Agents: Keep These Things in Mind When Working With Seniors
When selling Medicare plans, you’re obviously marketing exclusively to seniors. And there are a few common misconceptions and mistakes you want to avoid with this target demographic.
First of all, don’t call them senior citizens! Many have just turned 65 and don’t see themselves as “old”. Just refer to them as a Medicare “beneficiary” or “client”.
Also, remember that these are fully capable adults who have been making their own healthcare and financial decisions for decades now. In the vast majority of cases, nothing has changed in that regard, so don’t make the mistake of bringing a caregiver or adult child into the conversation. If they do need help, they will ask for it on their own.
Another thing to remember is that this generation of retirees is fairly tech-savvy! Around half of seniors participate in social media these days, and that number is growing all the time. If you aren’t marketing to your target demographic online, via social media and direct emails, you’re missing a huge opportunity.
Avoid fear-based language. It makes you sound like a stereotypical pushy salesmen, and most people respond poorly to negative sales tactics such as these. You want your clients to be happy with their Medicare plan and to continue seeking your guidance for years to come. So pay attention to their needs and preferences, and help match them to a plan that is appropriately tailored to them.
And finally, don’t rush your clients to make a decision. Yes, even if the enrollment period is ending. Instead, anticipate their questions and be ready to respond promptly so that they have all the information they need to make a decision.
Enrolling in a Medicare plan is a big decision, and one from which your clients will benefit over the next year. Keep your communications clear and focused on their needs, and you will build a clientele base that will return to you year after year. For more information on our comprehensive marketing support, contact us and we’ll be happy to show you how we can help you succeed.