Qualified health insurance leads don’t have to be that difficult to generate. However, they indeed take time, and although the initial part of getting a couple won’t be the actual problem but rather the steady influx, you can work it out with the right lead generation strategies.
So, the question that starts here is: What strategies should you use and why?
Well, most people don’t know, but marketing plans take more than one lead generation strategy added to the list. In other words, you need to add more than just a couple.
However, not all of them work great, even when most people recommend them. Sometimes, it can be useless to invest in your paid options when you haven’t worked in the organic ones. This is, of course, an example.
This is why we would recommend going over these strategies to ensure you are marketing qualified leads for your health insurance company.
Before Anything Else, Start with Your Website
The internet is the best medium to find and buy insurance today, so, no, people don’t really visit companies today unless they are required to sign contracts and agreements. You can be sure that most of your leads will come from the internet, as with nearly every other business in today’s world.
If you want to grow your market share and turn leads into clients, your website should be considered your priority since this is where every sales qualified lead will fall. Thus, it should be treated as a business entity with the same value and importance to clients as your physical address.
Website design plays a key role in creating positive experiences for visitors. It should be professional-looking and contain high-quality content.
It is impossible to expect leads to come from anything less than the best. But if you aren’t sure about where to start with your design, it is possible to work with Snapp, Wix, and pages with templates instead of relying on the difficult WordPress for most people.
What is important to remember is that these elements should always be included to guarantee high-quality leads are generated:
- Free online quotes or insurance policy requests.
- Online premium calculators should be accessed for free.
- Make it simple to navigate the header menu and every page on the website.
- Animated transitions to keep visitors interested.
- 24/7 chat, you can use a chatbot for it.
- Proper landing pages (we will get into this later).
- Each webpage contains CTAs (more info below as well).
- It must be easy to fill forms.
Make Sure You Are Listed on Review Platforms (Most of Them)
Agents should not underestimate clients’ curiosity and how they will search for every single detail they can. This is one of the biggest mistakes they can make.
Prospects will review your health insurance business but also many others before deciding to choose, in this case, your health insurance policy.
What does this mean for your company? One bad review or negative testimonial can be enough to drive your prospects to another agent.
Make sure you have your business listed on credible review platforms. Also, ensure that you monitor them for any potential problems.
These review platforms are a good place to start if you don’t know where else to look: Google My Business, Yelp, and Thumbtack.
Today, agents and agencies tend to leave testimonials and reviews on online review sites. But genuine reviews are much more popular than fake ones. Your audience will likely notice it.
Therefore, work in getting actual reviews from your previous clients or workaround actual prospects.
Add Contact Forms to Your Web
One of the best ways to get sales-qualified leads is through contact forms. These forms are simple to make and very profitable, so there’s no reason to skip them.
If your developers can create effective lead generation forms or if you take the time to use the tools provided, the lead generation process of your insurance company will be maximized.
Contact forms allow visitors to provide the following information on a website: Name, email address, and telephone number. This turns them into leads since they show buyer intent and may want to get a health insurance policy when you send a message to their emails.
Visitors can fill out a contact form to get in touch with you via email or telephone. You can keep visitors updated about new product/service additions or send them the latest email newsletter. Sometimes, a quote may be required, and you can just work on a strategy with the info you get.
It doesn’t really matter how you interact with potential clients; it is vital that you keep in touch and always make sure to nurture them.
To maximize the effectiveness of contact forms, they should be placed on every page of your website. This includes your homepage, articles pages, and company information pages.
Every page on your website can generate new clients. Every client you lose can be because the forms aren’t properly placed.
Don’t Forget About CTAs (Calls to Action)
Now it’s time to make sure that your forms and contact information are used.
CTAs (calls-to-action) are a great way to increase conversions on any page of your site and make sure visitors use your forms. They are essential for every website, even when they don’t seem necessary in many cases.
CTAs are the last line of a page that tells visitors what to do after they’ve finished looking at it and invite them to click on an element, which can be your form in this case. A CTA could be created and only have added, “Contact us to get a free quote for your health insurance.” It doesn’t need to be anything too elaborate or specific.
Even though asking people to contact you might seem excessive, it is a great strategy to generate leads.
