Selling health insurance is not an easy job. You’re selling a product that most people don’t understand, and you’re trying to convince them to pay for something intangible. On top of that, health insurance is also expensive.
Deep down, your prospects do know that they need health insurance—but it’s your job to convince them to actually sign up for it.
Somehow you’re getting the job done. But you want to do more: you want to sell more health insurance for your brokerage. You want to help more people. You want to reach your next career milestone.
Whatever your goal is, there are ways to increase your sales. Today we will be talking about all of the different strategies you can implement to find more leads, sell more insurance, and reach your goals.
How to Increase Your Health Insurance Book of Business
People don’t understand health insurance as a product—so stop marketing it as such. Start selling solutions, instead of selling products.
When it comes to selling health insurance, it is better to focus on how having one can change your prospect’s life. You need them to stop worrying about how much they have to pay and start focusing on why they need to invest in their own health.
Taking the time to learn about insurance is pure torture for a lot of people. That’s why you need to be able to explain it to them effectively. The more information you can provide about what they’re signing up for, the less anxious they will be to invest in it.
Deliver Amazing Customer Touches
No matter who you are working with, you always have to provide consistent customer service. You may have a fantastic product—in the form of an amazing insurance plan—but if your customer service is unreliable, you will lose customers over it.
Remember that one of your objectives is to earn people’s trust. If people start talking about how terrible your customer service is, you’ll struggle to find new prospects.
When it comes to customer service for health insurance agencies, it’s always a good idea to add a personal touch. Personalize your service, the same way you may provide an insurance plan that’s based on your prospect’s needs. This means you can’t just treat them like another paying customer. You have to develop that relationship and engage with them on a human level.
Adopt a CRM to Keep in Touch with them
Speaking of developing relationships, a CRM will help you manage all your customer relationships. A CRM or Customer Relationship Management system is designed to help you manage customer data. This is extremely helpful when you’re working with a ton of different clients. As your agency grows, it becomes more and more difficult to keep track of all their information.
A CRM will let you stay organized by keeping all your customer data in one place. This will allow you to stay on top of things like birthdays and anniversaries—which will also help you maintain a good relationship with them. Strong customer relationships will build up your agency’s reputation as a trustworthy source of health insurance. You can reap these rewards in the future.
Go for a reliable CRM like HubSpot so you can get actionable insights and other handy features like social media integration.
Ask for Referrals
If you’re providing topnotch customer service, don’t be shy to ask for a referral. If your clients are satisfied with your services, they will be more than happy to give it to you. You might be surprised how willing your customers are to share the names of others when they are happy with the service you provide.
Your cycle will be: looking for high quality leads, building a relationship, converting them, and then getting referrals for similar leads. Chances are your clients belong in circles that would appreciate your health insurance in the same way.
Word of mouth marketing is a powerful source of high quality leads. So if you think you’ve built up a solid foundation with your clients, don’t be afraid to ask for that referral. You deserve it.
Try Something New
Focused on individual sales? Why not expand into Small Group Health Insurance? There are a lot of small businesses out there for you to reach. These are organizations with fewer than 100 employees. And surprisingly, they take up the largest share of business employment.
If you’re only focused on Small Group Health Insurance, you can do it the other way around and try individual health insurance. Expand your horizons and increase your sales. Maybe even go for Large Group Health Insurance.
Join In-Person & Virtual Meet-Up Organizations
Selling health insurance means you have to meet a lot of different people. They may or may not buy insurance from you, but you’ll never know unless you meet them firsthand.
The good news is that meetings don’t always have to be in-person. Virtual meet-ups are now easier than ever thanks to new apps and technology. But where do you find new people to meet-up with?
You can find a lot of in-person and virtual meet-up organizations online that you can join. Establish yourself as an authority figure in health insurance, introduce yourself, and start setting up meetings.
You don’t even have to set up meetings yourself. You can attend meet-ups organized by others for the sole purpose of meeting new people. Just be respectful, and don’t be selling 100 percent of the time. Remember to develop human connections first.
Post Content around the Niche
On the topic of becoming an “authority figure in health insurance”, placing yourself as a thought leader in your industry is very important. There are a lot of agencies out there—why should they buy health insurance from you?
Posting content will help you create that reputation of being the industry expert. Content marketing is all about giving value to your audience without selling to them. You give them information. You answer questions that they have about health insurance. By telling them what they need to know, you earn their trust. It then becomes easier to engage with them and convert them.
But for content marketing to be effective, you need to do it consistently. You have to post high quality content about your niche regularly. This will allow you to stand out in the sea of content.
Remember that your competition is doing the same thing: so make sure your content is better. Don’t forget to add relevant keywords when writing articles and using hashtags. This will help people find your content online. Content marketing, when done properly, can help you find high quality leads.
Hire a Sales Assistant to Free You Up to Sell More
A sales assistant works directly with customers to give them exactly what they need during that given period of time. With a sales assistant, you can free up more of your time, so you can get more things done and sell more.
While your sales assistant works on the little details, you can work on finding more leads and converting them.
LinkedIn is the best place to find a reliable sales assistant for your health insurance agency. LinkedIn is the biggest platform for professionals online, with over 760 million users around the world. You can definitely find a sales assistant here.
Why LinkedIn is a Gold Mine for Health Insurance Leads
But LinkedIn is not just for jobseekers and recruiters anymore. It is also for B2B marketers and entrepreneurs. In fact, this social networking platform is an excellent source of health insurance leads.
What sets LinkedIn apart from other social media is that it focuses on building professional and business relationships. LinkedIn users are always looking for ways to boost their career and look for new opportunities. This means they are more open to things like your health insurance pitch.
Not to mention that LinkedIn users have a higher average income compared to users from other social media—probably because everyone on LinkedIn is a working professional. So if anyone could afford health insurance, it’s your average LinkedIn user.
LinkedIn is a good place for building relationships with leads and clients. It also lends itself to content marketing. It is the best social media for health insurance agencies.
How to Use Kennected for LinkedIn Automated Outreach to Sell More Health Insurance
Another benefit of LinkedIn is that it can be automated. Kennected is the safest, most effective LinkedIn automation tool out there. It will bring you a stream of leads, connections, and meetings on autopilot without putting your LinkedIn account at risk.
That’s because Kennected lets you schedule and send personalized messages and follow-ups to your target audience. This means you can reach out to more health insurance leads while keeping your acceptance and reply rates high. People are more likely to respond to a personalized message rather than a spammy message that’s been copied and pasted elsewhere.
Imagine being able to send a personalized message to everyone in your town that has a LinkedIn account. That’s the power of Kennected.
Once they connect with you on LinkedIn, you have their email, phone number, and other contact information—all inside of your Kennected dashboard. You can even set up multiple sequences and target different demographics at the same time.
Kennected sends your messages automatically, but not in bulk—as if you were sending them yourself. Just copy and paste the URL of your LinkedIn search results and paste it onto Kennected to message your target audience automatically.
Book a demo with Kennected today to learn more about using automation for your health insurance agency or brokerage!