How To Sell To A Younger Generation

As we get older, some of us look at the younger generation and say to ourselves, “They think they know it all!” While it’s debatable how much they do know, the reality is that many of them simply don’t know much about the insurance industry. They are at a time in their lives when they might not be giving a lot of thought to insurance, but it’s still very important that they get covered. After all, many of them are just getting out of college and into their first job, and don’t have a lot of extra money, so going without insurance could be disastrous. They might also be getting kicked off their parent’s health insurance plan, so they will need to get their own health insurance plan, but they really have no guidance. This is where you can step in – but in order to sell to the younger generation, you not only have to understand their needs but also show them that you do. How can you do this?

Better Marketing Towards The Younger Generation

megaphone with a magnifying glass, YouTube icon and light bulb coming out of it
Know how to market to Millennials by connecting with them through social media.

What type of marketing have you done to attract Millennials to your agency? For example, are you creating YouTube videos? Do you have a strong social media presence? Remember, Millennials spend a lot more time on their phones and engaged with social media than older generations, so marketing to them through these platforms is the best way to reach them – but it has to be done right. You have to know how to engage with them, not just try to sell to them; after all, they can spot inauthentic marketing schemes a mile away! Many are even able to spot fake reviews, and once they do, that company will lose their trust forever.

Not convinced that you need a good online presence? Studies show that younger generations are twice as likely to purchase insurance online; in fact, 62% of Millennials say that if a brand engages with them on social networks, they are more likely to become a loyal customer. In addition, studies show that 89% of consumers will buy from a brand they follow on social media.

Know How To Process Everything Online

It’s not just that Millennials and young adults want to do their socializing and engaging with content online – they want to do everything online! When it comes to making purchases, some want to avoid human contact as much as possible, and just want the ease of doing things with their phones. It is easier and, let’s be honest, faster. When given the choice, Millennials prefer to shop online for health insurance, with 55% focusing on cost when selecting a plan.

If you want to be successful in selling to the younger generation, you have to stay up-to-date on current technology, which you can do with professional development courses. Know how to compare online instantly, sell online, and process claims online for your clients. Even better, share your screen with them and get them involved in the process, showing them all the quotes you’re getting and what insurance companies you’re working with. They might not feel confident when it comes to the different components of health insurance plans, so using technology to keep them in the loop – and get them quotes instantly – can go a long way.

Know What The Younger Generation Wantspink piggy bank

Millennials are referred to as “Super Savers” because, although they are more educated than older people, they are also in more debt. The majority are trying to pay back their student loans, so they will want a plan that is inexpensive. In addition, they might not be as concerned about which insurance company they can get a plan from as much as older people, and would generally choose to switch plans if it resulted in saving more money. When it comes down to it, the younger generation are all about getting the best plan with the most savings..

Focus On Community

An excellent way to get the attention of Millennials is to get involved with your community. Making a difference is important to many people, especially the idealistic younger generation, and they often want to work with a company that they view as ethical or that they feel has strong core beliefs. Give back to your community any way you can; for example, show your future leads that you care by organizing a local charity or food drive. Or, let each customer know that you will give a small donation to the organization of their choice as a way to thank them for trusting you and working with you.

Looking For Leads?

Benepath offers exclusive ready-to-buy leads. We create ads that are targeted to every age group with keyword-specific landing pages. When someone comes to our site, they enter their information on our form with the intention of speaking to an agent afterwards, so you know that they are ready to speak to you. We do all the work to generate leads for you, and even create a thank you page with your picture and brief bio, so the lead knows who they are about to speak to. And there is no need to compete because all of our leads are sent to you, and only you! For more information, enter your information in the bar on the side of the page, or call 866-368-0377.

How To Effectively Use Video Marketing

Did you know that YouTube is the second most-used search engine in the world? This makes sense: if you’re looking for a quick answer to a question, what better way to get it than by watching an engaging video on the subject? In fact, in a recent survey, nearly 60% of executives said that they prefer watching a video to reading a text. If that’s not enough of a reason to start using video marketing, then consider these stats: only 20% of website visitors read an entire page, but 80% watch videos from start to finish. In addition, your chances of ranking on Google goes up 50 times when a video is incorporated into your website. Now that you know why video marketing is so important, let’s look at how you can use this tool effectively.

red pie chart with 80% and 20% on each piece
Only 20% of website visitors read an entire page, but 80% watch videos from start to finish.