Without a CTA, you risk losing more customers to your competitors. People don’t know where to go next or how to act.
Keep in mind that CTAs aren’t necessarily for contact forms only. You can add them to invite others to take specific actions like downloading a guide, getting in touch with a specific agent, and so on. Everything depends on what you add to the site.
Use LinkedIn to Find Prospects
LinkedIn is an excellent way to find new clients in this niche since most insurance companies are on the platform and, with them, qualified leads.
It is a social media platform for connecting companies, employees, and employers. You can also discover great prospects along this path. But to utilize this option, you need to make sure you know how to work with the options available.
People will believe that it is worthless if they don’t as they could spend lots of time on it and still get no results. It is a matter of taking it step by step, optimizing your profile and other elements.
If you want to succeed here, you can just follow these tips:
- Make your profile stand out.
Your profile should be unique since you want people to read it and feel like they know you as a person and as a professional. Also, that they know everything they need to about your insurance company and policies, at least briefly.
To optimize other parts, upload the best photo of you as a professional or a logo that adapts properly to the format and size on social media.
A studio can take a professional headshot. You don’t have to hire a graphic designer, at least not in the beginning when it comes to logos or similar designs. You can work with something simple.
Next, create a brief summary. Your professional background and company should be included in it. This is where you can describe who you are and what highlights your career and company.
If you don’t give a brief summary, many people won’t scroll down to view your entire career history, mostly because they don’t have the time for it or are too lazy.
This section should look like a resume. Bullet points should highlight your accomplishments and how you managed each project. Your writing style should not be business-like. Instead, it should be casual and conversational.
Your visitors shouldn’t feel that they are only reading about your professional accomplishments and the insurance opportunities available to them.
- Get involved with groups.
To find groups related to your niche, you can use the group search function on the site. These can help you grow your network and get health insurance leads as people will interact with you and vice versa.
Participating in the discussion and offering thoughtful comments can help you gain trust. This will allow you to establish yourself as an industry expert.
Experts will make professionals feel more confident about referring business to you than those in the same field. It makes them look better if they have someone like you in their network.
- Maintain relationships with your contacts list by staying in touch
LinkedIn will not work if you only reach out to people on your list for leads or referrals. Reach out to your network to request help, congratulate them on recent promotions, and just get to talk with them for a bit. Your objective on the platform isn’t just to sell.
Get Your SEO Right
Search Engine Optimization (SEO) can dramatically increase traffic to your website from search engines. This allows you to target the right audience at each stage of your buying funnel or sales pipeline. And we are confident you have heard and read about it several times by now.
Let’s suppose someone is looking for health insurance. They will always use Google to search for this information. Your goal should be to rank among the top search results so they can click on your site and remember, less than 80% of users go to the second page. No big secret here.
If you are able to rank on the first page, this will increase your online visibility and help you reach high-quality leads.
This requires more than just content; it ensures it is regularly reviewed and optimized.
It is important to pay attention to these elements when you are looking for SEO and want to get the best out of it:
- Keyword research can provide valuable insight into prospects and leads by focusing on niche markets. These keywords will help you rank higher online.
- Insurance agents must include video content into their business models if their goal is to be relevant and grow their books. This requires that you are familiar with the medium.
We Aren’t Forgetting About Social Media
Social media can be used as part of your marketing strategy to increase your agency’s reach, build relationships, and even generate leads. But this will take time to master.
This is a very important topic. We have already mentioned LinkedIn in our previous strategies and suggested creating your account. But this doesn’t mean we don’t consider other social media platforms to be influential.
In fact, we recommend that you create on the platforms that influence your business the most, like Instagram and Twitter, or even utilize Tumblr as old as it feels or seems.
When using your social media accounts, you should consider going over these tips to guarantee you’re getting the best results:
- Be smart when targeting: Determine which social networks are most used by your clients and then concentrate your efforts on those networks.
- Create useful content: Make sure the content is relevant to your followers and potential customers. Stay current with industry news and create or curate content to address them.
- Consistency: Your social media efforts will be more successful if you’re consistent. It’s a good idea for you to post on Facebook, Twitter, and LinkedIn multiple times per week.
