SETTING THE FOUNDATION
Introduction
Mastering the art of promoting benefits stands as a crucial skill for LifeExec affiliates. Skillfully articulating the advantages of our programs, highlighting their distinctive features, and showcasing how they positively impact lives lie at the heart of affiliate responsibilities. The exciting part is that LifeExec programs are designed to be user-friendly, straightforward, and purpose-driven, making it quick and uncomplicated for affiliates to grasp the benefits and effectively communicate their unparalleled value to potential clients.
The majority of LifeExec benefit sales occur through self-enrollments. For individual members, affiliates furnish brochures, websites, videos, and other relevant materials, allowing members to self-educate and enroll. While affiliates may be called upon to address any queries that arise, a vast majority of these questions have been addressed in the FAQ section. In the case of business sales, LifeExec conducts targeted benefits campaigns. LifeExec will handle the heavy lifting, but affiliates have the opportunity to intervene during these campaigns to enhance sales and address any inquiries that may arise.
Informative
LifeExec programs are standardized, offering a fixed set of programs at a set price point. Additionally, they are guaranteed issue, ensuring that everyone qualifies without the need for background or health checks to determine pricing. Therefore, LifeExec members can explore their options without the need for 1:1 consultation. In this context, affiliates play a pivotal role in presenting LifeExec's programs, enabling clients to make well-informed decisions regarding the ideal program that aligns with their health needs and budget.
Buyer Motivation
Members have diverse motivations for purchasing LifeExec products, with the primary considerations being access to quality healthcare and financial relief. LifeExec is particularly suitable for individuals who are in good health and desire access to wellness programs, as well as protection against injury and illness. It proves beneficial for budget-conscious families and young adults who are outside the coverage provided by their parents' insurance. In fact, LifeExec is designed to cater to the needs of around 98% of Americans.
Another common motivator is insured individuals with Bronze programs or other reduced-rate options to cover catastrophic events. These programs typically do not offer comprehensive wellness program access. For such cases, LifeExec Essential, Signature and Rx serve as valuable, affordable additions to provide coverage for genuine medical requirements alongside catastrophic insurance.
However, it is important to note that individuals with significant health issues should consider pursuing more traditional insurance options. If they require care for rare conditions, have a history of cancer or chronic illness, or plan on starting a family (birth), encouraging them to maintain their current coverage rather than switching to LifeExec is advised as it may not be able to fully accommodate their specific medical needs.
Key Features
LifeExec offers two primary categories of programs - Wellness and Upgrades. Wellness programs are designed to enable members to access medical care within their budget. They are offered at affordable price points of $1, $2, and $4 per day, thus catering to varying budgetary requirements of our members.
On the other hand, Upgrades provide non-essential but exceptional services that enhance traditional care. These programs are optional and can be added to existing wellness programs for a nominal fee of just $1 per day, thereby delivering unparalleled value at an easily accessible cost.
Become a Product Expert
To become a Product Expert with LifeExec benefits, follow these three steps:
- Watch Product Videos: Engage with the provided videos to gain a comprehensive understanding of LifeExec benefits and features.
- Read the Whitepapers: Dive into the whitepapers provided to grasp the in-depth details and intricacies of LifeExec benefits.
- Read the FAQs: Familiarize yourself with the frequently asked questions and their answers to gain a holistic understanding of the benefits and address potential queries from clients effectively.
STEPS TO A SALE
Customer Journey
The process of making LifeExec member sales is relatively straightforward. Prospective members first educate themselves on the available benefit programs. Typically, they complete the sign-up process within 1-2 weeks after the initial introduction to the program offerings.
Step 1: Awareness
The primary goal of this step is to generate awareness about the product/service, establish a connection with the prospect, and provide enough information to ignite curiosity and prompt further engagement.
Best Practices:
- LifeExec utilizes a combination of email, text (SMS), and voicemail drops in business enrollment campaigns to effectively reach potential customers. This is not a requirement of LifeExec Affiliates.
- For direct promotion, leverage platforms such as LinkedIn, social media, Business Forums, Blogs, and local networking events to reach the target audience.
- Begin the conversation by introducing the basic information about our benefits and offering access to brochures and your website.
