"I'm not sure if my preferred doctors are in-network"

This objection arises when a prospect is satisfied with their current doctors and is concerned that switching or upgrading their plan may limit access to these trusted professionals. Your goal is to provide reassurance and offer solutions, ensuring they don’t feel forced to give up their preferred healthcare providers.

Underlying Concerns:

• They want to keep seeing their preferred doctors without disruptions.
• They are concerned about the possibility of having to switch to new, unfamiliar doctors.
• They fear that out-of-network coverage might lead to higher out-of-pocket costs or complicated reimbursement processes.
• They may be uncertain about the benefits of upselling if their doctors aren’t included in the new plan.

How to Tackle This Objection:

1. Acknowledge the importance of doctor-patient trust: Express understanding that switching doctors is a big deal and a primary concern for many people.
2. Reassure them with information: Offer to check immediately whether their doctors are in-network, showing that you are ready to help them.
3. Present options: Explain your out-of-network coverage and reimbursement policies if their doctors aren’t covered. Show them how the transition will still be smooth and cost-effective.
4. Offer comparable alternatives: If their doctors are out-of-network, suggest similar, in-network doctors or specialists, providing them with choices.
5. Highlight the benefits of the upgraded plan: Reassure them that the added coverage and perks of the new plan are worth it, even if it involves slight adjustments.

Sample Script (Detailed and Simple Language):

Prospect: "I'm not sure if my preferred doctors are in-network."

You: "I completely understand why that’s a concern. Keeping access to the doctors you trust is really important, and we hear this from a lot of our clients. Let’s do this: I’ll quickly check to see if your preferred doctors are part of our network."

• "Our network is actually quite extensive and includes many of the top doctors and hospitals across India. If you let me know the names of your doctors, I can look it up for you right now. It’s possible they’re already covered under the plan."

• "Even if they’re not in-network, we offer out-of-network coverage options that allow you to continue seeing your doctors. You’d still be able to get reimbursed for visits, and I can explain exactly how that works to keep your costs down."

• "And of course, if you're open to it, I can also suggest some highly-rated, in-network doctors who are similar to your current ones. Many of our customers find they’re just as satisfied after switching, without any loss in quality of care."

Prospect: "But I’ve been with my doctor for years, and I don’t want to switch."

You: "That makes total sense. You’ve built a relationship with your doctor, and we respect that. That’s why we offer options like out-of-network coverage to ensure you can still see them, while also benefiting from all the additional features of our plan."

• "What’s great about upgrading to our plan is that you’ll get access to better overall benefits, like more comprehensive coverage, lower out-of-pocket costs on procedures, and higher hospitalization coverage, which can save you money in the long run."

• "Let me check if your doctor is in-network first, and if not, we’ll discuss how you can still keep seeing them under our plan. Would that work for you?"

Probing Questions to Engage the Prospect:

• "Can you tell me the names of your current doctors or hospitals? I can quickly check if they’re covered."
• "How often do you visit your preferred doctors? Is it mostly for routine checkups, or do you see specialists regularly?"
• "Have you ever had difficulty with out-of-network coverage in the past, or is this something you’re worried about for the future?"

Call to Action:

The next step should be a quick check to confirm whether their doctors are in-network or to offer alternative options if they aren’t.

Example:
"Let’s take the next step and confirm your doctors now. I’ll either verify they’re in-network, or if they aren’t, I’ll show you exactly how we can still make it work with our out-of-network coverage. Does that sound good?"

Key Points to Emphasize:

1. Extensive Network Coverage: Emphasize that your network is broad, covering many top doctors, hospitals, and specialists across India, so there’s a good chance their doctor is already covered.

2. Out-of-Network Flexibility: Reassure them that if their doctors aren’t in-network, they can still visit them using your out-of-network options, often with partial reimbursement or discounted rates.

3. Smooth Transition: Ensure them that even if adjustments need to be made, the process will be seamless, and they won’t lose access to quality healthcare.

4. Increased Benefits of Upselling: Focus on the added benefits of upgrading to the new plan, such as better overall coverage, lower hospital expenses, or additional wellness benefits. Highlight how these could help them in the long term.

5. Personalized Support: Make it clear that you’ll be with them through the entire process—checking the network, offering alternatives, and ensuring they feel supported in every step of the decision.