How to Use Opt-In Marketing to Increase Insurance Leads
Emails are one of the most important ways to build a relationship with consumers.
But as with any relationship, it takes time. You have to build that relationship, nurture it by providing value to the consumer. Most importantly, you want to make sure you have the consumer's permission to send information.
Opt-in marketing is permission marketing. It's asking someone's permission to send them information about your business.
Opt-in marketing usually refers to email marketing because it's how you gain access and permission to someone's email.
You can use opt-in marketing to send emails to your target market and increase insurance leads. Here's a guide on how to boost your business with opt-in marketing
Know Your Market and What They Want
With opt-in marketing, you need to consider how you are going to get the permission of your target market.
For example, if you were to create a guide and the consumers exchange their information and sign up for their guide, you still want to send them a confirmation or another opt-in form to make them aware of what you are going to send them in your emails.
You don't want to seem like a surprise to your email subscribers. They should know that they signed up for your emails. This is why you need to know your target market.
Your business will be able to produce more insurance leads if you know everything about your target market.
How to Identify Your Target Market
One of the ways to identify your target market is to consider their age, where they live, and other demographic information. This is the basic information that can help you create more targeted ads.
More importantly, you should know what problems your target market has. You should know how your business helps them overcome a problem.
When you have email campaigns, and you want your ideal customer to opt-in to them, you need to know about their problems. You need to send your ideal customers with information that they want to receive.
This is why researching their problems and figuring out what they are looking for in a business and content can help you produce more leads.
Make Your Emails Relevant and Strategic
If you want more insurance leads, you need to make sure your emails are not over the top salesy. This means you aren't trying to sell to your consumers every time you send them an email.
You need to build trust with them. You need to show why your insurance business is superior to your competitors. You need to show what makes you authentic.
If you want more insurance leads, you need to make your content relevant and strategic. You should be sending out emails that promote value without trying to sell anything.
Your emails should tell stories about your business and the customers you have helped. When you tell stories, it draws consumers in. They can be entertained by stories that have a point to them.
If you want more leads, you need to make sure your opt-in marketing strategy is about providing relevant content to your target market. You want to give your target market a reason to opt-in to your email campaigns and stories.
Don't Send Spam
A benefit of opt-in marketing is that you don't always end up in spam. You are giving consumers reasons to confirm and they are granting you permission to send them emails.
Consumers will put your emails in spam if they don't remember signing up for your insurance business. They may also put it in spam if it's intrusive and always seems like a sales message.
This is why opt-in marketing is about building a relationship through email. You want to show your consumers that you aren't spamming, but rather you are showing value through your emails.
Segment Your List
After you get a consumer's permission to send them emails, you should consider segmenting your email list.
This is when you divide your email list by interest, by what action they have taken with your emails.
For example, you don't want to send emails to consumers who have already bought insurance. You want to send emails to the right people, based on their behavior and what they need.
The more you separate your list, the more attractive your emails will be to them. The more consumers will opt-in to your marketing strategy because the content is relevant to them.
Create a Lead Magnet
The final strategy to remember with opt-in marketing is to have a powerful selling point.
If you want to gain permission from people to send them emails, you need to have a "wow" factor that is irresistible to them. You need to create a lead magnet that they want to sign up for.
When you consistently provide powerful content in the form of an email or a lead magnet, you'll discover that your target market will always want to opt-in to whatever marketing strategy you have.
Now You Know Everything About Opt-In Marketing
Opt-in marketing is about gaining the trust of your target marketing. It's about permission marketing. When you earn your consumer's trust and they know what to expect with your emails, it can help you produce more insurance leads.
It can also help you build an authentic and trustworthy brand. You'll know more about what your consumers want and how you can help them. You don't ever want to sell to your audience immediately, you want to build that trust, which is what opt-in marketing is all about.
If you want to learn more about leads and converting them into sales, you can contact us here.
How to Use Geographic Location to Find Prospective Clients
When doing market research to find prospective clients, one of the first questions you need to ask yourself is, "where are they?" Geographic location can be one of the most powerful tools that businesses can rely on to find their target audience.