- Visualize content: Use rich media like images and videos to increase interaction and interest.
Have conversations with your followers: Create dialogue. Each comment or inquiry posted to your page must be responded to.
You Should Work with Email Marketing
Many insurance companies are surprised to learn that email marketing generates half the sales of any other type of lead generation strategy. Because of this, we need to set the record straight: You are wasting your time if you don’t invest in it.
Email marketing is a must in your lead generation marketing and plan for insurance. It will help you get more leads to your sales team and guarantee you can work with prospects that are actually interested.
However, for your strategy to be effective, you will need convincing CTAs and an intuitive contact form; as we mentioned before, extra attention is needed.
You can also increase your email subscriber base by adding contact forms to your website. You can also increase your subscriber base to help you get a higher conversion rate.
Once you have established your email subscribers lists, optimizing your email marketing strategy is important. Your email list is necessary if you offer multiple policies for health insurance segmenting.
Consider Blogging If You Can Share Value
Blogs are essential for every website and business, including your health insurance company. In fact, there is a lot of content to create in this niche alone, and it will generate many qualified leads.
They work because blogs are a great way to build trust and make your business an authority in your field, raise brand recognition, and grow your network.
However, suppose you will work with this option. In that case, it is essential to follow an editorial calendar if you want to make blogging a successful method of finding leads for plastic surgery.
Although you may only post once or twice per week, frequent posts will keep your blog top of mind. It doesn’t matter if you don’t post as often, but it is important to keep up the pace and don’t disappear for weeks or months.
Once your blog post is live, make sure you share it! You can also cross-post your blog to social media and include links within your monthly newsletter.
It is crucial to understand your audience before you can create great content for your blog so you can choose the correct topics and customize the content properly. Keyword research is necessary to determine whether a topic is saturated as well, just like with your general website.
PPC Is Worth Your Money
Why is PPC so effective in generating leads for health insurance? It all boils down to location and targeting and how people need it much more, with COVID-19 still being a thing (and will be for a while).
PPC allows you to target specific audiences and has high impression chances. It is also important to consider the location of your ad placement.
It is a great way for you to target your practice using highly targeted advertising.
Due to the large number of people who are able to find your website by using generic keywords that won’t convert, it can be difficult for other marketing strategies to generate leads. You can be as specific or as broad as you want and get the leads.
Now, when choosing PPC, you will need to begin with PPC Keyword Targeting, considering everything we’ve said so far.
Keyword targeting doesn’t have to be limited to PPC. To boost your website’s visibility and reach more leads, you can also use targeted keywords in SEO, as we mentioned earlier.
Google should be able to understand your target keyword and will not show your page in search results for unqualified terms.
You won’t waste money on irrelevant search results as long as you have a keyword strategy in place. Lead generation via PPC is a highly effective and efficient way to reach potential leads.
Then, we have PPC location targeting.
Two aspects of PPC location are important to know. The first is the targeting of your ads. To limit which ads are shown to users in a specific area, you can modify your settings.
You can limit the PPC ads you show to only those users in your target area. This will make sure that your site gets less unqualified traffic and focuses more on real prospects.
PPC targeting also includes ads’ placement and display on search engine result pages (SERP).
You can have the best organic page in the world, but even the top spot in the SERPs won’t be as high as the PPC ad.
Pay More Attention to Landing Pages
To ensure that landing pages are included in your SEO, we must discuss them separately and guarantee you work in them properly.
This is one page on your website that is dedicated only to a specific service provided by your company or with an overview of all of them. A landing page should be available for every product or service you offer on your website or depending on how you end up designing it.
This will allow traffic to “land” on them and convert them into qualified leads.
These pages can be used to your advantage and to guarantee you work with them; these are the best ways to get more leads and work on your pages:
- High-quality design.
Landing pages were once purely textual. Today, they can be enhanced with videos or product/service photos. We recommend showing your readers people you have helped with your health insurance.
- Simple and clear form.
What do you get from a health insurance lead which gives you their contact information? What should you do with the information they provide? What information should they give? Clear, concise forms will increase your chances of getting more leads.
- Highlighted advantages.
This should be the main feature of every landing page.
You don’t need to be a professional in design to understand what goes here. You just need to tell your visitors and potential leads what they get with your policies.