- Craft a clear and concise central message to capture attention. For example: "Discover award-winning healthcare programs starting at just $1 a day and enjoy the added benefit of FREE prescriptions."
- Feel free to customize the message to resonate with your audience and maximize engagement.
Step 2: Q&A
Once initial interest has been established, the next step is to address individual questions.
LifeExec offers representatives for client questions.
To further engage potential members, affiliates might consider hosting group webinars or organizing in-person meetings. Additionally, maintaining accessibility via email is recommended. Proactive support can greatly improve enrollment.
However, it's advisable to exercise caution when sharing personal phone numbers, as members may contact you at late hours or heavily relying on you instead of reviewing the information that has been provided.
Step 3: Presentation
Members often procrastinate. The statistics late enrollments or post-deadline enrollments may shock you. So much so, that LifeExec builds in a "false" early deadline to accommodate laggards!
Being aware that all enrollments must be in by the 20th allows you to provide reminders, encouragement, and gentle nudges. Just like no one likes going to the dentist or doctor, a friendly reminder via email or phone can serve as the encouragement they need to take action.
A WORLD-CLASS PRESENTATION
Creating Focus & Buy In
Your presentation holds the key to winning the sale! LifeExec is a no brainer. The business program will sell itself. So, your presentation is less about the information you share and more about how you deliver it. Mastering the art of gaining active listening and engagement is essential for a successful outcome. The better you become at captivating your audience, the more likely you are to achieve success. Let's explore some ways to create a winning presentation.
Build Immediate Rapport
Establishing immediate rapport is crucial as people are often resistant to feeling like they are being sold something. Begin by offering a warm greeting and take a few minutes to connect on a personal level. Share a bit about yourself and your connection to LifeExec, and kindly encourage them to share a little about themselves as well. The key objective here is to create a relaxed environment where they see you as a person, rather than perceiving you as a salesperson with an agenda.
The Secret of Three Things
As you kick off your presentation, it's important to outline the meeting structure, which consists of three essential parts purposefully designed to benefit your audience. By communicating your three parts in 10-15 seconds, you not only capture their attention but also set the tone, establish expectations, and convey your genuine intention to create a positive outcome for them. This approach lays the groundwork for a seamless progression towards the closing phase right from the outset.
Example Script:
“This presentation is very simple. We’re going to do take 6-7 minute to review of our benefit programs so you understand what we do. Then, we’ll talk about your needs, explore programs, and discuss ideas on how to customize the program for you. Then, I’ll show you the pricing models and how the affiliate program package. Does that sound like a good plan?”
Tell a Story!
Stories sell. It takes the product from a mere concept to a real-life experience, allowing people to visualize the significant impact of LifeExec's benefits. While benefits may seem complex and uninspiring when presented plainly, introducing a brief narrative or two when discussing specific benefits breathes life into them, making them more relatable and engaging for your audience.
Real Story 1:
Susan's youngest child had an ear infection, but her regular pediatrician couldn't get them in for an appointment for 5 days, and providing a prescription without an appointment was prohibited. Susan used LifeExec's telemedicine service and received a prescription within minutes. She filled it using Advantage Rx, paying $0 for the visit and medication.
Real Story 2:
Mary's vacation took a dangerous turn when she experienced a severe stomachache. Instead of relying on antacids, her husband suggested using Advantage Wellness Teledoc. Within minutes, a doctor diagnosed a blockage in her intestines and advised her to go to the emergency room. The doctor stayed on the call to ensure the ER had all the necessary information for speedy treatment. Mary made a complete recovery in less than 12 hours. Mary wrote to LifeExec about her situation. She told us that she would not have consulted a doctor if it wasn't convenient and had a cost and that would have likely claimed her life.
Ask Questions
As you conduct your presentation, it's essential to ask probing questions to engage your audience and keep their attention. Start with a few open-ended questions early on, then sprinkle them throughout the presentation, with each question ultimately leading towards a close. Here are some great questions to consider:
"How can I help you today?" - This seemingly obvious question provides you with the information you need to show the most appropriate options or address questions.
"Why are you interested in becoming an affiliate?" - This question allows you to understand their unique situation so you can tailor the presentation to fit their life and their goals.
"Do you currently have insurance?" - This will help you steer the member towards full wellness programs that save money or upgrades that provide additional assistance.