<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=302779086974399&amp;ev=PageView&amp;noscript=1"> Medicare Blog | Medicare News | Medicare Information

Medicare Blog | Medicare News | Medicare Information

Telephone Consumer Protection Act Details

Posted by www.psmbrokerage.com Admin on Thu, Nov 12, 2020 @ 09:25 AM

Tags: prospecting

Prospecting: What You Need to Know Now - 2020

Posted by www.psmbrokerage.com Admin on Wed, Nov 11, 2020 @ 08:48 AM

Tags: closing sales, prospecting

How to Properly Follow-up With Prospects

Posted by www.psmbrokerage.com Admin on Wed, Apr 15, 2020 @ 01:26 PM

Tags: sales follow-up, prospecting

The Ten Commandments of Prospecting: 2020 Edition

Posted by www.psmbrokerage.com Admin on Mon, Jan 13, 2020 @ 02:27 PM


Additional Updates:
 

Tags: Sales Tips, Leads, prospecting

How to Make the Best Follow-Up Sales Call in 2019

Posted by www.psmbrokerage.com Admin on Fri, Dec 14, 2018 @ 11:03 AM

How to Make the Best Follow-Up Sales Call in 2019


(Image: Pexels)

Written by Meg Prater / Hubspot

If you're in sales, you've likely seen the 2011 "Lead Response Management Study." It analyzed three year's worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like "What are the best days to call my prospects?" and "What time should I contact my leads?"

This kind of research is invaluable to reps. It helps them plan their weeks, maximize the impact of each call they make, and become more efficient, successful salespeople.

Best Times to Make Sales Calls

These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today.

That answer is "Yes.A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool.

arrow

Continue reading to identify the best days and times to make a follow-up call

 

Additional Updates:

 

Tags: sales follow-up, Sales Tips, prospecting

How to Get Better Results from Your Prospecting

Posted by www.psmbrokerage.com Admin on Tue, Dec 04, 2018 @ 10:35 AM

How to Get Better Results from Your Prospecting

 

Every time you reach out to a customer to ask for time, you are making a couple of decisions. The first decision you are making is around the medium you choose. If you are asking for a meeting, there are different choices available to you, and a greater or lesser likelihood of achieving the outcome you want, in this case, a meeting.

If you choose email as the medium, you are choosing a medium that isn’t particularly good for acquiring meetings. Email is something that is easy to ignore, and because you aren’t present, there is no way for you to resolve your dream client’s concerns about giving you their time. Sometimes they politely reject your request, and other times (maybe most of the time), they just delete the email and move on with their work.

The phone still reigns supreme as the best medium, not least of all because almost anyone you would want to reach is never more than 36 inches away from their phone (it turns out that any distance further than 36 inches away causes headaches, sweating, difficulty in breathing, and in some cases, violent convulsions). A phone call allows for conversation, a synchronous communication and not asynchronous, like email, where there is a long pause between exchanges. If your prospective client has concerns, you are there to address them, massively increasing your odds of securing a meeting, if you’ve got the chops.

The second decision is what you are offering of value in trade for your dream client’s time. If you want greater success, you have trade something where your dream client benefits even if they never buy from you. The Trading Value rule is critical (read more here in The Lost Art of Closing). If your client doesn’t recognize the value in meeting with you, you make it easy for them to reject your request and do something else with their time.

If you can trade insights, ideas, new thinking, or interesting experiences from which they can benefit, there is value outside of deciding to buy from you. When you pitch the great privilege of listening to you talk about you, your company, your locations, and your solutions, you repel people from you like a skunk at the garden party.

If you want to make prospecting easier, get better at it.

Source

Additional Updates:
 

Tags: closing sales, prospecting, phone sales

How to Be Persistent in Sales Without Annoying Your Prospects

Posted by www.psmbrokerage.com Admin on Mon, Oct 29, 2018 @ 10:50 AM

How to Be Persistent in Sales Without Annoying Your Prospects

So you've done the preliminary research on a prospect and it looks like you could really help them out. The next step is to get them on the phone.

There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day. How do you break through inbox clutter and the black hole that is voicemail? And how do you toe that fine line between persistence and harassment? Use these tips for following up with a prospect without bothering them.

Check out the details on the 7 tips here

Additional Updates:
 

Tags: sales follow-up, prospecting, phone sales

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use

Posted by www.psmbrokerage.com Admin on Wed, Oct 24, 2018 @ 02:54 PM

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use


Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use.

But in the past 40 years, a variety of more effective alternatives have emerged. While it's likely naive to say cold calling is never effective, useful, or necessary, it's crucial to elevate the rest of your prospecting strategy so it's never your go-to tactic.