Data on geo-targeted advertising shows a major performance increase for companies, within the most valued metrics, because they used their geographic location to target their audience.
So, rather than shooting in the dark, it's time to gather what information you have, and find clients within your geographic market.
What Is Geo-Targeting?
Geo-targeting starts at the location level. You first need to identify the country, state, or city where your target audience lives and works. From there, you can get more granular, with research into the climate and population of the specific region.
You can use geo-targeting to find your current geographic location, as well as locations that show potential for your business.
Once you have this information, you might start to get some ideas of who your target audience is. But how do you gather the data to find them?
Use the Data You Have
The first step is to use what you have. Look at your current clients or customers. Assemble data based on the points mentioned above. Figure out any trends within this group and make note of them.
Along with current customers, it's important to look at leads. Find those who have expressed interest in your service or product. What do they have in common, and do they overlap with your current clients?
Don't forget to analyze your aged leads. These leads are a bit older, and may have fallen off at some point in the process. However, they are often more cost effective to tap into, and can uncover more targeting opportunities.
They may look different than current leads, but they often represent an untapped audience that's ready to act.
Take a Deeper Look
A powerful tool in prospecting geographic clients is location data. Research shows that utilizing location data can result in a 73% increase in purchase intent.
Smartphone users must approve the use of their location data. With this data in hand, businesses can identify where their target audience is located, shopping, socializing etc.
Paired with other demographics, this can help you narrow your target audience and plan your next moves.
Another way to access prospect and customer data is to reach out to advertising agencies. Many of these agencies do regular market research. Additionally, they may provide audits for businesses using their data analytics.
Using these consultative services allows you to learn more about your target audience, and can provide a starting place for your marketing initiatives.
Find Prospects Based on Data
Now that you've researched your current audience, it's time to start prospecting.
Tap into a community of over one billion people through Facebook ads. Placing ads on Facebook can unlock a multitude of audience insights. Every kind of demographic is available, as well as tools to create audiences that look like your current clients.
With more insight into your audience, consider buying leads that are based on consumer data. Simply specify your target audience, and gain a deeper understanding of who they are and where they're headed.
Consumer data services can give you the whole picture, and provide you with an understanding of your customer's interests, geographic location, demographics etc. This knowledge can affect more than just your marketing efforts, it can be used to shape your entire business.
If you find that your customer is looking for additional products or services, you can have a head start on implementing those to meet their needs.
Customer data can be directly applied to lead generation to streamline the process. Rather than casting a large net, purchase leads that are within your target audience.
Construct a Message for Prospective Clients
It's time to act on your knowledge with a message for your prospective clients. If you've found multiple locations associated with your target audience, you may need to tailor your message to each location.
Location data cannot stand alone when it comes to marketing. Make sure you are combining these insights with other demographics to hone your audience more effectively.
Once you've done that, it's all about testing. Figure out which message works best for each geographic market. Creatively analyze the data to generate new ideas that you haven't tried. Look at the things you didn't know before.
You may have found a new location that your product or service can reach. Now you have to come up with a way to speak to those people directly, rather than everyone as a group. The more personalized the message, the higher likelihood it will lead to action.
Remember that it's not just about finding where your audience is located, you also must identify locations outside your geographic market. Excluding these people will save on cost and resources within your marketing efforts.
Get Started Today
With an in-depth understanding of your geographic location, you're able to better communicate with your current clients, as well as reach prospective clients with accuracy.
Refer back to this guide as you go through the process of growing your business through geographic market research. Now that you know the steps to find your audience, it's the time to act.
To learn more about how to grow your business visit our blog, and contact us today for services to help you increase ROI, and learn more about your geographic market through consumer data and lead generation.
How to Sell Health Insurance During Open Enrollment
What do accountants and health insurance agents have in common every January?
You won't find either one at home.
November to January brings hordes of prospects for health insurance, but how do you get them to stick around?
Don't allow anxiety to overwhelm your results during the busiest time of the year. Make a plan for how to sell health insurance during open enrollment today.
