Advertising to the Elderly? Undertake This 10-Step Program!

Ten easy hints for selling insurance to the Elderly. Do you know how to speak to a Senior when selling them insurance?


Sales are sales, right? Well, sure ... and no. There are countless generalizations someone can make about successful selling. Yet, each particular market segment presents its own unique set of differences. Such as, Seniors are more likely to buy Life insurance than a healthy twenty fiveyear man. But, it is the differences that keep it fun and challenging!
Are you visiting a nursing home soon? Are you contacting the Elderly about Medicare Supplements? Want your Senior sales to flow smoothly? Keep these points in mind:
• Regardless of their age, don’t think of Seniors as old. They certainly don’t. Besides, to an eighty five-year-old, 70 is pretty young. So it’s all relative!
• Do not use pressure tactics or seek to scare someone into buying. You will end up out the door as soon as you get in.
• Treat the Elderly as equals. They really aren’t that different from the rest of us. They value independence, personal growth, and self-expression as many of us do.
• Never talk down to the Elderly. They’re not lacking in intelligence! In fact, in addition to having more life experiences, they could be smarter and richer than you.
• Seniors are typically skeptical, so do not try to pull the wool over their eyes. Be honest, open and forthright with your relationships with them. And remember, if you provide them with credible testimonials from fellow the Elderly, they will be very receptive to what you have to offer.
• the Elderly are as diverse in abilities, interests, and attitudes as any market segment. Know to whom you’re selling and adjust your approach accordingly.
• Many Seniors fear being ‘taken,’ perhaps because of a regretable past experience. Guarantees are very important to them, but it’s best to avoid making promises. However, if you do promise anything, be certain you can back it up.
• the Elderly generally are conservative consumers. Many grew up in the years following the Depression and may have observed their parents live through its after-effects. They aren’t especially interested in razzle-dazzle. They prefer simplicity and a straightforward approach.
• Seniors desire print advertising to appear like print advertising. They do not need elaborate fonts. Type should be at least twelve point and easy to read.
• Be thankful for your Senior clients for their wit, intelligence, elegance, as well as warmth. If you are fortunate, some day you’ll be 1 of them!


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