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14 Ways To Generate Medicare Leads

Posted by www.psmbrokerage.com Admin on Wed, Sep 05, 2018 @ 04:56 PM

14 Ways To Generate Medicare Leads

14 Ways To Generate Medicare Leads

Lead Generation is the process of attracting and converting strangers and prospects into someone who has shown interest in your product or service.

For starters, exceptional lead generation comes from a relentless willingness to experiment with several different tactics, and to combine these tactics across multiple channels.

It’s unlikely that you will find just one technique that will pave a path of success to your business. You will likely need to take advantage of multiple channels concurrently.  

Broadly speaking, there are 2 categories of lead generation: Inbound and Outbound. We will review the differences between the 2 before discussing some lead generation techniques that may be right for you.

Read the full article that includes the Infographic below:

Infographic-14-Ways-to-Generate-Medicare-Leads

Section Links Include:

 
Read More: 14 Ways To Generate Medicare Leads

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Tags: Medicare, Referrals, Leads, Insurance Marketing, Social Media Marketing, internet sales, direct mail

A Comprehensive Guide to Talking to Prospects on the Phone

Posted by www.psmbrokerage.com Admin on Mon, Jan 22, 2018 @ 10:58 AM

A Comprehensive Guide to Talking to Prospects on the Phone

A Comprehensive Guide to Talking to Prospects on the Phone

If you’re not comfortable on the phone, sales probably isn't the career for you. Learning how to capture and keep someone's attention without physically being in their presence is a skill all salespeople need. It’s also a skill that demands constant practice and improvement.

This guide covers everything from pre-call preparation to sales script tips. More of a visual learner? Scroll down, or click here, to see a detailed infographic from The Gap Partnership.

Phone Sales Tips

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Make Sure You’re Comfortable on the Phone

There are a few basic characteristics everyone needs in a phone-centric career like sales. Don't have the characteristics outlined below? Either practice until you do or look for another gig.

  1. Enthusiasm: Be eager to discuss your client’s background, pain points, and goals. Your prospect can sense when you sound bored or uninterested and will be less willing to open up. So, ramp up your enthusiasm until you're both excited to find a solution for their use case.

  2. Patience: Be ready to listen. Don’t rush your prospect through the conversation, because you never know when a tangent might lead to valuable insights that will help you close. Be firm in guiding the conversation, but allow enough time for the prospect to share openly.

  3. Passion: If you don’t love what you’re talking about, how can you expect anyone else to? Passion is critical to selling. Of course, very few of us are “passionate” about selling software, cars, or service packages, so we have to find an angle that does make us excited. If your software helps users get promoted or frees up time they can spend with their families that’s something to get passionate about. Tell yourself a story that motivates and inspires you, and you’ll have the same effect on others.

  4. Confidence: Be comfortable sharing your views. Everyone -- including prospects -- wants honesty. If you think a prospect might not be a good fit for your product/service, tell them. If you don’t have a feature your prospect wants, be honest about it and propose solutions or product roadmaps that prove you’re proactively thinking about ways forward. Your confidence sets the tone of the call, so be authoritative and proactive.

  5. Sense of Humor: Don’t take yourself or your sales call too seriously. Have a little fun and help your prospect relax. You might try a trusty joke ("Want to hear a joke about a piece of paper? Never mind... it's tearable.") or self-deprecating humor, but break the ice and it’ll be much easier when you press for next steps.

Be Prepared

Never dial the phone without preparing. Whether you’re taking your first call or your 400th, there are a few things you should do before every meeting:

  1. Define your purpose: Ask yourself what you want to achieve during this call and how you'll get there.

  2. Prepare questions in advance: What questions do you need to ask to achieve your goal?

  3. Brainstorm answers: What are likely responses your prospect will have to your questions? By thinking these through ahead of time, you’ll anticipate push back and tangential questions and be more --prepared to answer them.

  4. Practice: Whether pitching a new product or giving the same spiel you’ve orated a hundred times, check in every few months to see how you’re doing. Record yourself giving a practice presentation and conduct your own call review to tune up your demo.

  5. Visualize: Put up a picture of your caller -- or another person -- and pretend you’re talking to them while they’re on the phone. Sound creepy? Maybe. Does it help you speak to the disembodied voice at the end of the line like they're a real person? Absolutely.
  6. Dress the part: Would you be confident if the caller saw you? If not, that'll project over the phone. Dress in a way that makes you feel great and your caller will pick up on it.

