The American population is aging, and fast. As Baby Boomers and Gen-Xers head toward their golden years, the over-65 population is expected to more than double between 2020 and 2040, growing to 80 million.
All that growth spells opportunity to insurance sales teams busy in the Medicare space, as long as they have Medicare lead generation and sales programs that can take advantage and beat out their competition.
Make the most of ongoing growth in Medicare Advantage and Medigap enrollment with this collection of sales tips and strategies to improve the way your team sells Medicare over the phone.
Why Selling Medicare Over the Phone Works
The very nature of Medicare creates enormous opportunities to effectively drive high sales numbers over the phone. As each new senior reaches retirement age, they become eligible for Medicare. However, a massive number of them still wind up looking for more help with healthcare, a trend that’s only grown in recent years. That is, of course, where Medicare Advantage (or Part C) plans and Medicare Supplements (or Medigap) come in.
Medicare Advantage plans have greatly increased in popularity in recent years. In 2022, nearly half of Medicare beneficiaries are enrolled in Medicare Advantage plans. That number is expected to reach 61% in just ten years. Meanwhile, 34% of traditional Medicare enrollees now get supplemental coverage through Medigap offerings.
In either case, outbound dialing presents an ideal way to reach seniors over the phone. Not only do they have a long-term preference for the voice channel, relative to other generations, seniors are also increasingly mobile-friendly. Recent polling from the Pew Research Center found that 85% of seniors now use mobile phones, giving Medicare marketers more chances to contact seniors on the hunt for healthcare coverage.
Whether you’re trying to learn how to sell more Medicare Advantage or Medicare Supplements over the phone, outbound dialing offers an effective way to reach and convert a high number of new customers all year round. As long as you do it the right way and with the right technology, that is. Use the Medicare sales tips below to boost your over-the-phone performance and turn even more prospects into policyholders.
Sales Tips to Get More Medicare Leads on the Phone
Quality Medicare leads are costly these days—and their price is only going up. If you can’t get these leads on the phone, your efficiency and profitability is going to suffer as leads age and ultimately go to waste.
Caller ID Reputation Management
It’s an unfortunate truth that, particularly as they become more digitally savvy, scams targeting seniors are on the rise. To make matters worse for consumers in general and outbound dialers in particular, fraudulent robodialing is also a growing issue. In response, legitimate callers are struggling to maintain adequate contact rates as their own numbers increasingly get flagged as spam.
For those trying to sell Medicare over the phone, your caller IDs are a reflection of your business’s reputation. And without a clean bill of health, you can hardly expect your Medicare leads to be picking up the phone at a high rate.
That’s why caller ID reputation management tools are an absolute must-have in Medicare sales. Tools like Convoso’s ClearCallerID™ give outbound teams a clear view of their caller IDs’ statuses and call volume statistics, and alert them as soon as numbers are flagged. This way, numbers can be rested or swapped out before “Spam Likely” labels do harm to contact rates and other critical KPIs.
Speed to Lead
When it comes to healthcare, senior consumers are notoriously reluctant to shop around. While they reward businesses with loyalty and regular renewals, their resistance to exploring options is all the more reason that Medicare sales teams need to be quick on the draw.
Speed to lead can make all the difference between reaching a lead and losing their interest—and losing out on their business to a competitor. Study after study shows that lead response time is critical to both contact rates and conversions: one study finds that leads contacted within five minutes or less were 100 times more likely to connect and 21 times more likely to be qualified when compared with those contacted after an hour.
Smart Call Cadences
Of course, no sales process is perfect. Even if you’re the fastest when it comes to calling your leads, you’ll still inevitably miss some of them on your first attempt. That’s why not only initial response times but lead follow-up strategies need to be optimized. Workflow automation software allows Medicare sales teams to dial in the ideal redialing cadences. Rather than overdialing immediately after the first attempt, your team can space out well-timed attempts and extend the life of all those costly leads.
