Group Health Lead Call Script

Not sure how to start working your online group health leads? Take a look at this sample group health script for ideas.

"Hello, is Gregory Jones available? ... Gregory, I'm calling to discuss your interest in health benefits for ABC company. This is Cindy Staples from XYZ Agency."

Why shouldn't you introduce yourself in the first breath? Business people are super wary of losing valuable time to unsolicited sales pitches. Before they start steeling themselves up for a "no", let them know you're calling in response to a request they submitted online.

"... The information in my system says you're interested in a group plan for 17 employees [insert other relevant specs here]. Is that accurate?"

Refer to your lead data to affirm the decision they're making, whether it's to get a plan for the first time, or switch plans.

First-time buyer:

"Terrific. Offering benefits is one of the most powerful ways to attract and retain the best employees. I have a couple popular plans here that I've found work perfectly for businesses like yours. And they're easy to manage. Do you have time now to discuss your needs in detail, or can I answer any questions you have about offering benefits for the first time?"

Looking to switch plans:

"Terrific. It's a good idea to compare plans once a year to make sure you're getting the best benefits for your dollar. I see a couple popular plans here that may be a perfect fit for you, and I'd love to give you an in-depth proposal. Do you have time now to discuss your needs in detail, or can I answer any questions you have?"

As a group producer, you want to be seen more as a financial consultant than a salesperson. Start setting the stage now by letting them do the talking.

Remember, the person who requested the information online may not be the decision-maker in the business. If that's the case, don't brush them off. They may not be a "gatekeeper" to muscle past but an invaluable go-between. Take the time to make your case to them just as if they were the ones to sign the check.

If your group lead is not interested right away, or needs to talk your offer over with others, make sure you agree upon a time when you can call back.

"I agree it's important for you to consider your options carefully. May I send or email you some more information for you to review? ... I know you're busy, so is there a best time for me to call back and see if I can help you with any questions?"

If your prospect requests a call back a few months down the road, don't let it slip your mind! Use the built-in calendar feature in the lead management system -included free with every ProspectZone lead account - to schedule the follow up time and set pop-up reminders.

If you're interested in learning more practical strategies for working your insurance leads, check out our Insurance Marketing Resources.

Want to learn more about getting your own supply of internet group leads? Contact a Lead Specialist to talk about the right lead program for you.

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