If you’re an insurance agent specializing in Medicare, how’s your marketing plan working out for you? Are you spending a great deal of time trying to generate and convert Medicare leads? Or have you made your life easier by automating most of your digital marketing efforts? Are you happy with the strategy you have in place now, or does it need to be stronger?
Sometimes marketing plans are just too scrawny to really pull their weight. If you’re not enjoying the results you expected, maybe it’s time to beef up your strategy. The following methods can be employed together to create a comprehensive online marketing plan for a health insurance agent.
Get Yourself a Medicare Authority Website
Such an enormous, complex government program as Medicare can be expected to cause confusion for many! As people in their sixties prepare for retirement, they begin to ask pressing questions. But it doesn’t end there; even many years into using the Medicare system, many still feel overwhelmed by all of the options.
Those questions provide you the perfect “in” with this demographic. Build a comprehensive Medicare website that covers Medicare from every angle, and you will become the go-to resource for your target demographic. You can pull in traffic from searches, and then optimize your site to turn those visitors into leads (more on that in a bit).
Publish Ongoing Educational Content
Using a blog, post regular content to update your readers on issues that concern them. These updates will keep them returning to your website again and again. They also serve to educate your leads, so that you can nurture them into sales. By the time you get on the phone with them, many will already be well informed and ready to make a decision.
Build a Medicare Lead Generating Offer Into Your Site
Grabbing your share of website traffic is only the first step toward generating leads. Unless you act quickly, many of those visitors will leave your site and disappear. But if you can capture their contact information, the ball is now in your court.
We do this by creating a tempting Medicare lead generation offer that appeals to your demographic. Visitors can access it for free, after filling out a simple contact form. Most are happy to pay this “price”, and now you have the power to follow up with them in the future.
Embed Video Into Your Website and Lead Generation Strategies
Just as students in a school learn in different ways, your website visitors prefer different types of content delivery. Some are happy with blogs, but video is growing in popularity. Video grabs attention in a way that simple text cannot,and it can feel much more personal and engaging. So if you’re building a website, presenting some content in video format can help you attract more attention and more leads.
Send Monthly Email Newsletters
With your website, you rely upon internet users and current clients/prospects to visit. However, email allows you to reach out directly and personally to each and every lead and keep in contact with existing clients.
Create an email newsletter to share tips and updates that will concern your target audience and they will trust you for accurate, helpful information. Your regular email subscribers will come to rely upon your newsletters to help guide their decisions and view you as the friendly resource.
Who do you think they’ll call when they have questions about Medicare? You!
Build a Medicare Sales Funnel
It can be helpful to view the sales process as a funnel. At the top of the funnel, where it is widest, your efforts pull in as many prospective leads as possible. But each lead needs time to ask questions, become educated, and start to narrow their options. If they don’t know you or have recently just met you, they’ll need time to develop trust and rapport with you. Your job is to guide them through this process, so that they are ready to make a decision (and help you make a sale) when they reach the bottom of your Medicare sales funnel.
An automated email drip campaign is designed to accomplish this exact task passively and with little effort from you (after it is built). You craft a series of messages specifically geared toward nurturing leads down the funnel and schedule them to be delivered, or “drip”, at regular intervals. You’ll need specific software that allows you to do this, but the cost is minimal if you create it yourself. You can also outsource this work to firms such as The Digital Advisor who can create it all for you while you focus on growing your business.
Improve Your Social Media Presence
These days, even the Medicare crowd spends considerable amounts of time on social media. They use it to keep up with children and grandchildren, learn about events in their communities, and discover news and information that is relevant to them. If you’re not on social media, you’re missing an enormous opportunity! Your target audience is already there and ready to learn from you.
Build a social media profile, and then post links to your blog articles, infographics, videos, and other content related to health insurance and Medicare. Your followers get to know you this way, and you become a household name.
Running a simple Facebook ad campaign can drive traffic to your lead generation offer or website and help you boost your results.
The end result is a marketing strategy in which each part complements the others. All good ideas on their own, when used together this comprehensive campaign really beefs up your lead generation – and your sales results.
If you’re ready to put your marketing plan on steroids, give us a call to learn more about how we have fine tuned each step of this process with our Medicare Marketing 24/7 program!
