How to Sell Value-Based Insurance
March 21, 2019 |
Selling value-based insurance design (V-BID) can prove lucrative. Launched in 2017, Medicare V-BID will roll out across the United States over the new few years and should increase in popularity. Getting acquainted with the ins and outs of V-BID right now, however, could provide you with exciting new career opportunities in the future. As an insurance agent, you might need to sell this type of insurance to a wide range of customers in order to meet internal targets.
But where do you start? Here are three tips for selling value-based insurance design to healthcare customers.
1. Break It Down
Most of your customers know all about home insurance and car insurance, but V-BID is a completely different beast. Break down this complicated concept and explain it in a way that your audience will understand. This will increase interest in this product.
Be confident! As an insurance agent, it’s your job to answer any questions that prospects might have and convince them to take out a policy that will suit their healthcare needs. Customers can be wary about healthcare insurance — it has such a massive impact on their family’s lives — but you can alleviate their concerns.
“No matter what your prospects tell you, most of them don’t understand how insurance works,” says InsuranceSplash. “If you can explain it to them in a way that makes sense without being condescending you’re already providing an incredible amount of value!”
2. Highlight the Benefits
Value-based insurance has multiple benefits to policyholders, but you need to convey these to potential new customers. Remember, value-based insurance is all about value, rather than price. So focus on the advantages this type of insurance provides — how it increases healthcare quality and offers more choice, for example.
Think of all the ways V-BID can solve a customer’s healthcare problems. Remember: There’s no one-size-fits-all approach to selling this type of insurance. Different customers will have different pain points and require unique solutions.
You might also want to use real-world examples of value-based insurance design in order to showcase all of its healthcare benefits.
“Companies from IBM to Boeing to Pitney Bowes apply value-based design principles to their employee health care benefits,” says America’s Health Insurance Plans. “So far, these value-based models have focused largely on chronic conditions requiring daily or frequent medication, such as diabetes and asthma.”
3. Choose the Right Customer Base
Not everyone will benefit from value-based insurance, so you should focus your efforts on the right customer segments. Target prospects who require fewer healthcare services and want to reduce their premiums, for example.
Tailor your sales pitches to each customer’s needs. If a prospect wants to reduce healthcare costs, for example, focus on the value of a particular policy.
Value-based insurance design doesn’t have to be a tough sell. Follow the three tips above and become a more confident, informed insurance agent. As a result, you can convince prospects to take out the perfect insurance policy based on their healthcare needs.