Achieve a Relaxed Voice

You can sense when someone’s smiling on the phone, right? It’s not just your imagination. Talking with a grin creates a higher frequency in your mouth which changes the tone of your voice and reassures the listener.

To practice this technique, record a sentence in your own non-smiling style. Then record the same words again with a smile and notice the difference.

Also, you can achieve a relaxed and persuasive tone by putting your voice’s most powerful tools to work. Here’s how:

  1. Pace: Speak too slowly and your listener might get bored or frustrated. Speak too fast and they may mishear. An expert caller will mirror the pace of the person they’re speaking with. And remember: It takes 10-30 seconds to adjust to a new voice, so give your listener time to adjust to you before diving into the most important part of your presentation.

  2. Volume: A drawn-out, high-pitched voice says, “I don’t believe what I’m hearing,” while a low-and-slow pitch says, “I want to be left alone.” Aim for an emphatic, high-pitched volume telling your listener you’re enthusiastic. And, of course, avoid sounding loud and abrupt, because that says you’re angry and not open to discussion.

  3. Tone: Don’t apologize for “interrupting” with your call. This sounds like you’ve done something wrong -- which you haven’t. Instead, act as if this call is doing your listener a favor.

  4. Clarity: Be clear and concise in what you stress in your presentation. Consider the meaning of a sentence and how important the stress of each word can be.

Take these examples:

•  Apathetic: “What would you like us to do about it?”
•  Defensive: “What would you like me to do about it?
•  Curious: “What would you like me to do about it?”

Convince Your Listener

They key to running professional calls is being aware of how your physical cues are impacting your prospect and the energy of your meeting. Here are a few things to be aware of:

  1. Body language: It’s natural to use your hands as you talk, and that’s a good thing. The more you gesture, the more vocal range you use. And when you increase your vocal range, your calls sound natural and conversational. Only 7% of a message is transferred using words. 38% is transferred by the way those words are spoken and 55% is transferred by body language. Headsets are a great way to free up your hands and let them do the talking during your call.

  2. Non-verbal communication: Non-verbal sounds, including laughter, sighs, and gasps, are all ways to influence and encourage your listener. Likewise, pausing on and stressing certain words can affect your listener’s reception as we mentioned above.

  3. Good posture: Yes, really. Your body’s posture is important to how you sound on the phone. To achieve the most accurate sound, position the receiver mouthpiece an inch away from your mouth. And remember, your lungs can’t fill properly when you’re slumped in a chair, which negatively affects your tone and volume. So, sit up straight, and make your mom proud.

  4. Never put them on hold: It’s impolite to put your prospect -- or anyone -- on hold without warning or explanation. It also breaks your rhythm and interrupts the connection you’ve built with your prospect. If something urgent does come up and you have to interrupt your call, never place someone on hold for more than 20-30 seconds without offering to reschedule the meeting.

Use Your Call Script Successfully

Call scripts are there for a reason. Practice with them, but keep a few other things in mind before you jump on a call:

  1. Quit clichés: Common sales phrases like “game-changer,” “par for the course,” and “win-win” are contrived and will turn your caller off. Speak with conversational, everyday language you’d use with a colleague or even a friend, and try to make your prospect forget they’re on a sales call.

  2. Edit: If you’re given a script, edit it to suit your natural vocabulary and way of talking.

  3. Don’t read it verbatim: Many salespeople have scripts, but don’t read from them directly. Use it as a guide, and you’ll sound much more natural.

  4. Have a contingency plan: If a prospect is busy or you’re reaching out for the first time, be prepared for them to try fleeing the phone as quickly as possible. When this happens, break from your script and pull out your contingency plan. For example, if a prospect says, “I’m actually in the middle of something right now,” try responding, “That’s totally fair. Would you mind if I take 30 seconds just to tell you why I called? If it doesn’t make sense, you can hang up. Does that sound OK?” You’re more likely to catch your prospect off guard and keep them on the phone.

Be a Good Listener

Easier said than done. Many salespeople railroad their prospects with too many questions, giving them little or no time to respond.

