October 20, 2020
The world of insurance is often competitive, which means having a bulletproof sales strategy is key. The same can be said for those who sell supplemental health insurance. In this blog, we’ll discuss supplemental health insurance, how to optimize your supplemental health insurance selling technique, and review eight tips you can use to optimize your sales strategy.
What is supplemental health insurance?
Supplemental health insurance is a type of insurance designed to cover certain expenses beyond the scope of primary health insurance. In most cases, these insurance policies can help pay for costs like co-insurance, co-pays, and deductibles not otherwise covered.
There are a variety of different supplemental health insurance policies on the market today, with some of the more popular supplemental health insurance options being:1
- Critical illness insurance
- Disability insurance
- Dental insurance
- Vision insurance
- Cancer insurance
- Medicare Supplement plans
7 Ways to boost your supplemental health insurance sales
Like most insurance, supplemental health insurance is unique to each consumer's needs. So while there is no right way to sell a product, there are a few things you can do to help ensure you're providing the best service and your client trusts your recommendations.
1. Dress professionally, even for virtual sales
You are what you wear, at least in the workplace. Studies show that if you dress more professionally customers are more likely to trust your judgement and take you seriously.2 Simply put, the difference between business casual and business formal can make all the difference between instilling trust or generating skepticism.
2. Find common ground between you and your clients
Regardless of who your client is, you’ll find something in common with them. Ask questions that help you uncover your common ground, as doing so can help make your client feel more relaxed, trusting, and open to you. In return, you’re understanding more about their life and can better assess their needs.
3. Get organized
Preparation is key in this industry. Make sure you have everything you need to educate your clients on the solutions offered; that includes having any documents you need ready to go, as well as a prepared list of how to address common concerns. You don’t want to come across as unprofessional because you didn’t take the time to prepare, so get organized.
4. Learn from experienced agents
Some people have been at this a long time, observe those who are successful and see what they’re doing differently than everyone else. What does their day look like? How do they block time? Having insight to questions such as these can help you get ahead.
5. Speak less, listen more
As a salesperson, there’s always a drive to demonstrate and share your knowledge. However, you may get further if you speak less and listen more. Listening to customers will help you gain a better understanding of their needs and wants, and you won’t have to pivot as much in conversation as a result.
6. Don’t use jargon
You may know the jargon of the industry, but chances are that your customer does not. Cut out the lengthy jargon. Using jargon can make you seem inaccessible, and actually does more harm than good.
7. Recognize buying signals
Body language, body language, body language! A lot of salespeople shoot themselves in the foot by ignoring it, but learning how to read body language is key for connecting with your clients. Learn how to recognize body language and learn how to act on buying signals, the rest is history!
For more tips on selling supplemental health insurance, reach out to an experienced agent within your agency. You’ll be able to glean insight and develop more advanced selling strategies based on the nuances of who you represent, what your products are, and who you’re selling to. Good luck!
- The Balance, The Basics of a Supplemental Health Insurance Plan, 2020
- Chron, How Business Dress Impacts Behavior, Leadership and Sales, 2020