Health Insurance Follow-up Upsell Script: "I don't see the value in additional coverage"

Introduction

"Hello [Lead's Name], this is [Your Name] from [Your Company]. I hope this call finds you well. I'm reaching out to follow up on your current health insurance plan and discuss some options that might enhance your coverage. Do you have a few minutes?"

Acknowledge Current Situation

"First, I want to thank you for being a valued client. How has your experience been with your current plan so far?"

Transition to Upsell

"I'm glad to hear that. [Lead's Name], I've been reviewing your profile, and I noticed there might be an opportunity to optimize your coverage. Before we dive in, may I ask what your thoughts are on additional coverage?"

Address Objection

"I completely understand your perspective on not seeing the value in additional coverage. Many of our clients initially felt the same way. However, I've found that this often stems from not having all the information. Would you be open to exploring how enhanced coverage could actually benefit you in ways you might not have considered?"

Value Proposition

"Great. Let's look at this from a different angle. Think of additional coverage not as an expense, but as an investment in your financial security and peace of mind. It's about being prepared for the unexpected and potentially saving significant money in the long run."

Personalized Example

"For instance, given your profession as [their job], you might be interested to know that our [specific enhanced coverage] has been particularly valuable for clients in similar fields. It covers [specific benefit], which could save you thousands if [relevant scenario]."

Data-Driven Approach

"Let me share some data with you. On average, clients who opted for this additional coverage saved [X]% on out-of-pocket expenses last year. For someone in your income bracket and with your health profile, that could translate to approximately [specific amount] in savings."

Risk Management Perspective

"Consider it as a strategic risk management tool. While you're healthy now, which is fantastic, additional coverage acts as a financial safeguard against unforeseen health events. It's not about being pessimistic, it's about being prepared."

Lifestyle Benefits

"Beyond the financial aspects, this enhanced coverage includes benefits that align with your lifestyle, such as [mention relevant perks like advanced wellness programs, priority access to specialists, or cutting-edge treatments]."

Technology Integration

"Our enhanced plans also come with state-of-the-art digital health tools. You get access to [mention specific tech features], which I know someone tech-savvy like yourself would appreciate."

Social Proof

"Many of our clients in [similar profession/age group] have found immense value in this additional coverage. In fact, [share a brief success story or testimonial]."

Call-to-Action

"Here's what I propose: Let's schedule a brief virtual meeting where I can show you a side-by-side comparison of your current plan and the enhanced option. I'll use real-world scenarios relevant to your lifestyle to illustrate the potential benefits. This way, you can make an informed decision based on concrete data. How does that sound?"

Closing

"I appreciate your time and thoughtful consideration, [Lead's Name]. Your health and financial well-being are important to us. Shall we set up that virtual meeting for [suggest specific day/time]?"

Key Elements:

• Acknowledges the client's perspective without being dismissive
• Uses a data-driven approach to demonstrate value
• Personalizes the pitch based on the client's profession and lifestyle
• Frames additional coverage as a strategic financial decision
• Emphasizes both financial and lifestyle benefits

Adjustments for Target Audience:

• Appeals to the analytical nature of urban professional males
• Focuses on data, risk management, and long-term financial implications
• Highlights technology integration in health management
• Respects their time with a concise, information-rich approach

Additional Tips:

• Be prepared with specific numbers, percentages, and case studies
• Have a digital presentation ready for the proposed virtual meeting
• Be knowledgeable about common health risks and costs associated with the client's profession