Plan Early, Plan Often
You know that open enrollment won't wait, so why should you? Contact your prospects right now. Policies take time to write, and you want to give yourself the time to trade emails with potential customers.
In a perfect world, you've already been talking to your leads all year. Work hard and be a known-quantity that your customers feel like they can trust. If you wait until the open enrollment deadline approaches, you've waited too long.
It doesn't matter what type of insurance you may have sold in the past - do not wait! The market has only become more competitive since the elimination of the individual mandate. The Affordable Care Act doesn't provide an automatic "must buy" trigger for your customers anymore.
As a result, there are fewer people interested in buying health insurance. You have to act now and create an expansion plan.
Comb through your emails and client lists. Contact everyone to ensure they know what type of healthcare plans you have to offer.
Even if they don't buy from you this year, you've placed clients in your sales pipeline for later.
How to Sell Health Insurance: Keep It Simple
When people buy health insurance, they're activating fight or flight functions in their bodies. When you deal with health, life, and death, it's going to happen. To make matters worse, the complexities of what will or won't be covered makes everyone anxious.
Selling insurance may be a process, but it doesn't have to be a difficult one. Most customers feel tortured by the experience before they reach you. It's your job to make finding the right insurance simple and straightforward.
Health insurance has its own language that can alienate prospects. Explain everything in plain terms that demonstrate transparency.
Find the Real Pain
Your prospect continues to talk to you for a reason. Are you confident that you know why?
Solution selling requires that you know what your customer experiences in the marketplace. Every customer is different, but you can't ignore what they have in common.
Take five minutes to write down the questions your customers ask the most. Do you notice a pattern? What feelings do you think your prospect is going through for each question?
You can group pain points into these four types:
- Financial Pain: your customer needs to reduce their spending, and they're tired of spending too much.
- Process Pain: your customer can't stand any more annoyances getting to the solution they want.
- Support Pain: Your customer didn't receive the support they expected from a previous salesperson or company.
- Productivity Pain: your customer doesn't like wasting their time trying to make a solution work for them.
Ask the Right Questions
Now that you have a list of frequently asked questions, it's time to learn how to use them. Don't allow your previous experience to get in the way of improving how you talk to your prospects.
How does an insurance salesman get the sale by asking questions? Your goal must be to keep the prospect talking.
Start by asking open-ended questions. For example: "What do you want your health insurance to provide for you?"
Imagine that you ask a customer, "Do you want a plan that covers chiropractic?"
What choice do they have but to give you a yes or no answer? Have you expanded or narrowed the subject?
Now, go back to that list you wrote and turn the closed questions into open ones. You'll thank yourself later.
Health Insurance Leads
Wouldn't it be nice if people raised their hands to let you know they want to buy the plans that you offer? There's good news: customers do tell people what they want, but it's not likely that they're talking to an agent.
Competition for healthcare insurance reached an all-time high in 2020. More potential customers want to see what you have, but they have more options than they have the time to understand what's in them.
You don't have to be an experienced insurance salesperson to know that most people don't buy after the first phone call. It's nice when you're the last person they're going to call for the day, but you can't bank on that happening. Active shoppers for health insurance hop from quote to quote like a frog jumping from lily pad to lily pad.
With this level of competition, it's crucial to offer solutions to specific concerns. Customers who want a plan that works for a preferred doctor means you have an opportunity to shine as an insurance rep. If you make yourself into a useful resource for prospects, they will be grateful and return for more help.
It's never been more critical to find a customer first and wow them with your knowledge. If you're not buying health insurance leads, you can guarantee that your competition talked to whoever you see first. Focused representatives across the country find their edge this way.
Don't hesitate to buy leads because you have questions and concerns. Speak to an account manager who answers specific questions about your target demographic. Make a plan, but don't make it during your peak season.
Next Steps
First, you're going to make a plan. Second, you're going to refine the questions you ask and how you ask them. Finally, you're going to buy leads to keep up with the competition.
