10 simple helpful hints for selling insurance to the Elderly. Do you know how to talk to a Senior when selling them insurance?
Sales are sales,
right? Well, sure ... and no. You will discover countless assumptions a person can make about successful selling. Yet, each particular market segment presents its own unique set of differences. For instance, Seniors tend to be more likely to buy Life insurance than a healthy 25 year old man. But, it is the differences that keep it fun and challenging!
Are you visiting a Senior Center soon? Are you contacting the Elderly about Medicare Supplements? Want your Senior sales to flow smoothly? Keep these points in mind:
• Regardless of their age, do not visualize the Elderly as old. They certainly do not. Besides, to an 85-year-old, 70 is pretty young. So it’s all relative!
• Don’t use pressure tactics or endeavor to scare someone into buying. You will end up out the door the moment you get in.
• Treat the Elderly as equals. They really aren’t that different from the remainder of us. They value independence, personal growth, and self-expression as the vast majority of us do.
• Never talk down to Seniors. They’re not dumb! In fact, in addition to having more life experiences, they could be smarter and richer than you.
• Seniors tend to be skeptical, so don’t try to pull the wool over their eyes. Be honest, open and forthright with your relationships with them. And remember, if you provide them with credible testimonials from fellow the Elderly, they’ll be very receptive to what you have to offer.
• The Elderly are as diverse in abilities, interests, and attitudes as any market segment. Know to whom you’re selling and adjust your approach accordingly.
• Many Seniors fear being ‘taken,’ perhaps because of a flawed past experience. Guarantees are very important to them, but it’s best to avoid making promises. However, if you do promise anything, be certain you can back it up and deliver.
• Seniors generally are conservative consumers. Many grew up in the years following the Depression and may have watched their parents face its consequences. They are not especially interested in razzle-dazzle. They prefer simplicity and a straightforward approach.
• Seniors fancy print advertising to seem like print advertising. They do not need elegant fonts. Type should be at least twelve point and easy to read.
• Value your Senior clients for their wit, intellect, charisma, and affection. If you’re blessed, one day you will be 1 of them!
