Businesses have been affected by an unprecedented global pandemic, the health insurance industry is no exception. With new challenges to face in regards to social distancing and people’s perception of safe social practices, you’ll have to evolve your sales techniques to meet with and enroll new clients this OEP.
Tip 1: Meet with Clients Over the Course of Multiple Appointments
More than ever, beneficiaries are in need of marketplace plans with as a result of the COVID-19 related layoffs, one study showing over 74% of clients calling to ask about enrolling in an ACA plan.
This being the case, you will need to be able to inform your clients more than ever on the details of marketplace coverage and help them through the enrollment process.
To accomplish this, while still observing COVID-19 safety protocol, setting up a series of calls with the client to answer all questions and get them enrolled is the best plan of action, as shown below:
Tip 2: Use Calendly to Make Scheduling Meeting with Your Clients Easy and Efficient
This app allows you to send a link to your clients for them to see when you are free for a meeting and then schedule their desired meeting time. Calendly then adds this meeting to your calendar.
Keep these questions in mind when creating your Calendly account:
- Do you want separate calendars for existing agents vs leads?
- Do you want to restrict you meeting Hours?
- Do you have multiple members on your team? To have an account for each team member or have them added on to your account
Tip 3: Have Email Templates to Send Out to Leads
As we talked about during tip 1, many of people looking to enroll in a Marketplace plan are still in Learning or Shopping stage of their enrollment decision process.
In order to commit as much of your time as possible with clients that will bring in immediate business, create email templates you can quickly send out to communicate with leads who aren’t ready to enroll. They get the information they need and are ready for and you get more time to devote to the leads who are ready to enroll.
To get started creating your email templates, follow the few steps below:
- Tally the most frequently asked questions you receive from leads over a 2 week period
- Select a stock email response for each of these FAQs and organize them in a document accessible by the entire team
- Be sure to include a Calendy link in these emails, that way any lead that decides they are ready to enroll can book a meeting with you quickly and easily.
Tip 4: Share Your Healthsherpa Direct Link with Your Clients
Every agent with a Healthsherpa account also has their own personal direct link. When a client goes to this link, it allows them to enroll directly and you are marked as the agent of record. Include your Healthsherpa direct link in your emails and online wherever possible.
When you login to your HealthSherpa page, you’ll be able to see new leads as they
come in via use of your direct link. Its a good idea to reach out to leads as they come
in and answer any questions or schedule any appointments they may need
Tip 5: Utilize Webinar Resources for Meetings with Clients and Send Them the Recording
With social distancing measures still being recommended, some of your clients will still not feel comfortable meeting in person.
Zoom, Uberconference, Google Hangouts have all become frequently used tools in business to meet with clients. These webinar programs allow you to share your screen with your client, allowing you to walk your client though the quote and enrollment process.
Keep these tips in mind when using a webinar service: