Insurance brokers know that health insurance coverage is the key to health and financial stability. Unfortunately, business owners don’t always see it that way. They need your help to understand why they should invest in a health insurance policy.
Insurance in general is not the easiest thing in the world to sell because it’s not a tangible product. It’s even trickier when you’re selling group health insurance. You have to convince an entire organization to buy what you’re offering.
Group insurance health plans cover a group of members. Typically, this includes company employees or members of an organization. Because the insurer’s risk is spread across a group of policyholders, members usually receive insurance at a reduced cost. These plans usually need at least 70 percent participation in the plan to be valid.
It’s your job to make the connection between financial stability and health so that prospects will realize the importance of insurance
How to Sell More Group Insurance Policies from LinkedIn
If you’re still not using social media to help you sell more insurance, you’re definitely missing out. And if you’re not taking advantage of LinkedIn as a source of high quality leads, you need to get started right now.
LinkedIn is more than just a job hunting and recruitment site. It is the biggest professional platform in the world. In fact, it has over 766 million users and counting. Over 171 million of these users are from the US.
Focusing your social media outreach on LinkedIn is a smart move for insurance brokers—and later on we’ll discuss more about why.
But LinkedIn serves a lot of different functions that can help you reach more organizations. You can optimize your profile and attract more visitors. This will allow you to engage with a wider audience. You can also drive traffic to your website by using content marketing. Or you can increase your online visibility by using search engine optimization.
In addition to these strategies, you can also use LinkedIn for cold outreach. LinkedIn outreach is an effective way to introduce your health insurance company to your target audience directly.
HR & Benefit-Related Employees are on LinkedIn
LinkedIn outreach gives you a ton of opportunities to connect with potential customers. Part of what makes LinkedIn the perfect platform for insurance agencies is the fact that your target audience is spending their time here.
Compared to other social media, LinkedIn has the most number of professionals. A significant amount is working in the HR department. That’s because LinkedIn is specifically designed for building professional and business relationships. So if you want to connect with the people who will decide on your group health insurance policies, this is the channel to do it.
From small business owners to large enterprises, this is where they are all hanging out.
Not only are LinkedIn users full of HR and benefit-related employees, they are also the ones who are most likely to be able to afford health insurance.
The average income of LinkedIn users is higher compared to other social platforms like Facebook, Twitter, and Instagram. The average LinkedIn user earns around $46,644 per year.
90 million LinkedIn users are senior-level influencers, while 63 million are in decision-making positions. Not to mention there are 10 million C-level executives on LinkedIn.
How to Build a Prospect List of HR Companies that Offer Employee Benefits
If you want to build a prospect list of HR companies that you could potentially sell group health insurance to, you’re going to need a good CRM. A CRM or customer relationship management tool will help you keep track of all your prospects’ information so you could stay organized no matter how many leads you find. An example of this is HubSpot.
And since we’re on the topic of CRMs and LinkedIn, we should talk about the best LinkedIn automation tool that can help you build your prospect list with ease. Kennected not only integrates with HubSpot, but also lets you reach out to hundreds of companies on LinkedIn—all on autopilot.
Kennected lets you build sequences that allow you to identify your target audience—in this case, HR companies and other organizations that need health insurance—and then send them a connection request. Just narrow down your prospects using LinkedIn’s filters, copy the search result URL into Kennected and get started on your outreach. It’s that simple.
Kennected will send personalized messages and follow-ups to your leads automatically, but not in bulk, as if you were sending them yourself. It only automates what you can normally do on your own. But since your outreach is now automated, you now have free time to do more important things like run your business and sell more insurance. This is the safest LinkedIn automation tool out there.
Once a lead responds, you get all their publicly-available information right in your Kennected dashboard. This makes it easier to build prospect lists, email lists, SMS lists, etc. You can get their email and their phone number in a snap.
And you don’t need to go back and forth between Kennected and LinkedIn to get the job done. You can do your outreach right from your Kennected dashboard.
Start Reaching Out to HR Execs with a Value-Added Prospecting Sequence
Your LinkedIn outreach doesn’t have to be done manually. We all know that is tedious and time-consuming. Automating with Kennected will help you focus on selling group health insurance policies.
We encourage you to personalize your outreach so that prospects are more likely to respond—and Kennected lets you do exactly that. But you can also use our templates that are just as effective.
When selling this type of insurance policy, it pays to understand the difference between large businesses and smaller ones. Your approach to marketing your policies should be based on who you are talking to. This will help you give more value to them, and therefore have a higher shot at conversion.
Larger companies need health maintenance because they need it to stay productive. They need their employees to be healthy and happy so they can do their part within the organization.
But large businesses may also be convinced to get group health insurance because their reputation is at stake. When consumers know that a brand is taking care of its employees, their sales go up. Health insurance gives them these brownie points. They may also want to secure health insurance to attract and retain more employees.
As for smaller businesses, employee retention and productivity is even more critical. Because there are fewer people to keep the business running, sickness can really cripple their operation. Convincing them to buy health insurance policies is all about reminding them that prevention is better than the cure.
With that in mind, you can make the most out of your LinkedIn outreach efforts. Use Kennected to enjoy smart prospecting on autopilot and sell more group health insurance. Book a demo with Kennected today to learn more!