Others ask too few questions and simply throw out solutions without really understanding their prospect’s unique use case. Here are a few tips for being a good listener who really “gets” your prospect:

  1. Don’t interrupt: When face-to-face, we give non-verbal cues like shifting slightly, opening our mouths, and nodding to let the other person know we have something to add. Over the phone, those non-verbal cues aren’t available. But that doesn’t mean you should interrupt. Hold your thoughts until there’s a natural break in the conversation to avoid sounding impatient or rude.

  2. Show you’re listening: Try reflective listening by adding an occasional “yes,” “hmm,” and “I see” as you listen. Make sure these phrases don’t overpower the speaker. Instead, pepper them into the conversation to let your prospect know you’re on the same page.

  3. Avoid background noise: Show your caller they have your full attention by avoiding background sounds like typing, rustling, or radio/television. If you work on a busy sales floor, book a conference room so you and your prospect aren't distracted by background activity.

Have Great Timing

The best time to conduct outreach is on Thursdays between 8:00 am and 10:00 am and again between 4:00 pm and 5:00 pm. The worse time to call someone is on Tuesdays between 11:00 am and 2:00 pm.

You can also use timing to get a leg up on your competitors. Know they’re calling prospects between 9:00 am and 5:00 pm? Try phoning prospects outside this timeframe to stand out, and maybe reach high-level prospects who normally have a gatekeeper screening their calls.

Stay Positive

Don’t overwhelm prospects with your intense enthusiasm. Starting a sales calls with an eager “Hey! How are you [prospect name]!?” might come off as a pushy and inauthentic.

Maintain a genuine tone and mirror your prospect’s demeanor. A less salesy way to keep things light is by sprinkling positive language into your call. Here are a few examples of cheerful language:

“Brilliant”
“Certainly”
“You’re welcome”
“Fantastic”
“It’s my pleasure”
“Of course”
“Immediately”
“It’s no trouble”
“I will find out for you”
“Absolutely”
“Rest assured”
“Wonderful”
“Please”
“Thank you”
“That’s great”

And don’t forget to establish rapport. The best way to start off on a positive note is to be polite, honest, and personalized with your prospect. Use their name, give them your full attention, and take ownership of follow up and next steps.

Close with Style

All of this is worth nothing unless you close the call well. Be clear, offer a review of what you’ve discussed, and always thank your prospect for their time.

  1. Give verbal signs the call is ending: A common way to do this is by giving a summary of the discussion and offering next steps.

  2. Make sure you’ve covered it all: Ask your prospect, “Is there anything we didn’t cover that I can speak to before we end the call?”

  3. Always be thanking: Never end a call without thanking your prospect for their time and attention. They didn’t have to take your call, so acknowledging their busy schedule is always appreciated.

Successful phone calls are an art. Master these techniques and see more deals move forward and your peers and managers take notice. For more information on selling Medicare Supplements and Medicare Advantage Plans over the phone, check out this resource page: http://www.psmbrokerage.com/sell-medicare-supplements-online or contact us at 800-998-7715 to request information.

Source: https://blog.hubspot.com/sales/everything-you-need-to-know-about-selling-over-the-phone-in-a-single-infographic

Additional Updates:
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Tags: Medicare Supplement, sales advice, Sales Strategies, internet sales, phone sales

Are You Using These 25 Sales Techniques to Increase Sales?

Posted by www.psmbrokerage.com Admin on Wed, Nov 30, 2016 @ 11:26 AM

Are You Using These 25 Sales Techniques to Increase Sales?

Everyone wants to start a business and increase sales as their business grows. "The key is not to call the decision maker. The key is to have the decision maker call you." - Jeffrey Gitomer

In this article, I will list out 25 of the most effective sales techniques anyone can implement in their business to increase sales and make more profits. Increasing sales volume is not just enough. You need to increase profits as well.

Strategy 1: Use Content Marketing

A few years back, when you had a product or service to sell what did you do to get the word out? You tried press releases, television ads, paper ads, cold calls, banner ads, display hoardings and any other means you could afford. Business went to those who had the largest marketing budgets.

Fast forward to present day, people are no longer paying attention to the thousands of marketing messages that they come across each and every single day. With internet usage on the rise and people becoming more aware, all of these traditional marketing approaches are weakening day-by-day.

Individuals who embrace relationship marketing has already understood the power of content marketing. As compared to traditional methods of marketing, content marketing means getting found by prospective customers rather than trying to push your product or service to the uninterested masses.

