There is no doubt that healthcare in America changed the moment that the Affordable Care Act was signed into law. You are no longer subject to fines for not having any coverage but it is still too early to predict how all of this is going to impact the healthcare system and what evolution will take place to address the new changes. One thing is for certain, private healthcare plans will still be purchased even if coverage is being offered as part of employment. This means that for private insurers, there will still be a huge population of prospective clients. This article will explore ways of reaching them and providing the coverage they need from a private source.
Healthcare Leads – What They Are
A lead is a prospective client. Generating leads for healthcare insurance is much the same as generating any other type of lead. It requires time spent meeting a lot of different people. And it requires meeting them at times that are convenient for them which can result in very long days of selling insurance products. There are a lot of logistics to consider as to why many people will opt to just stay with their current carrier. They include the transfer of medical files and switching doctors as two main reasons. However, there are ways you can make these issues less of a problem provided you have the skills to sell healthcare insurance. It takes a lot of work but if you genuinely wish to help people with finding the right type of coverage for their needs, you should be successful in this specialized line of work.
Healthcare Leads – How To Get Them
1 – You Can Buy Leads
This is not an unusual practice these days. Buying health insurance leads will produce a fair amount of conversions. As ad tech companies do the marketing and generate the actual leads, most of the footwork has been done for you. All you need to do at this point is make the final contact with the leads that have already indicated an interest in purchasing the product. Depending on where you purchase your leads, you may have the option to take live transfer telephone calls or be matched with an account manager who will assist in creating the strategy required to increase your conversion rate. Do some homework before you choose a lead provider.
2 – Request Referrals
It is an old-school method, but it still works. All you need to do is hand out your business card to family, friends, and existing clients. All of these contacts will do the distribution of your cards for you reaching leads that you may not otherwise have access to through any other means. Even if a lead does not result in a sale, keep reminding your distribution network of contacts to keep making referrals. One way to keep your business cards in circulation is to offer incentives that you will give to a contact should a referral become a new client. Gift cards make an easy incentive for you to carry and distribute when a referral converts on you.
3 – Become A Blogger
Since you are selling healthcare insurance, you will know a fair deal about the topic. One way to reach people without calling on them in person is through the internet. You can use this to your advantage by setting up a website and social media channels where you can write blogs about healthcare insurance. Be sure to include a clear and concise call to action that invites readers to contact you for more information or to purchase healthcare insurance. By using social media, you will be able to reach a younger demographic and be able to provide many new leads with the coverage they may never have considered as an important investment.
4 – Contact Stale Leads
As you go through the process of contacting leads, you should always keep a file of those that do not become clients. They can be added to a list of leads you have not gotten around to contacting. Then when you have enough stale leads collected, spend some time contacting them. Even those that turned you down the first time may have since had a change in their work situation or life that warrants them revisiting the possibility of purchasing private healthcare insurance. Stale leads are always a source of possibilities and not only do they sometimes convert, but there is also the potential for referrals to come from that list you could have otherwise tossed out.
5 – Get Involved
Nothing brings you in contact with community-minded people like getting involved in your hometown. This can take many forms but in general, a good idea is to join a local service club and assist with any non-profit projects they have underway. By getting involved in your community, you become much more than just a healthcare insurance salesperson. You become a caring member of your community. This also introduces you to several new leads and also a network of new referrals. Becoming friends with those who want to make their home a better place to live through community service are also people who take care of the health of their family.
6 – Create Partnerships
Nothing elevates your efforts quite like working in a partnership with a large business or corporation. By making a connection with any big business, it brings you in contact with a large pool of potential leads. But be cautious of the type of business you reach out to in your quest to form partnerships. You will want to do some research on the business first and determine if that business is a good match for referrals to you for your healthcare insurance products. Once you make a few of these connections, you will see a steady flow of referrals and new leads as staff turnover takes place or a seasonal turnover occurs as part of the process.
7 – Explore Freelance Opportunities
Freelancers are all around us. Many are workers who work remotely from home and are working on small contract jobs as opposed to being employees working in a team setting. Freelancers typically do not have healthcare insurance coverage as part of their employment arrangements. You can access these leads by joining freelance organizations and promoting your service within those groups. With COVID-19 continuing to change work habits, you may find a new source of potential leads that may exist for a few more years. Freelancing will be with us for a very long time and presents a very promising pool of leads for your products.
Although the United States provides citizens with healthcare coverage through the Affordable Care Act, there is always going to be a need for private healthcare insurance. With a large pool of potential clients, you just need to find ways to generate leads you can make contact with. The list above includes a handful of easy ways to do this. It takes time and effort to succeed at selling healthcare insurance but the same principles apply to selling anything that the marketplace requires.