Tips for Success
There are thousands of Internet health insurance sales leads out there. Simply collecting them is not enough for success. You must still follow the principles of good salesmanship. There are many things to be considered, including lead quality, the “pitch,” persistence, and organization.

Quality: The quality of your Internet health insurance leads or referrals is important. You want the best quality, most complete, timely leads available at a cost you can afford. And you want them sent directly to you…quickly. There is a lot of competition out there. It’s a good idea to whittle it down some with qualified LeadRanger leads. They will improve your sales dramatically.

Pitch: Contact a referral as soon as possible and be prepared with all the pertinent information. You must explain your product(s) quickly, completely, and in easy to understand terms. Shopping for health insurance can be complicated, so be prepared with several products, and make the application process as simple as possible. It is important that you keep reminding prospective clients that they requested a quote, and you are there to help them.

Persistence: Even though you’ll receive a LeadRanger referral within seconds of a health insurance quote request, you may not reach them on the first call. In that case, be sure to leave a clear telephone message, as well as e-mailing your contact information to a prospect. It is not unreasonable to expect a half-dozen telephone calls before actually making contact with a prospect. If they don’t have time to talk when you first reach them, schedule a time.

Also, keep in mind there are those who want to by health insurance now, and those who are in the “I’m-thinking-about-purchasing” process. They might not be willing to buy today, but perhaps down the road. Send them regular e-mails with your full contact information and product offerings.

Organization: Your referrals will be in many phases of the purchasing process. It’s easy to keep track of several prospective clients, but a great deal of organization is required for more. Establish regular telephone and e-mail contact.

Once you receive a lead, it is important to make contact as soon as possible. Response information such as rates and plans should be standardized to ensure quick response.

If you have a Web site, collect e-mail addresses for newsletters, proposals, etc.

And remember to ask for leads and then follow-up. Everybody knows somebody who needs what you sell.

At the end of each sales process, step back and analyze what went right and what went wrong. It will help set the groundwork for you next sales call.