Are shutting new sales for your Health Insurance and Payment business a constant struggle? You’re not alone. According to Hubspot, 36% of salespeople say that closing sales is one of the hardest parts of the sales process. The bright side is that there are strategies you can use to rais your Health Insurance and Payment sales by 50%.
There is a new way of marketing, where prospects are at the center of it all. It’s called Inbound Sales. In this technique, potential customers find the content you share and then they enter your sales funnel. Then you become a trusted source as you help them make an informed decision based on where they are in the “Buyer’s Journey.”
Here are eight ways to boost your Inbound sales process to close even more sales:
1. Offer informational content
According to Hubspot, just 29% of people will get in touch with a salesperson when searching for product details while 62% will start off by looking online first. Content is therefore a crucial part of your sales strategy. Your content needs to offer answers to questions that your ideal clients raise. Use several channels to get to as many people as possible. For example, you can create blogs, case studies, social media posts, ebooks, white papers, and market reports they can easily find to get the information they need.
There are many ways to leverage content using Inbound:
2. Be available
Be sure to be as available as possible for potential customers. If they send you an email, react quickly. If they call, answer. If they want to set up a meeting, take the time. If you can’t meet them in person, set up a conference call. Make the meeting as easy as possible for them, whether it’s on a break, vacation, or after hours. Being readily available for your potential customers will give you more chances to learn about what they need and close more sales.
3. Pay close attention
In sales, it’s important to listen more than you talk. When meeting your potential customers, instead of talking on and on about the benefits of your service, start by having an exploratory conversation or phone call. These talks include asking questions, hearing their responses, and observing their actions. Make a note of what you find. Take notice of both what they say and how they are saying it. Watch out for anything that will help you satisfy the prospect’s need better. Reacting to their needs and issues will help you show them just what you are offering and will boost the chances of closing another sale.
4. Ask the best questions
How you handle the closing conversation with the prospect can be the difference in closing or losing a sale. Using the best words in the closing discussion can be critical. Here are several questions that can increase your closing rates:
- “I’m happy to prepare your agreement. What would stop us from collaborating?”
- “I will prepare the agreement. When is a good time for us to go over it together? I want to make sure everything works for you.”
- “If I am able to get you (special prices, unique feature, service), would you be able to sign by (date)?”
5. Conduct routine trainings
As you surely know, salespeople have to stay on top of industry updates and trends to be effective. Salesforce found that great trainings can boost sales by about 20%. It is therefore a good idea to hold regular training sessions with your sales team. Take some time to go over real-life circumstances that your sales team goes through. Show ways that they can handle each scenario. You should also give your sales team time to share lessons they have learned in the field. Over time, you will see a rise in close rates with your well-trained sales team.
6. Include at least 3 choices in your proposals
If you give your potential customers just one choice, they might look elsewhere. As a results, make sure to offer at least three choices in each proposal. Leads should have the chance to select from lower-end services with a few features to superior choices that are fully-loaded. This allows customers a chance to find a good fit depending on their needs and budget.
7. Request referrals
Getting referrals is one of the best ways to get new clients. The best time to ask for referrals is when a person has purchased your product. If these new clients like their purchase, they will be happy to share with others that could become your qualified leads. And, if they don’t make a recommendation right away, they will keep you in mind.
8. Nurture and then nurture some more
Hubspot found that 63% of potential customers asking for information about your company will not make a buying choice for at least three months, while 20% will take more than 12 months. You should therefore think about sending out lead nurturing emails to inform and engage them until they make a purchasing decision. Send them regular informational and non-sales content that will help them along the buyer’s journey. Ask questions that will engage your leads to get ideas on exactly what they need. This will help you send content that is important and timely.
The last word
The customer-centered sales process above is part of the Inbound Sales technique. The Inbound Sales methodology concentrates on helping your leads resolve their issues by following their Buyer’s Journey throughout your whole Health Insurance and Payment sales process.
This can be a lot to do alone. Responsify works with Health Insurance and Payment sales and business development pros to offer strategy, support, and help in carrying out these tasks. By collaborating, we help marketing and salespeople purposefully draw in brand-new site visitors, convert them to qualified leads, and then delighted consumers.
We’ve helped many sales pros integrate Inbound into their existing sales process. Don’t hesitate to schedule your complimentary strategy session to help you assess your methods and find ways to close sales even quicker.