So, for prospects to understand why you are worth the investment, highlight all explanations.
The Local Lead Generation Process for Your Health Insurance Business
All right! So, everything is about building properties and generating leads. But how does the process actually take place? Are there other steps I need to know?
The steps I mention below are what students from our local lead generation program follow to generate leads for businesses like yourself. So I’ll help you see what we do. And how if you join our program, you can simply generate leads for your own business (unless you want to start a side hustle and build a laptop lifestyle business).
Essentially, our lead generation can be divided into four steps:
The first is prospecting. You need to take the time to do market research on a niche (industry) and determine how many phone-driven businesses are there.
Keep in mind that this is local research as you need to know how many companies need leads. For example, you may search for “plumbing services Youngstown OH.”
You will find dozens or even hundreds of businesses trying to get themselves in front of the customers by ranking on Map Listings, organic results, and even Ad.
The second step, building. When you find a niche (plumbing, tree services, a software company, real estate…), you will need to start building your digital properties. You don’t need to be an expert in HTML or coding. It can be easy with the right tools.
The third step is now taking time to rank your lead gen website. With the site done, you need to work on SEO strategies and start dominating those Google search results. If you’re new to SEO, it stands for Search Engine Optimization.
To keep it simple, it consists of the entire process of growing a company’s visibility on search engines like Google and generating organic traffic. And remember this, local lead generation is part of the strategies.
Moving on to step four, once you rank the site, you will start getting your ROI and profits. You only need to rent it out to a local business interested in the leads the site generates. You can offer a couple of free leads to their move on with the actual pay per lead.
To review steps 1-4 above, I described it to a normal student who is building a lead gen business to help local service providers generate more calls. But replace the student with you as the business owner. And replace sending the leads to a business to simply siphoning the leads to your personal business.
By the way, fun fact, about 20% of our students in our local lead gen program are actually business owners who went through the program. And they use the skillsets we teach to generate leads for their own business.
An Example of Lead Generation: Home Advisor
You must be thinking, “if lead generation sounds so good so far, how come I haven’t seen any company?” That’s the thing; there are many out there. You just don’t know they are dedicated to it.
HomeAdvisor is one of the best examples you can find on the Internet as it is a top lead generation company that has spent millions building its brand but also earned even more zeros for this same reason.
They started small as everyone else but invested in building their brand awareness to make people who are looking for home services go to their website and find what they need. They are over 75% of people’s first choice when they need those services.
If you don’t get HomeAdvisor that much or need a refresh, users need to submit their information to request a service and get a professional or expert who can provide it.
HomeAdvisor’s job is to share your information, which makes you a lead, with local companies so they can contact you and offer the service you’re requesting. For sharing this lead information, HomeAdvisor gets paid by the companies. This happens for every single lead they send to multiple businesses.
Business owners who don’t have marketing skills or don’t even know how to have any online presence will always rely on those pages to list their services. They will save time and effort, but companies like HomeAdvisor can make them spend lots of money as leads aren’t exclusive (one lead is sent to multiple companies after all).
Using Facebook Ads aka Paid Ad Platforms: Do They Generate Leads?
They DO generate leads. If not, no one would use them.
However, you need to remember two facts:
- Paid ads or platforms can be expensive.
- They don’t generate “natural” leads.
Whenever someone sees or clicks in one of those ads, over 80% of them did it by accident or are trying to close/report it.
Why? Because they aren’t looking for those services. At least not at the moment.
What those ads do instead is interrupt their time on the platforms. Users aren’t there to find companies or businesses unless they are searching for a specific company’s user, and for that, there’s a search bar. This is why it is hard to convert them to actual customers who will show interest in the companies’ services. Also, you’re limited by a budget.
When using lead generation, everything is organic. You aren’t forcing others to pay attention to your business but rather being there when they need you. This is why Google’s organic traffic will always beat paid ads, and the reason companies continue investing in it, which is a lot cheaper as well.
What Is Local SEO?
Don’t worry… I didn’t get it at first either. Following the short explanation, local SEO focuses on scaling businesses’ visibility on search engines. However, this is only for those who serve their communities face-to-face.
What does this mean?
