Medicare Café – Retention and Saving Leads
Medicare Café - Retention and Saving Leads
What happens when leads don’t convert?
Not every lead will become a client. In fact, if you’re converting 25% of cold leads (non-referrals), then you’re doing well.
So, what do you do with the other 75+% that don’t convert to clients? You SAVE EVERY LEAD.
Why would you save every lead? While those individuals may not have a need when you met with them, that does not mean they will never have a need. Situations, coverage, and other changes may prompt them to change coverage. If you’ve already spent some time with them, building rapport and trust, don’t let that go to waste just because they weren’t ready yet.
Keeping in Contact Without Being Obnoxious
When most people hear that a salesperson wants to keep in touch, it may seem to them like they will never stop being asked to buy something. You can deviate from this by being more of a resource. This can be done several different ways, either alone or in a combination of:
- Newsletters – Having an informative e-newsletter that is less about sales and more about helping your senior population with resources and ideas.
- Social Media – More and more seniors are turning to social media to stay connected with family and friends. Along with those family and friends are organizations trying to get their attention. Make sure those other organizations aren’t causing your leads to forget about you.
- AEP Contacts – Every AEP seniors have an option to change plans and will be solicited to by multimillion-dollar campaigns. However, you can offset these campaigns by having that consistent contact throughout the year and a more personalized or local approach. We have letters in our AEP tool kit that you can download and personalize every AEP.
Your CRM
How can you keep up with all this? This is where your CRM comes into play. Having great data going into your CRM will allow you to pull great data out of your CRM. Don’t just label your employer or group covered leads as group. Document which group plans they have. If a group plan decides to change coverage or even drop their current retirees, you can quickly pull that info from your CRM and reach out, being proactive to the news.
Not sure what CRM to use? Give us a call, and we can go over options depending on your needs.
Why would you save every lead? While those individuals may not have a need when you met with them, that does not mean they will never have a need. Situations, coverage, and other changes may prompt them to change coverage. If you’ve already spent some time with them, building rapport and trust, don’t let that go to waste just because they weren’t ready yet.
Join the conversation every Tuesday at 10 am CST.
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