Omnichannel and Smart Voicemail Drops
As we mentioned, Medicare prospects are only getting more and more savvy with their digital devices. Supplementing your call attempts with outreach in other channels only offers further opportunities to make contact and drive conversions. Outbound SMS and email messages are ideal components of an omnichannel approach that ultimately can help you sell more Medicare over the phone. In addition to building interest and boosting callbacks, these messages can streamline the Medicare sales process, helping your team to set appointments and share Scope of Appointment (SOA) forms.
Make Life Easier and Automate Your Medicare Sales Process
Speed to lead, workflow dialing, omnichannel outreach—all these Medicare sales tips and tools underscore the importance of automation in today’s environment.
Call center automation tools like these deliver time-saving and problem-solving efficiencies that enable Medicare sales teams to spend more time on what matters most to their business. And with the right technology investment, a full suite of tools will complement the most important automation solution for today’s Medicare teams: the predictive dialer.
A powerful predictive dialer gives sales teams the ability to maximize time on the phone with potential policyholders while minimizing agent wait time. It also streamlines and accelerates the way you contact Medicare leads by automatically calibrating the dialing rate based on agent availability and only connects agents to live prospects. Plus, the best predictive dialer software will also give you the ability to prioritize the warmest leads and improve speed to lead. When combined with tools above, Medicare sales teams will have everything they need to get more Medicare leads on the phone—and make their lives easier.
Just how important is today’s technology to the future of Medicare sales? At the 2022 Medicarians conference, a panel of experts was asked to rate it on a scale of 1 to 10. John Fallot, President of Senior Enrollment Solutions, had this to say:
It’s a 12, at least…Any of this technology that you’re thinking about bringing on, now is the time to do so. It’s the time to do any due diligence that you can to see whether [a technology] is going to save you time or make you more efficient during the upcoming annual enrollment period.
Understand Your Customers and Create a Medicare Sales Script That Works
Technology can help you get more of your leads on the phone, but you’ll still have some selling to do. And when you’re selling Medicare over the phone, having the right script on your side can make all the difference. Make sure your Medicare sales script includes:
- A strong hook: Quickly and succinctly get your lead’s attention and set expectations for your call. Knowing the source of your lead can be very effective here: by reminding them when, where, and how they opted in to be contacted, you can build on and capitalize off of their initial interest.
- Speak only at a good time: After letting them know why you’re calling, give them an option to have the discussion at a more convenient time for them.
- Qualifying questions: During your initial call, you may already have pre-qualifying information about your lead. However, to make absolutely sure they’re the right fit for your offerings—and to be sure you can offer the right plan and/or supps to them—ask a variety of qualifying questions that help you learn more about their situation and needs, including their age, current coverage and costs, and any other necessary health information.
- Only discuss what’s covered in your SoA: If you’ve secured an appointment with a lead, the Scope of Appointment form must be completed, shared, and agreed upon ahead of the appointment, even if you’re selling Medicare over the phone and not in person.
Luckily, technology can also play a role in crafting (and sticking to) a successful Medicare sales script. Dynamic scripting software can be integrated with your CRM to automatically populate customer information into a personalized script that responds and updates in real time as an agent moves through a conversation, guiding them toward a conversion.
Don’t Forget About Compliance
Dynamic scripting doesn’t just help agents deliver a well-crafted opening pitch or closing presentation. It also helps outbound sales teams support compliance. (And given the complexities of the Medicare space, they sometimes need all the help they can get.) TCPA compliance and keeping up with CMS marketing guidelines goes well beyond just scripting, though. Be sure that your team takes a proactive posture to all compliance issues: conducting compliance regular risk assessments to identify shortcomings, equipping team members with up-to-date information on regulations, obtaining and capturing consumer consent, and more.
Use these Medicare sales tips to get more prospects on the phone and increase your success with them once you do. By following the guidance we’ve outlined above, you can make your process of selling Medicare over the phone more efficient, more effective, and more profitable—all while supporting compliance.
Learn more about how Convoso can help you generate more policyholders this year and sign up for a free demo today.