How Do You Add Value for Your Prospects?

[Justin Bilyj]

Hello Everyone,
I currently am learning to add value to my prospecting avenues, so that I can enrich people's lives, whether or not they decide to employ my services.
I currently send out a free Rx discount card, Canadian Pharmacy links, and the walmart $4 formulary. I am currently working on a white paper, "how to shop and buy health insurance, with an added bonus, how to shop and buy life insurance". I also offer a free review of their current policies, to see how I can save them money (health, life, home and auto).

How do you currently add value? What do you give to the prospect that sets you apart?

As a side question, Also outa the number of prospects that you all see, how many would you say take generic meds?

 

[moonlightandmargaritas]

Those are excellent ideas!

 

[Crabcake Johnny]

Since people are more interested in video than text, I send my prospects a video I made showing them how to hit my site, compare quotes and stay away from limited plans.

 

[Justin Bilyj]

First off, I am floored at what Paul just said, I had to reboot the computer, and recheck that, yep, he did give a compliment here on this forum. I am honored paul, although Id be happy to hear what you do to enrich prospects with value.
John how do you do that? With a multimedia business card?

 

[Crabcake Johnny]

I use Camtasia then embed the vid in my email or just send prospects the link. While I'm not sure if it's a worthwhile tool for getting business from prospects who ignore my call or emails it certainly helps prospects stick with me who answer the phone.

Most 1st calls don't result in a sale - under 10%. When I can do anything to separate myself it helps.

People also are more interested in stuff that is "exposed" rather then general information. General information is boring.

Boring video title: "How to choose the correct plan"
Interesting video: "Land mines: How your claims can be denied"

 

[CHUMPS FROM OXFORD]

These guys (below) add a discount card valued at $300 per year. Check it out. Legal? I assume so.

lowcostpahealthinsurance.com

 

[moonlightandmargaritas]

Since people are more interested in video than text, I send my prospects a video I made showing them how to hit my site, compare quotes and stay away from limited plans.

Love this.

 

[JustinUpright]

Wow someone has kidnapped Moonlight! Who has hacked his account and what have done with him?

 

[Pusher08]

I feel videos and links are good tools to position yourself but I don't know if it really adds value. Discount cards are cool but the real way to add value is to through your presentation and your service. The best way for prospects and clients to feel they are getting value is by letting them know they are valued. By delivering top level service you'll see you won't need the "Hey I giving you something free approach."

Just a note if you sell health insurance and you don't already educate clients & prospective clients on how to get cheaper medications and the differences between limited and major medical the last thing you need to do is try to add anything to your business. Go back to basics. Go back to work.

 

[Bruce]

Good thread and some very good ideas here. What I try to do is to get the prospect to move their focus from the buying decision to the relationship decision. My focus is to find the need(s) and demonstrate how/why I am their best fit.

It may be conducting EE meetings to detrmine what needs fixing, it may be getting every employee's list of Doctors to find the best network, it may be committing to stopping by every month at the time the group is doing their elig/billing.

As far as "selling the client insurance," my job is to convince the prospect that I do not sell insurance, rather, I "buy" insurance on their behalf that fits best at a competitive cost. Doesn't always work but those are the groups I want and work hard to get and retain. If you go in on price, you will go out the same way.