It's clear the Affordable Care Act transformed the way Americans found and purchased health care. While this is true, people are no longer being fined for not having coverage.
Although there is no way to predict how things will change in the future, it is clear that people will continue to purchase private health care plans. This is true even for those who have been offered coverage through their employer.
If you're selling health insurance, you might be wondering: how can you find these people?
Generating health insurance leads can be tough, but with a few tips, you can succeed.
1. Consider buying your leads
Today, this is not as unusual as one might think. Buying health insurance leads can give you a good percentage of conversions.
Ad tech companies handle the marketing and generate leads. This means all the footwork has been done for you.
At this point, you should reach out to prospects who have shown interest in a purchase. Depending on where you buy the leads, you may even be able to take live referral phone calls or be paired with a manager who will help you create a strategy to increase your total conversion rate.
Be sure to research some of the lead selling options available to find a quality provider.
2. Use a lead management system
Converting your leads is one of the hardest parts of the whole process. One way to increase your conversion potential is to invest in Medicare Training 101 to learn all about insurance plans and options.
You can also start using a lead management system for leads.
One of the biggest issues with buying internet insurance prospects (as mentioned above) is that they want options right away. These people don't want to wait.
When someone submits their information, they request and expect a response – immediately.
3. Learn to be an active listener
It's important to listen to what your customers are telling you. You need to gather as much relevant information about the person's mental and physical health and high-risk behaviors.
If you allow a potential customer to keep talking, you can get most of this information without asking them.
For example, your prospect's love of boating may arise. You may also learn that it does not have life jackets on board for passengers.
If you have other insurance options beyond health insurance, you may be able to sell this person. If you don't offer these insurance options, you can refer them to someone who does and build your network.
4. Ask for references
Although this is considered an "old fashioned" method, it is one that is still effective. All you have to do is give your business card to existing customers, family members and friends.
The contacts will then distribute the cards and give you access to a new source of leads.
Even when the lead doesn't make a sale, you can keep reminding that network you've developed to keep referring people to you.
One of the most effective ways to ensure your business cards are delivered is to offer incentives. For example, if a referred person becomes a customer, the person who referred them receives a gift card or other monetary incentive.
5. Create an effective follow-up plan
It will be easy to develop a system for connecting with current customers and prospects when you have lead management tools in place. This assumes that you have planned and described the follow-up plan you will use.
What are you going to say to your prospects as they move through your sales funnel? What if they say “no?
Taking the time to outline this plan will help ensure you have a process. It will also help you convert more leads.
Join a volunteer fire and rescue group, fraternal society, veterans station, or local service club. Take the time to become active in local social organizations, networking groups and professional associations.
Find a club that matches your specific interests.
Doing this will help make you an integral part of your community. It will also link you to people who will then be more willing to buy insurance from you.
When a person is looking for something that is beneficial to their family, like health insurance, they want to buy from someone they trust. When you are active in the community, you will become that trusted person and generate many new leads.
You now know how to generate more health insurance leads
Generating health insurance leads can be tricky. It can also become a process of trial and error to see what works and doesn't work for you.
While that's true, the tips and information above should get you started. Be sure to try one or more of these tips to see what kind of results you can get. Generating health insurance leads isn't impossible, but it takes time and effort.
Looking for more information on growing your business? Or do you want to find other topics like tech news? If so, be sure to check out some of the other blogs posted on our site.
Post a Comment