Appointment setting for Insurances services is an important part of how Sales Representatives develop business. In many cases it is how the appointment is set that will determine if the business is won or not, the appointment setter gives the first impression of the business and the professionalism and rapport that is developed during that call can be significant. Most insurance representatives have to set their own appointments, which is not their strength or go door to door cold calling for business. Having a solid and experienced appointment setter can make the difference between making sales and dealing with days of endless frustration from the rigors of prospecting for leads, just to get a foot in the door.
The new Affordable Healthcare Act is bringing about many changes that small businesses need to know about. The key to setting appointments effectively is to have a swift and thorough introduction, and to qualify the prospect without giving away too much information. One experienced appointment setter says he comes across as nice, but uninformed and focuses on encouraging the appointment.
A swift and thorough introduction should take no more than 20 seconds once you have the decision maker on the phone. Being on the phone takes away the advantage of face to face interaction and so the time you have to gain the attention of the decision maker is short.
A 20 second intro should go something like this, “Hello (Decision Maker) I am (Callers Name) calling from (or on behalf of) ABC Insurance Associates. I know you are busy, so I will be brief, we help small business like yours get prepared for the new changes coming with the Affordable Healthcare Act, and we will take the time to answer all of your questions about how your business can navigate these changes successfully. Do you provide insurance coverage for your employees?” If they say yes answer, “Great, we will be in your area on Monday, August 5th, do you have 15 minutes to meet with a rep at 11am or would 3pm be better?”
If No: Ask if they are currently reviewing their options in light of the Affordable Healthcare Act… If they answer yes, move forward with setting the appointment.
Tip: When getting past the gatekeeper, use their first name if they offer it when they answer the phone and ask if they are in charge of handling the insurance plans for the company, usually they will tell you who is.
Tip: When the decision maker insists on having a few questions answered, always acknowledge the question and let him or her know that you aren’t the expert, but you’ll make a note of the questions so the rep will be ready for them at the time of the appointment.
Tip: Once you set the appointment you can ask further qualifying questions if your client needs them answered. The key is always to get your foot in the door and let the insurance rep take over building the relationship during the appointment.