"I can't afford higher premiums"

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 our previous conversation about enhancing your health coverage. Do you have a few minutes to chat?"

Acknowledge Current Situation

"First, I want to thank you for your continued trust in us for your health coverage needs. Before we dive in, how has your experience been with your current plan?"

Transition to Upsell

"I'm glad to hear that. [Lead's Name], I've been reviewing your profile, and I believe there's an opportunity to optimize your coverage in a way that could provide more value. However, I understand that affordability is a key concern for you. Is that correct?"

Empathetic Approach

"I completely understand your concern about higher premiums. In today's economic climate, every dollar counts. Can you tell me a bit more about what 'affordable' means to you in the context of health coverage?"

[Listen carefully to their response]

Reframe the Conversation

"Thank you for sharing that. I appreciate your perspective. Let's look at this from a different angle. Instead of just focusing on the monthly premium, what if we consider the total cost of health care and how it impacts your overall financial health?"

Value Proposition

"Our enhanced coverage options are designed not just to provide better health protection, but also to potentially save you money in the long run. Let me explain how this could work in your specific situation."

Personalized Cost-Benefit Analysis

"Based on your current plan and health profile, I've prepared a cost-benefit analysis. May I walk you through it? It shows how the slightly higher premium of our [Specific Plan Name] could actually result in lower out-of-pocket costs over the year."

[Share screen or send a visual aid if possible]

Concrete Examples

"For instance, let's consider a scenario based on your age and health profile. If you were to need [specific medical service], under your current plan, your out-of-pocket cost would be around [amount]. With the enhanced plan, it would be reduced to [lower amount]. Over the course of a year, this could lead to savings of [specific amount]."

Focus on Total Value

"Remember, the true cost of health insurance isn't just the premium. It's also about what you get for your money. Our enhanced plan includes additional benefits like [list 2-3 key benefits] that can provide significant value beyond just medical coverage."

Technology and Convenience

"Moreover, this plan comes with our advanced digital health platform. It includes features like telemedicine services and personalized health tracking, which can help you avoid unnecessary doctor visits and manage your health more efficiently. This can translate to both time and money saved."

Flexible Payment Options

"I also want to mention that we offer flexible payment options. For instance, we have a [specific payment plan] that can help spread out the cost without increasing your total payment. Would you be interested in hearing more about these options?"

ROI Perspective

"Think of this enhanced coverage as an investment in your health and financial security. Based on the analysis I've prepared, the potential return on this investment could be substantial, especially if you factor in the peace of mind it provides."

Address Objection Directly

"I understand that seeing a higher premium number can be off-putting. But I want to emphasize that our goal isn't to sell you the most expensive plan. It's to find the option that provides the best value and protection for your specific situation."

Social Proof

"Many of our clients who were initially hesitant about upgrading their coverage have found that the enhanced benefits and potential cost savings more than justified the increase in premium. For example, [share a brief, relevant success story]."

Call-to-Action

"Here's what I propose: Let's schedule a brief virtual meeting where I can show you a detailed breakdown of how this enhanced coverage could work for you financially. I'll use real-world scenarios relevant to your lifestyle and health profile. 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 and empathizes with the affordability concern
• Reframes the conversation from premium cost to total value
• Provides personalized cost-benefit analysis
• Offers concrete examples and scenarios
• Emphasizes flexibility and ROI

Adjustments for Target Audience:

• Uses data-driven approach to appeal to analytical mindset
• Focuses on long-term financial benefits
• Highlights technology and convenience features
• Presents the decision as a strategic financial choice

Additional Tips:

• Have detailed cost comparisons and scenarios prepared
• Be ready to discuss specific health risks and costs associated with the client's age group and profession
• Know the details of flexible payment options and be prepared to explain them
• Have success stories or case studies relevant to similar demographic profiles