7 replies
...insurance.

OK, that was deliberately tacky, but I did that for a reason. The reason I put that in the subject line is that I have a question about how to NOT come across like that.

I sell insurance and I have a product that I really believe in. I have a cancer policy that really helps people. My hurtle is; how do I start this conversation, how do I promote what I have to offer..... without coming across as a guy hawking cancer insurance. I have seen a few approaches that all seem to come across as playing on people's real and legitimate fear of a truly horrible disease. I want to help people plan for a very real possibility, but I don't want to be the guy handing out his cards outside the oncology center.

Let's be real here. No one likes to talk about cancer and death and dismemberment. I also sell life insurance. It's a delicate conversation but it's one that people need to have if they want to set up a financial plan for their family.

I want to find a way to get in contact with people who are ready to have this conversation about a good, living benefit product. This isn't some crap that people don't want or need, this helps people. The thing they don't want is to have some creepy guy in a creepy add pitch them based on their legitimate fears.

I'm looking for any thoughts on advertising (where to advertise, what to appeal to in the copy) or on direct mailing or any other means of getting in front of more people without carving out a reputation for myself as that creepy cancer guy.

I am asking this in the "offline marketing" sub forum because insurance is a state by state licensed business. I'm looking for local solutions, but the question translates to all forms of communication so don't be afraid to throw something on the table that you learned or used online. I'm really asking for all perspectives here.
#cancer #selling
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  • Profile picture of the author Kay King
    Is this 'payable on death' insurance? That wasn't clear to me. If you sell life insurance - I'm thinking this is a form of that - right?

    Looking at statistics - accidental death is the #4 cause of death in the US. You probably sell 'accidental death' policies...right?

    Cancer is the #2 cause of death...what does that tell you?

    The unique 'thing' about cancer is it can decimate a family financially by the time it's over. Instead of 'creepy' - think 'beneficial'.
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    • Profile picture of the author jlwilliams
      I do sell life, and I have a good "payable on death" product; but that's not the product I'm so interested in promoting. What I'm talking about is a "living benefits" policy. It pays as you go through treatments.

      I couldn't agree more that it's not really "creepy cancer guy" and it is beneficial. My hurtle is how do I advertise and promote without coming across as the former. The help this provides is unquestionable. All I need is to get the clients to want to have the conversation.
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      • Originally Posted by jlwilliams View Post

        I do sell life, and I have a good "payable on death" product; but that's not the product I'm so interested in promoting. What I'm talking about is a "living benefits" policy. It pays as you go through treatments.

        I couldn't agree more that it's not really "creepy cancer guy" and it is beneficial. My hurtle is how do I advertise and promote without coming across as the former. The help this provides is unquestionable. All I need is to get the clients to want to have the conversation.
        If you are advertising (online o offline) you really do want to is say (like you already did) "I have a cancer policy that really helps people."

        You want to post a few videos answering questions about the coverage. You need a website to gather interested prospects. You want to explain who it is for, and who it is not for.

        "If your family has a history of cancer treatments, we can help you pay for the best treatments"...something like that.

        Look at other websites selling the same type of coverage. Read what they have to say. Copy what you like, discard what you don't.

        If you are just in conversation and someone asks what you do for a living, you can say "I help people with a history cancer in their family pay for treatment"
        If they ask you about it...they are a prospect. If they don't ask about it...they aren't.
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  • Profile picture of the author max5ty
    Originally Posted by jlwilliams View Post

    ...insurance.

    OK, that was deliberately tacky, but I did that for a reason. The reason I put that in the subject line is that I have a question about how to NOT come across like that.

    I sell insurance and I have a product that I really believe in. I have a cancer policy that really helps people. My hurtle is; how do I start this conversation, how do I promote what I have to offer..... without coming across as a guy hawking cancer insurance. I have seen a few approaches that all seem to come across as playing on people's real and legitimate fear of a truly horrible disease. I want to help people plan for a very real possibility, but I don't want to be the guy handing out his cards outside the oncology center.

    Let's be real here. No one likes to talk about cancer and death and dismemberment. I also sell life insurance. It's a delicate conversation but it's one that people need to have if they want to set up a financial plan for their family.



    I want to find a way to get in contact with people who are ready to have this conversation about a good, living benefit product. This isn't some crap that people don't want or need, this helps people. The thing they don't want is to have some creepy guy in a creepy add pitch them based on their legitimate fears.

    I'm looking for any thoughts on advertising (where to advertise, what to appeal to in the copy) or on direct mailing or any other means of getting in front of more people without carving out a reputation for myself as that creepy cancer guy.

    I am asking this in the "offline marketing" sub forum because insurance is a state by state licensed business. I'm looking for local solutions, but the question translates to all forms of communication so don't be afraid to throw something on the table that you learned or used online. I'm really asking for all perspectives here.
    Focus on selling a cure.

    Not a cure to cancer...but a cure to what all could happen if they die of cancer.

    Their family will be taken care of...

    Their bills will be taken care of...

    Their funeral expenses will be paid...

    Nobody wants to buy a prevention, they're always looking for a cure. You can decide what your insurance cures...focus on that...it's what people buy.
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  • Profile picture of the author JohnMcCabe
    Sounds like your product is less life insurance and more like a disability type policy. Think "Aflac" -- we help you pay for everyday expenses not covered by your regular insurance.

    Same general approach. When the doc calls you into his office, and he has 'that look', you know you're in trouble. Your life will never be the same. We can't cure your cancer, but we can take some of the problems off of your hands, like helping you pay for the best treatments, and helping cover the day to day expenses of treatments.

    You aren't selling cancer insurance, you're selling fewer worries and a lighter burden for the family.
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  • Profile picture of the author JohnVianny
    People who suffer of cancer are strugglin to find solution for their relatives too.

    So you have to sell the "hope" the "reassurance" to not let their family financially destroyed.

    So focus all your attention in the positive aspect of this, and maybe advertise on CPA so you can pay when u have lead: in fact most of the time the cpa of insurance are the most payed ones.
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  • Profile picture of the author Jessica Ambos
    Strike up a conversation by sharing your experience with cancer like a loved one had one and it cost them dearly affecting their finances and emotional stability. They had to sell their properties just to meet the needs of the loved one affected by cancer. You could make up a story or base it from your own personal experience. Present statistical cases of cancer occurrence. Explain to them that it is the second leading cause of death today and that anytime we have a likelihood of being a cancer suspect. Cancer works mysteriously. We never know we have it until it is in its later stages or too late for cure. Once you've created that realization, that need, then you have an insurance customer.
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