Health Insurance Lead Generation Tips and Tricks
Typically, health insurance lead generation has relied on you getting on the phone and calling everyone in the white pages in your area.
It's often referred to as a 'numbers game', whereby you sit there and call as many people as possible, and a few will eventually bite.
But that old method is inefficient, it's labor-intensive, and many states and countries now have 'do not call' lists. It's a high stress, low productivity way to sell insurance, and most companies suffer from very high consultant turnover because of this one reason. It's not really health insurance lead generation at all, it's hard labor.
The first way to improve this health insurance lead generation situation is to change your positioning - instead of chasing after them, if you can have them coming after you, if it's 'their idea', you now have the power in the relationship. You can diagnose their problems and prescribe a solution. When is the last time you didn't get the medicine your doctor prescribed when you were sick?
Let's say you are writing an ad to generate health insurance leads. It's time to use some emotion, stir up some feelings, make sure they feel that if they don't respond, they could be caught in a very bad situation.
Educate them on what happens to people who find themselves in hospital without insurance, or without enough insurance, or with the wrong type of insurance. Bankruptcy can be a real threat for some. Maybe others can work out some sort of payment plan, with a heavy monthly burden which lasts for years. Remind them of these things, and prescribe the solution - you.
You can't expect people to submit to a presentation based on some kind of 'checkup' or 'insurance audit' (est this health insurance lead generation technique to be sure in your market, but don't expect significant results.
Why? Because it sounds like a thinly disguised sales pitch. And you must sell them, but this won't get you appointments. You have to literally bribe them into seeing you. Offer them free gifts. Coupons. Electronic goods. How much can you afford to spend? It depends on your conversion rate. If you sell 1 out of every 10 prospects, for a commission of $100 on average, then for every 100 presentations you do, you know you are going to make $1000. This means that you have up to $1000 to spend to 'buy' the appointment. If you can offer something of value, obligation free, people will sit through any sales pitch. And many will buy. It's best to find inexpensive products, vouchers, something that looks like it's worth $100 but only costs you $1, $5, $25. If you offer $100 cash, that'll cost you $100.
Now, of these health insurance leads that you generate, most will not buy insurance from you the first time. You will already be painfully aware of that. So you have to make sure you follow up. Use direct mail. Postcards. A phone call. A lead's value drops by 10% for every month you don't contact them. So, after a year without contact, a lead is as cold as a name in the phone book. Strike while the lead is hot, while they're still interested.
Health Insurance Leads
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