Experts and professionals like painters, plumbers, and dentists (but not only them) offer their services to their local customers. Why? Because they can’t deliver them unless they are located in the same area of their customers.
To make sure those businesses get more leads, you need to rank them locally by claiming the business listing on Google to place them on Map Listings. Local SEO also involves online reviews, citation management, and how you manage your entire online presence in the local area.
If you are going to bet on lead gen, you need to adapt yourself to today’s world: The Internet.
Keep in mind that although traditional channels and methods like billboards, warm calls, and pamphlets still work, they aren’t part of your tools. Whenever someone needs a service, they go to Google and search for it.
“Dentist in Miami” or “plumbing services in Orlando,” etc. And you can keep coming up with services or professionals people need and look for. Thus, you need to make sure you’re using Google to get the companies in front of their clients.
Users will always click on the first search results (those near the top), and many of them will be either Ad links (people paid to place their websites there), Map Listing, and then you get websites. Almost all of them are your goal and where you should always aim to place yourself.
Can My Health Insurance Business Utilize a Local Lead Generation Strategy?
If you want customers, you better know you need it. Following the previous explanation, lead gen is all about placing businesses in front of their customers, choosing them over their competitors.
Put it simply – it’s all about closing deals and having clients for those companies to make money. The main difference with the usual methods companies use for this is how lead generation approaches different channels to get them in the right place of the market to get customers.
Those channels are all focused on the Internet as most people are searching for products but also services across the net. The issue is that the Internet is way too broad, and businesses don’t know how to place themselves. They usually try, but they get one common result: losing money and time.
How Powerful Are Organic Health Insurance Leads from Google?
For companies looking for customers, it’s everything. For you? Pretty much the same. When you build a business with digital properties, you get to make thousands of dollars a month.
This isn’t a “get started today and get rich tomorrow” thing, but it is HIGHLY scalable, and ROI + positive results are guaranteed. Learning a fairly decent and very needed set of skills to create your digital properties and start ranking them on Google is required.
I have invested in several online businesses over the years, and if there’s something uncertain, whether you will get your ROI or not, even more than the actual profit.
However, this business moved my earnings from five figures a year to a month in ONLY passive income while sitting comfortably at home.
On my laptop. Anywhere. Anytime.
You can look at one of the first sites I built back in 2016, and it continues making me over $1.000+ every month. The best part is that I don’t need to touch it or the rest I’ve built over the years, just like this digital property.
What Makes Lead Generation SO Alluring?
Here it goes: you can work from home.
The main issue with regular business opportunities is how much you need to invest in staff, equipment, or rent to have a place to sell your products or offer your services.
We all know the hassles of traditional businesses that involve regular expenses, which are extremely high. Can you afford it? I don’t think so, and even if you can, is it worth it? Now, it isn’t only about the money. You also need to put in a lot of work, and it isn’t only during the first couple of months or years. Usually, it is as long as you continue running it.
You can save yourself those headaches and bone-breaking tasks and expenses with lead gen since it is more about generating leads with digital channels—mainly websites.
Websites can be VERY cheap to build, and with many tools online, you get to do it in a couple of hours instead of days. Any virtual or digital business is scalable and won’t need constant maintenance.
So, let’s summarize this:
- You save money in regular expenses with traditional and most online businesses as what you need is yourself and digital properties (websites).
- You can bet on passive income.
- There’s no need to hire more people to get started.
- You can generate leads in multiple industries, which allows you to work on any niche you want.
How Can I Get Started in the Local Lead Generation Program?
Anyone can start and learn. That’s the beauty of this business model. I knew nothing about SEO, Map Listing, and everything I’ve mentioned so far. It is all about learning the skills, gaining experience, and deciding to take the step.
Remember that this business model will never get old as business owners are always looking for leads. They need to do business and scale their companies. Why not do the same while helping others and still making money?
You can start with this local lead generation course highly recommended for anyone wanting to grow in the business. It is a close training that will take you through each step and make sure you are able to get your ROI, profits and take control of your life.
You will be added to an incredible lead generation family ready to help you 24/7 when asking questions on the group. Anyone is welcome who’s willing to put in the work. Click here to watch the lead gen webinar.