It can be hard to find the right way to generate leads for health insurance, keep a steady flow of quality leads and determine which leads will produce the best results.
You want your marketing dollars to be as efficient and effective as possible. This is why a 4-step strategy for leads generation can help you create a steady, long-term stream of potential customers.
1. Although cold calling is the cheapest way to generate leads, it is the most labor-intensive. Your cold-call target audience should be small businesses, such as contractors, real estate agents, and hair salons. These are the ones who provide health insurance coverage to their employees. This is a great place for referrals and a good way to start a long-term relationship.
Telemarketing lists targeted to specific groups are usually very affordable and pre-filtered against Do-Not-Call lists. This list allows you to narrow down your demographic parameters to include income, zip codes, age ranges and zip codes. You should remember that these people may not be available to answer your calls.
2. Although they are reliable and easy to find, personally generated leads can be very time-consuming. You can connect with prospects through direct mail campaigns, advertising and networking in your local area. They will be interested in your product and are ready to meet you.
3. Referrals are an important part of growing your business. They are reliable and free sources for new prospects. Referring prospects by someone they trust, usually a client of yours, will increase your success rate. To build your referral network, it is important to keep in touch with clients by sending birthday cards, dropping off business cards and mailings.
Quote Request Leads4. Although they are the most expensive lead option, quote request leads often yield the best results as the leads are actively searching for your service. While many are simply comparison shopping, there will be clients who have a greater sense of urgency due to a change of employment or health that has made them need immediate coverage.
There are many options available under the heading of quote request leads
1. Exclusive leads are those that only you can call the client as a health insurance agent. This lead is usually very costly, but it also has the highest success rate since you have less competition to sell your product.
2. Filtered leads are great because you can only buy leads from a specific sales audience. They are highly targeted so you’ll need fewer leads to sell your products. This offsets the higher price.
3. While shared leads can be a good option for a low price, they are often very competitive as you will have to compete against other agents for sales. To beat your competition, you must work quickly once you have received your leads.
4. If the prospect has never been contacted, did not purchase insurance the first time, was unhappy with their plan, or didn’t like it, dated leads can be an affordable option.
5. Agents often view uninsurables as a loss-making opportunity, even though they are extremely cheap. Although a discount plan is not a great way to increase sales, these clients often need help and have a greater sense of urgency, which can lead to multiple sales.