If you want to know more about how to sell health insurance, there's no better resource than our blog. Bookmark it today or give us a call at 1-888-242-6989 to have an in-depth conversation about how we can help.
How to Grow Your Business Using Sales Leads
If you want to close more of your leads, you need to have better sales leads.
You need to warm up your target market or reevaluate your current market. This is the value of sales leads. They can help you increase your revenue.
But what are leads in sales? How can they help you improve your business strategy?
There's a lot to know about leads in sales, especially when it comes to targeting prospects, the initial stage, to taking them through your sales funnel. The goal to carefully convey why your business or product is the best for your leads.
Some leads aren't ready to buy immediately, while other leads might want to make a purchase right away.
The goal is figuring out a sales strategy that best benefits your leads and helps with business growth. Here's a guide on everything you need to know about leads and how they can help your business.
What Are Leads in Sales?
Leads are people who have signed up and given their information to your business. They are people who are interested in your product or service.
First, you need to identify a target market.
For example, if you were an insurance agent, you would have a specific market that would want to sell insurance. You want a specific market to buy insurance because that insurance would benefit them the most.
This market will eventually become leads when they give you their information. When you have leads, you can warm them up to your business. You can show them your product and how you can help them.
Eventually, as you continue to warm up your leads, you'll prepare to sell something to them. Your leads will be ready to buy because you have built trust with them. You have sent them free information about your business, perhaps shown them testimonials, and done everything you can to help the consumer so they trust you.
That's when a lead becomes a customer. The sale is made.
However, it's important to remember that not every lead will convert into a paying customer. This is why it's important that your sales team has an effective strategy for converting leads.
This is why it's good to have more leads coming through your business. The more leads you have, the more sales you can close.
What Are Some Ways to Produce Leads?
Now that you have a basic understanding of leads, it's important to look at some of the strategies involved that can help you produce leads.
There are a variety of ways that you can produce leads. But it really depends on where your target market is hanging out. You want a strategy that is going to produce the best results at the lowest cost.
Here are some of the best strategies to consider
Organic Content
When you write content on our website, it can help answer questions about your business. It can also help you rank higher on search engines, especially if your content is SEO optimized.
The more SEO optimized content you write on your website, the more likely you'll be able to drive visitors to your website. This can result in more leads for your business.
When you have website visitors who are interested in your content and your service, it will make them want to learn more about your business. This will result in leads and eventually sales.
Social Media
Another way to produce leads is with social media. The more you post pictures and videos of your website, the more you can attract a following on social media.
You'll be able to attract more website visitors which can produce more leads.
When you are active on social media, you are creating brand awareness. You are showing how you can help people with your business.
PPC
The final strategy to consider if you want more leads is with PPC ads. This is an instant way to produce leads.
When you create PPC ads, it appears immediately on top of a Google search. It's the ad that people see when they search for something related to your business.
If you want instant traffic and more leads, PPC can help you achieve that goal while you wait for your organic content to produce traffic.
The Benefit of Buying Sales Leads
If you don't want to wait on your PPC ads or organic content to produce leads, you can always do something that allows you to get leads instantly.
You can always buy sales leads. This is a powerful strategy because you don't have to go through the time and effort of creating a marketing strategy to help you accumulate leads.
You can save yourself months when you buy sales leads. It will help you produce sales from your leads at a faster rate.
Buying sales leads also means you will start generating revenue at a faster rate. When you buy sales leads, you know that they are ready to buy. You don't have to worry about warming them up because these leads are ready to buy immediately.
Now You Know How to Increase Your Revenue in Your Business
If you're wondering, "what are leads in sales? Now you know the answer.
Nearly every business needs a lead if they want to produce sales. However, there's a slow way to produce leads and there's a faster way. While both are effective in giving you revenue, some offer more immediate results.
When you buy sales leads, you are ready to boost your revenue now instead of waiting. However, this doesn't' mean you should ditch your marketing strategy. You can still implement a marketing strategy to produce leads at a slower rate.
If you want to see how we can help your business with Sales Data Pro, you can contact us here.