Posted on Mon, Nov 24, 2008 @ 06:05 PM
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 Referrals are the easiest way to grow your business. Take advantage of the relationships you have already established with clients to leverage new leads. Referrals are more likely to purchase your product and service to leverage new leads. Referrals are more likely to purchase your product and service and require less time to build rapport than a cold lead. Here are some helpful tips to get more referrals:
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Let your clients know that you always welcome referrals.
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Let your clients know how to refer your business - have them call the referral to let them know you will be calling.
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Tell your clients all the ways you can benefit your customers to improve your position.
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Always thank your referrals and have a consistent process for rewarding the referring party. A verbal thanks followed by a written thank you and a small gift is a good rule of thumb.
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Always follow up with all of your contacts to ensure that your first to come to mind when they have an opportunity to refer your business.
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Understand why your clients refer you and continue to improve on it.
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Become a good referral source yourself; others will reciprocate! | |
Posted on Thu, Nov 20, 2008 @ 05:13 PM
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 As we continue to experience a weak economy, many of us continue to wonder what 2009 will look like in terms of sales revenue. However, we need to stay focused and start thinking about how we can thrive and survive in a difficult market. Here are five techniques that can be used to increase your yearly sales and set a positive tone for 2009:
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Suggest new products to current clients. Products that are relevant to new market conditions and new personal circumstances should be offered to current clients. Reconnecting with clients can also build strong rapport, and in turn can lead to referrals.
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Deepen client-agent relationships by holding a focus group. Invite a group of select clients to an informal meeting, and gain first-hand suggestions on how you can better serve them.
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Join online professional networks to increase your daily contacts. Build and expand your contact network and increase your sales opportunities through online networks such as LinkedIn where you can re-connect with old contacts and join industry related groups to make new contacts.
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Utilize your personal strengths to help promote your industry, skill, and services. If you enjoy public speaking, use your skills to promote yourself at public engagements or host an informational seminar. Agents that enjoy writing should look into contributing to an article or industry blog.
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Increase your referrals by nuturing existing professional contacts and developing new beneficial relationships. Your referrals can increase tenfold if you know the right people in the right profession, especially if their expertise overlaps with or complements yours. | |
Posted on Wed, Nov 19, 2008 @ 02:18 PM
The Medicare Improvements for Patients and Providers Act, recently approved by Congress in September, has created quite a stir in the insurance market. The new CMS regulations will no doubt have a large impact on the 2009 selling season and the future of Medicare Advantage plans. Many companies are changing how they structure their Medicare Advantage plans and how agents can market them. Do you know how these changes will affect you?
- Government spending on MA reduced by $12.5 Billion
- PFFS plans required to establish network by 2011
- Quality reporting requirements for PFFS plans
- High MA premiums to cover reduction in spending
- Marketing Reforms- how plans can be marketed and sold
- Expansion of Part D Low Income Programs
- Phase out of Indirect Medical Education Payments
- Growth in Medicare Supplement market
Are you prepared to offer your clients other options to better fit your clients' needs?
Check back frequently to stay educated on updates to the CMS bill and what it means for your business.
Posted on Wed, Nov 19, 2008 @ 10:48 AM
 Many of our agents have encountered a recent trend of clients seeking out the lowest price at all costs. Although low cost seekers will always exist in the market, the overall marketplace seems to be changing. With over 40 million senior citizens in the Medicare market and an estimated 78 million Baby Boomers turning 65 over the next 15 years, value will trump price!
In order to build quality relationships, we must provide services that are more valuable than our products. Exceptional customer support and our wealth of market experiences are the most valuable services we have. A customer will become an advocate only if you can properly demonstrate the value of your product and services, the best way to demonstrate this value is through education! To convert a prospect into an advocate, you must personalize your product features into benefits that are specific to each of your clients needs. "Eighty-five percent of the value of your product or service, in the mind of the prospect, is going to be contained in the quality of the presentation."
The market has shifted from the service oriented economy of yesterday to the experience oriented economy of today, prospective customers are demanding more of their sales consultants than ever before. To thrive in today’s competitive sales environment, business integrity, quality of service and market specialization will be a must. |