"I'm concerned about coverage for mental health services"

Mental health is becoming an increasingly important factor for individuals seeking health insurance, especially in urban areas of India where awareness about mental health is growing. Your goal is to provide reassurance that mental health services are fully covered and offer specific details to highlight the support available for therapies, counseling, and psychiatric care.

Underlying Concerns:

• The prospect may be dealing with mental health issues themselves or have family members who need therapy, counseling, or psychiatric care.
• They may have experienced insurance plans that only offer limited or no coverage for mental health services.
• They could be worried that coverage for mental health isn’t as comprehensive as it is for physical health, leading to high out-of-pocket expenses.

How to Tackle This Objection:

1. Acknowledge the importance of mental health services and validate their concern. Show empathy—this is personal for many people.
2. Reassure them that your plan includes comprehensive mental health coverage, just as it does for physical health.
3. Detail the benefits: Provide specifics about the mental health services your plan covers—therapy sessions, counseling, psychiatric care, etc. Highlight any coverage for online or in-person sessions, given the rise in telehealth.
4. Address long-term care: If they anticipate needing ongoing support, offer to explain how the plan manages coverage for long-term mental health care.

Sample Script (Detailed and Simple Language):

Prospect: "I'm concerned about coverage for mental health services."

You: "That’s a really important concern, and I’m glad you brought it up. Mental health is just as important as physical health, and our plan is designed to make sure you’re covered for both."

• "Our plan covers a wide range of mental health services, including therapy sessions, counseling, and psychiatric care. Whether it’s for regular therapy visits, dealing with stress, anxiety, or even ongoing psychiatric support, you’ll have access to top professionals."

• "We also cover both in-person and online consultations, so you have the flexibility to get the care you need in a way that suits your lifestyle. With telehealth becoming more popular, especially in urban areas, many of our clients find the online option very convenient."

Prospect: "But will this cover long-term treatment if needed?"

You: "Absolutely. If you or a family member needs ongoing care, our plan provides coverage for regular therapy sessions or psychiatric visits. You won’t have to worry about running out of coverage in the middle of treatment."

• "I’d be happy to send you a list of mental health professionals in our network, or we can discuss how the coverage works in more detail. This way, you’ll know exactly what to expect when it comes to mental health services."

Probing Questions to Engage the Prospect:

• "Are you looking for specific types of mental health services, like therapy or counseling, or do you have ongoing psychiatric needs?"
• "Have you or your family faced difficulties getting mental health care covered in the past?"
• "Would it help if I shared more details about our coverage for both in-person and telehealth mental health services?"

Call to Action:

Offer to provide detailed information and share a list of mental health providers covered under the plan, showing them that you can meet their specific needs.

Example:
"Let’s go over the details of our mental health coverage, and I can send you a list of the mental health professionals we cover in your area or online. That way, you’ll have a clear picture of what’s included. How does that sound?"

Key Points to Emphasize:

1. Comprehensive Mental Health Coverage: Emphasize that your plan covers a broad range of mental health services, from therapy and counseling to psychiatric care, ensuring that mental health is treated with the same priority as physical health.

2. Telehealth Flexibility: Highlight the availability of online consultations for mental health, which is becoming more important, especially post-COVID, and is a convenient option for busy urban professionals.

3. Ongoing Support: Reassure them that the plan covers long-term mental health care, so they won’t have to worry about exhausting their coverage if they need continuous support.

4. Network of Professionals: Let them know that they’ll have access to a network of top mental health professionals—therapists, counselors, and psychiatrists—and that you can provide a list to match their specific needs.