In this post, we'll compare warm calling and cold calling, and discuss how to make calls to prospects you aren't very familiar with more productive -- and less intrusive.

Capture-62

In the words of Mark Twain, rumors of cold calling's death have been greatly exaggerated. Instead, you need to update and finesse your cold calling strategy so you're using all of the resources available to you to build rapport and make a connection. Let's run through the differences between warm calling and cold calling:

Cold Calling vs. Warm Calling

What is warm calling?

"Warm calling" means you establish contact with a prospect before sending them an email. You might connect on LinkedIn, communicate over social media, or have a mutual acquaintance introduce you before you actually reach out to them with the intention of making a sale.

A good prospecting strategy is:

  • Consistent: It reliably generates new leads.
  • High-return: It generates a high number of potential customers for the amount of energy and resources required.
  • Targeted: It connects you with the right prospects, not just any prospects.

What is cold calling?

"Cold calling" refers to calling a prospect you haven't previously made a connection with before sending them an email or calling them on the phone to talk to them about your product or service.

With over 200 million people on the national do not call list alone, T-Mobile releasing data-only mobile packages, and corporations not taking calls unless you have a named contact, it's clear that our desire to speak with people on the phone is dwindling -- especially if those calls are unsolicited.

On top of that, prospects can now research company information, reviews, feedback, and all manner of information online. Cold calling is becoming an unnecessary nuisance -- prospects no longer need salespeople in the same ways they used to.

In fact, it's fair to say that anyone interrupting your day with an uninvited three-minute script is going to have to do some seriously fast and impressive talking to keep you on the line.

The odds aren't on the salesperson's side: Chances are the caller has already had to get creative about how they got through to your desk phone in the first place, and the call itself has probably begun with you being mildly irritated at best.

So, while prospects are annoyed that their days are still being interrupted by cold calls, sellers aren't having a good time either. They most likely have managers who demand more than 20-30 calls a day and expect just as many meetings booked per week.

But expectations and reality could not be farther apart. In sales organizations that rely on cold calling, lead flow is slowing down, the sales team is getting frustrated, and managers are getting increasingly angry.

The Harvard Business Review reported cold calling is ineffective 90% of the time, and more recent research shows that less than 2% of cold calls actually result in a meeting. Assuming a 0.3% appointment-booking rate and a 20% win rate, it would take 6,264 cold calls to make just four sales.

17 Lead Generation Alternatives to Cold Calling

What can the modern business do to protect its future and get new leads without cold calling? The good news is that it doesn't involve a circus act or shameless begging of any sort.

The bad news is that it requires a completely different way of thinking and some serious energy and hard work. Here are 17 alternatives to cold calling salespeople can use to generate leads.

See all 17 alternatives here

Additional Updates:
 

Tags: Cold Calling, prospecting

18 No-Brainer Ways to Connect with More Prospects More Easily

Posted by www.psmbrokerage.com Admin on Tue, Oct 02, 2018 @ 10:45 AM

18 No-Brainer Ways to Connect with More Prospects More Easily

Looking for a few easy, virtually-free ways to immediately connect with more prospects? I’m willing to bet you just said, "That’s a no-brainer."

Below, are 18 methods for reaching prospects. Some of them take seconds to deploy, and all of them will save you time throughout your workday. To help prioritize first steps, they are in sequential order -- starting with those that offer value the fastest and ending with those that require more time.

However, don’t stop after the first few. They provide the groundwork for the tips at the bottom -- which are well worth the extra effort.

Here is a link to the Hubspot article with all the details. Hope this helps in your prospecting and follow-up efforts.

Additional Updates:
 

Tags: following up after the sale, prospecting

Your Path to AEP Success

Posted by www.psmbrokerage.com Admin on Wed, Aug 29, 2018 @ 11:16 AM

Your Path to AEP Success

With the AEP right around the corner, now is the time to make sure you are aligned with the right partner.

PSM is your one-stop-shop for all the resources you need to ensure a successful AEP. Whether it be a strong portfolio of the industry's leading companies, free quoting and sales technology to increase your sales, or discounts on AHIP training / lead generation, we've got you covered.

Your path to success starts here:

Request Information today and we will gladly make sure you are on our list to receive updates. We would also encourage you to call 800-998-7715 and speak with one of our marketers to discuss ideas and we can personalize our services to benefit your business.

*Street level agents direct to PSM

Additional Updates:
 

Tags: Medicare Advantage, Lead Generation, prospecting, AEP, medicare updates, certification, Insurance Technology

    Join thousands of insurance agents who receive weekly news updates and original articles.

    Like Precision Senior Marketing on Facebook!





    Follow Precision Senior Marketing on Twitter!

    Most Popular Posts

    Posts by Topic

    Click for More