With content marketing, there is a host of benefits:

  • Pre-qualified leads
  • Lower marketing costs
  • Higher conversion rates
  • Higher customer satisfaction
  • Lower customer acquisition rates

You should embrace content marketing, not just for the benefits. Although it takes time, it’s what works very well now, and probably the only marketing technique that will work in the future.

Strategy 2: Use Upsells Effectively

If you are not using upsells, you are leaving money on the table. How many times have you ordered fries just because the sales guy asked you “would you like fries to go along with it?” or perhaps you were given a discount on something when you already made a purchase?

Upsells are very useful to increase sales. Once they buy from you and are in a buying mood, it’s easier to close an additional and related sale.

Strategy 3: Create a Product / Solution Which Has Demand

"Supply always comes on the heels of demand." – Robert Collier

This is a no brainer. Understand what your customers want. Is there some product already in the market that delivers the solution to your prospective client? If not, provide it.

If there is already a product or a solution, try to think of a better way to satisfy the needs of the customer. This can be in the form of a better quality product. You can even bring about a twist in the actual offering to make your product more attractive.

Read all 25 Techinques to Increase Sales

Source: http://conversionchamp.com/sales-techniques-increase-sales/

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Tags: closing sales, Sales Tips, sales advice, prospecting, internet sales

Salespeople vs. the Internet: Who Is Winning?

Posted by www.psmbrokerage.com Admin on Tue, Apr 19, 2016 @ 03:48 PM

sales_people_vs_internet.png

When the Internet exploded onto the scene in the late 20th century, we heard confident predictions from many experts that sales forces would soon become extinct. Buyers would no longer need (nor want) salespeople to educate and inform them — the Internet would perform these functions instead. And smart executives would not continue to employ these expensive order takers — online order forms would do that job just fine.

I guess those arguments made sense at the time, because other roles inside the corporation had already been automated or eliminated by technology. Factory workers, switchboard operators, bookkeepers, administrative pools — they’d all been replaced to some degree by automation. So it seemed completely reasonable that sales forces, too, would meet such a fate. Cost-cutting and headcount reductions would surely reach the sales team. It was just a matter of time.

Well, unfortunately for the doomsday prognosticators that hasn’t actually happened.

I was recently doing some research with the Sales Education Foundation, and I came across some interesting statistics. According to the U.S. Bureau of Labor Statistics, in 1999 there were 12,938,130 workers in sales and sales-related occupations the United States. Impressively, that number represented 10.2% of the total employed workforce.

In May of 2014 (the most recent data available), the BLS asserted that there were 14,248,470 such workers employed in the U.S. or 1,310,340 more than there were 15 years earlier. This total now accounts for 10.5% of the U.S. employed — a slight increase from 1999. Not only does the data not support a doomsday scenario for sales forces, salespeople are in fact holding their own in the workforce. So why has the Internet not replaced our salespeople?

....................................................................................................................................................

“Rather than reduce the power of salespeople,
(the Internet) has made salespeople more powerful
than before.”

Jason Jordan | Partner, Vantage Point Performance

....................................................................................................................................................

Because the Internet never became a foe of the sales force. Ironically, it became one of the sales force’s dearest friends. Rather than reduce the power of salespeople, it made salespeople more powerful than before. Internet-enabled CRM allowed salespeople to sell more efficiently and effectively anywhere in the world. LinkedIn, Twitter, and other social networks gave sellers unprecedented insights about their customers and prospects. The Internet created an entire industry of sales enablement tools that never existed before. In the end, the Internet stood with the sales force, not against it.

But more fundamentally, the doomsday criers dramatically underestimated the resilience of the sales force. I would argue that sales is the most in-tune and dynamic function inside any company. It feels shifts in the landscape before other parts of the organization, and it reacts to the marketplace the best. It has the strongest motive to succeed, and it adapts to change the fastest. In retrospect, it was a little naive to think sales forces would battle technology rather than embrace it. Sales forces welcomed the Internet with open arms.

The Internet has changed our world more than other any other technology in the 21st century; however, it doesn’t look like it will replace our salespeople. Companies still need them, and customers still want them. It turns out that sales forces are more than just walking, talking brochures and order forms — they add a lot of value. So how will the relationship between the Internet and the sales force evolve over the next 15 years?  I’m not sure, but I bet it makes our sales forces even better than they are now.

Source: https://www.salesforce.com/quotable/articles/salespeople-versus-the-internet

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Tags: sales, internet sales

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