and always have a plan for different responses. Know what you’re going to say if you call a client back and they ask to reschedule, or if they ask you to stop calling. Never speak to a lead or client without preparing first.
Your strategy for new clients needs to be different from your follow-up strategy. Remember that new clients don’t know who you are, and may not know much about Medicare either. Your new client strategy should be more educational and less sales-oriented. Chances are, a new client will not buy from you until they fully understand the products you’re offering.
Once you have a general idea of your strategy, write it down in S.M.A.R.T form. Have you read our S.M.A.R.T goals blog yet? S.M.A.R.T stands for specific, measurable, attainable, relevant, and timely. Are your goals S.M.A.R.T?
Having a professional network and marketing tools by your side can significantly increase your growth. Consider joining Senior Market Advisors this AEP season. To learn more, call us at 1-844-452-5020.