How to Prospect Individual Health Insurance Clients
Finding a steady stream of new prospects for your individual health insurance product will help your sales continue to grow and your earnings continue to rise. Prospecting for individual health insurance clients is not much different from prospecting for clients for life insurance or any other insurance products. There is no trick to marketing success, nor is there a secret formula that will yield constant results. A consistent marketing plan is the only way to maximize the possibility that your prospecting efforts will bring new customers.
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Things You'll Need
- Print ad slick
- Marketing postcard
- HTML ad
- Audio advertisement
- Television commercial
Instructions
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Market to your existing client base. This is perhaps the easiest and least expensive method of acquiring new individual health insurance clients. Every time you speak with an existing client, be sure to mention the fact that your agency now offers individual health insurance products, and ask your client if he knows anyone who could benefit from a discussion or an analysis of his current coverage.
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Post advertisements online. According to Economy Watch, "Web insurance marketing is another good strategy to promote insurance policies." There are countless websites that allow you to post your classified advertisements for free, and many of them permit the use of HTML, which can create much more attractive marketing solicitations. Try to use classified advertisement websites that allow you to restrict the placement of your ads to a specific geographic region.
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Post advertisements in the newspaper. Depending on your available marketing budget, you should consider placing ads in the classified section under the Business or Financial heading, or larger ads in other sections of the newspaper. Although larger ads, especially if you request a full color print, cost significantly more money, many more potential prospects might view your advertisement.
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Hire a telemarketer. A skilled telemarketer can generate a continuous flow of new health insurance leads for you to call. By paying the telemarketer on a performance-only basis, you can help ensure that the leads generated will be of a higher quality.
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Send direct mail postcards. Determine the best geographic region within which to market your individual health insurance product, and send every resident of that area a postcard describing your product and inviting them to call your office for additional material.
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Place advertisements on the radio or on television. Despite the dramatically higher costs for this type of prospecting, the number of potential new clients who might respond to this form of marketing is significantly higher than for any other method.
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Tips & Warnings
For the best success with a direct mail campaign, send multiple postcards to each recipient. This is known as "drip mailing," and it significantly increases the chances of a positive response from your list of recipients.
Most health insurance companies require public advertisements to be approved by their internal compliance department to ensure they comply with state regulations. Placing unapproved ads or commercials can result in significant fines and penalties, including the loss of your insurance license.
