With Medicare becoming more and more difficult to market, I have tried to think of fresh ways to market that will position the medicare agent in his or her community. The following is what I have called "Marketing To the Center of Gravity."
Every mass has a “center of gravity.” The Center of Gravity is the point… according to Wikipedia, “where gravity can be said to act.”
In business to business sales, the Center of Gravity is the CEO or some other C level executive. If they act, the organization normally follows what they do.
With Medicare, there are also a great number of these "Centers of Gravity" in your community... those who have positions of influence and respect with many seniors.
Think of who these people are... directors of charitable agencies (like Meals on Wheels), pastors, priests, some physicians (clinics), food pantries, etc. There are scores of these folks all around you and you know... they are ALL overworked and very under-appreciated.
These people are also very protective of the seniors they shepherd and care for. That is why if you approach them with a sales pitch, in most cases you will be nothing but noise in their ears.
I developed the following letter to not only get the attention of these folks, but also to genuinely show you appreciate what they do.
What you do is attach a $5 starbucks card or a a walmart card to the top of this letter as a "gift."
You can put this letter on your letterhead and you should also include your card in the letter.
From: Agent Name
123 Main St.
Anytown, USA, 12345
Date, Time
Dear Mr. Jones
Meals On Wheels Director,
As you can see, I have attached a $5 Walmart card to this letter. Why have I done this? Really, just to say thank you.
You don’t know me, but I know about you. I know for example that you serve our community as the Director of the Meals on Wheels, and I know that you are way overworked and way underpaid for what you do.
I just want you to know how much I appreciate what you do. But I also know how seldom people actually show their appreciation.
I am a Medicare agent and I really am grateful for what you do in serving the seniors in our community. I hope that you will find this little gift useful.
If you ever need to refer an agent who also really cares about people, I hope you will call me. Like you, I really care about seniors and I do everything possible to treat my elders with the respect they deserve.
Even if you don’t call , I hope you will feel sincerely and warmly appreciated.
Sincerely,
John Smith, Agent
ABC Agency
Every mass has a “center of gravity.” The Center of Gravity is the point… according to Wikipedia, “where gravity can be said to act.”
In business to business sales, the Center of Gravity is the CEO or some other C level executive. If they act, the organization normally follows what they do.
With Medicare, there are also a great number of these "Centers of Gravity" in your community... those who have positions of influence and respect with many seniors.
Think of who these people are... directors of charitable agencies (like Meals on Wheels), pastors, priests, some physicians (clinics), food pantries, etc. There are scores of these folks all around you and you know... they are ALL overworked and very under-appreciated.
These people are also very protective of the seniors they shepherd and care for. That is why if you approach them with a sales pitch, in most cases you will be nothing but noise in their ears.
I developed the following letter to not only get the attention of these folks, but also to genuinely show you appreciate what they do.
What you do is attach a $5 starbucks card or a a walmart card to the top of this letter as a "gift."
You can put this letter on your letterhead and you should also include your card in the letter.
From: Agent Name
123 Main St.
Anytown, USA, 12345
Date, Time
Dear Mr. Jones
Meals On Wheels Director,
As you can see, I have attached a $5 Walmart card to this letter. Why have I done this? Really, just to say thank you.
You don’t know me, but I know about you. I know for example that you serve our community as the Director of the Meals on Wheels, and I know that you are way overworked and way underpaid for what you do.
I just want you to know how much I appreciate what you do. But I also know how seldom people actually show their appreciation.
I am a Medicare agent and I really am grateful for what you do in serving the seniors in our community. I hope that you will find this little gift useful.
If you ever need to refer an agent who also really cares about people, I hope you will call me. Like you, I really care about seniors and I do everything possible to treat my elders with the respect they deserve.
Even if you don’t call , I hope you will feel sincerely and warmly appreciated.
Sincerely,
John Smith, Agent
ABC Agency
