Every Health Insurance and Payment sales representative wants to meet (and exceed!) their sales goals and increase their sales volume by closing more sales. But, this doesn’t just happen. Closing more sales requires particular strategies and out-of-the-box thinking. In this fast-paced, modern world with more accessibility to information than ever before (many thanks to Google), an effective sales strategy relies on how well it aligns with the buyer’s process of buying, at the right time, with the best informational content.
Here are a few of the sales strategies to help you close even more sales for your Health Insurance and Payment company:
Understand your Buyer’s Journey
It can’t be stressed enough: one of the best ways to raise your close rates is to sell the way your leads want to buy. To do that, you need to know where your leads are in the Buyer’s Journey and approach them appropriately. The three phases of the buyer’s journey and suitable techniques for each are:
Awareness Phase: In this phase, your leads are attempting to understand their troubles or obstacles they’re experiencing. They might have enrolled in your e-newsletter or given their contact information to get premium content that you offer to share even more information about their challenges. Your job at this phase is to connect with the leads, help them understand their troubles, and find out if they are qualified leads. You don’t have a lot of time on your hands, so you want to focus on potential customers whose difficulties your Health Insurance and Payment company’s solutions can help as opposed to those who aren’t interested. You could then connect with these qualified leads and inform them about the issues they are facing using the information you provide.
Consideration Phase: Here, your leads understand their issues and are looking for services. Keep in mind that leads in this phase are not looking for specific products or services just year. Instead, they are looking for groupings of possible solutions and trying to find one that best meets their needs. At this phase, you’re linking to leads that are enthusiastic about the buyer’s journey. They’ve shown this by taking a trackable action online, like opening a Lead Nurturing Email or downloading premium content from your site that relates to topics in the Consideration phase. You’re also having exploratory discussions with potential customers to get a better understanding about their objectives, difficulties, and remedies to the troubles they have recognized. With the information you get from these conversations, you could encourage your potential customers with content they can’t find online and build trust with them.
Decision Phase: This is when potential customers have determined their ideal selection of options. They are investigating different Health Insurance and Payment services based on what they’ve found. This phase is when you could check out their unique obstacles and craft a presentation to demonstrate how your services or products will help them. Your leads aren’t trying to find out the basic options of your offers– they’ve done their research. Make sure the presentation is individualized, highlighting some factors your leads might find helpful, and showing how your Health Insurance and Payment business’s remedies are much better than your competition.
Complete understanding of your ideal prospect’s Buyer’s Journey is essential for creating customized, customer-centered methods for all of your prospects.
Concentrate on being the remedy
Determining the Buyer’s Journey could help you know more details about your ideal buyers. Identifying the key distinctions between their obstacles, responsibilities, and objectives are essential to outlining how you will connect with them. This kind of buyer account is called a Buyer Persona. Let’s say your Buyer Persona “Private Practitioner Peter” is considering buying practice management software. Your persona’s top priorities are to save time, be more effective, and be more organized. So, it doesn’t matter if your software has eye-catching design or exciting fonts. This means that when you are crafting your presentation, blogs, or infographics, don’t spend too much time talking about the functions of your product. Instead, consider your prospect’s issues and how your remedy could solve it and craft content based on that. Think about the process from the customer to the solution, not the other way around.
Developing evergreen content based on timeless pain points of your prospects will help you be a helpful resource to your personas. Consistently develop blogs, infographics, ebooks, and more, and you will build trust and create even more ways to connect and engage.
Send out lead nurturing emails
You know it’s important to keep your leads engaged, whether they’ve just entered their contact information on your site or have been on your list for some time. To properly connect with them, you could send out Lead Nurturing Emails that are targeted for your Buyer Personas. These emails are filled with content, like helpful blog posts or interesting videos that your potential customers will find beneficial. It’s vital that you create entertaining subject lines that will capture their focus and entice them to open up the emails and clicking the calls-to-actions to find out more.
Use case studies
Even though you will surely supply plenty of content, many potential customers will still want more proof that you can provide what you say. Case studies are great ways to confirm the return on investment (ROI) that your product or service can offer your potential buyers. Demonstrate how your Health Insurance and Payment services helped a business in your prospect’s market attain wanted outcomes. When you win your leads’ mind, the sale will be a piece of cake.
Don’t change your premium pricing
Most of your leads are not actually worried about the costs of your services or products. They are more concerned with the value you offer and the results you promise. If you make the choice to reduce your prices, leads might not take you seriously. Keep your prices and show that your Health Insurance and Payment option is the best. This is especially vital when you are marketing premium services that require a substantial financial investment from your prospect.
Meet decision-makers in person
You have learned how to leverage content, strategically email, and engagement strategies for marketing to potential customers. But you should also think about making an initiative to connect personally in addition to your calls and emails. This will help you develop individual links with your leads and boost your chances of closing more sales. If you have to drive for a couple of hours, catch a train, plane, or bus and do whatever you can to have an in-person conference with decision-makers.
The big takeaway
For a very long time, salespeople have been the main source of information for leads when they are making buying decisions. But, in this day and age, there is no information that can’t be found online. This is where the Inbound Sales Methodology comes in handy. Inbound sales reps not only give helpful information concerning leads’ needs, but also engages and encourages leads on a personal level.
This is a lot of work to do alone. We at Responsify work with Health Insurance and Payment sales and business development pros to offer strategy, support, and help in applying these tasks. By collaborating, we help marketing and also salespeople purposefully bring in brand-new website visitors, convert them to qualified leads, and then satisfied consumers.
We’ve helped lots of sales pros integrate Inbound right into their existing elaborate sales procedures. Don’t hesitate to book your cost-free strategy session to help you evaluate your processes to help boost your sales process!