How To Create An Eye-Catching Video

There are many different kinds of videos that you can create, such as “Why work with our agency” videos, customer testimonial videos, videos that answer FAQs, videos that explain types of coverage, or even fun birthday and holiday videos. Before uploading a video, make sure that it is eye-catching, that it will keep the audience engaged, and that it will market your company well. Some tips to consider include:

  • Don’t make your videos too long. Videos under 2 minutes are the most effective, and most people prefer to watch a video that’s only 30 to 90 seconds long. So if you’re creating, for example, a holiday video, keep it short and sweet by choosing an animated format. On the other hand, if you want to make an explainer video with lots of detail, try breaking the information up into smaller segments. It’ll be much easier for your audience to digest the information if they are only given a little bit at a time.
  • Consistency is key. When you are building your company’s brand, you have to be consistent in creating relevant content that helps and entertains your audience. Don’t stray away from your message and start creating irrelevant content, or your audience will get confused as to what you’re selling and what your brand is all about.
  • Be yourself. If you want to engage your audience, get to the point and don’t try to force humor or emotion into your content. Content that feels forced will just make viewers want to skip over your video to find the answer they’re looking for. Simply be yourself and state what you or your insurance agency has to offer. Try recording a non-scripted video so you seem more authentic.
  • Make your video look as professional as possible. You don’t need to have a high-tech camera, you can simply use your iPhone, but make use of editing apps to make your video look as professional as possible. And always film in landscape mode! act now on a yellow diamond sign
  • Add a call to action- Make sure that you give your audience a way to contact you or your agency. You can add a link to your website or phone number where they can reach you.

How to Market Your Videos

Once you feel comfortable with creating videos, it’s time to focus on how to get your videos seen. Try marketing your videos through:

  • SEO linking – When uploading your videos on YouTube, add tags, an appealing thumbnail, and a compelling title and description. Make sure your agency’s name is in the title whenever possible.
  • Email – Include your videos in your email newsletter: when videos are included in emails, click-through rates increase by 200-300% and opt-out rates decline by 75%.
  • Scheduling sites– Use a social media scheduling site to make sure you post videos on a regular basis.
  • Social media– Run a video campaign on Facebook, LinkedIn, Instagram, or Twitter, so that viewers are more likely to share and spread the word about your business and what you have to offer. Keep your video at the top of your Twitter feed so that it doesn’t get lost among your new tweets.

    people with laptops and connecting, forming of a network
    Participate in online communities with the same interests as your business.
  • YouTube– Post your video on YouTube to get it out there, to allow people to share it with others, and to allow them to comment and ask questions.
  • Groups with common interests – Target online communities with the same interests as your business. Participate in conversations or discussions while sharing your video on social media sites such as Facebook or Reddit.

Posting videos is a great way to market yourself and your business. By promoting yourself online you’ll be visible to a wider audience of possible customers. Effective video marketing opens up your business to endless possibilities, and will allow you to stay one step ahead of the game – and your competitors.

The Surprising Yet Effective Marketing Strategy You Never Knew You Needed

If you feel like you’re struggling to bring in new clients, you may need a new marketing strategy. One of the most effective marketing strategies out there might actually surprise you: teaching classes on insurance. Conducting seminars and workshops in your area of expertise will get your name out there, and will help you earn a good reputation and gain the trust of potential clients. This will eventually lead to more invitations to speak – and more opportunities to sell.

a caucasian man writing on a notepad while in front of a laptop

Start with a Plan

If you decide that you want to try your hand at teaching seminars or workshops on insurance, you have to be ready to do a lot of prep work. You need to come up with a plan. Start by considering the basics:

    • Where will you conduct your classes? You can offer your own seminar at a community center, for example. Or you can offer to present to college or continuing education classes. Take into consideration how many people you want to attend your classes.
    • How will you conduct your classes? Take the time to fully prepare. Have a clear idea of what subject(s) you will teach and create a lesson plan. Focus on the types of insurance that will be of most interest to your attendees, and include all the industry terms and keywords – as well as “insider tips” for savings, which will help you create demand for your services!

 

  • How will you make people want to attend? Offering workshops is no good if no one shows up! Consider offering promotions to bring people in the door.

 

Offer A Free Class

full class at a university
Once you offer a free educational class, people will want to keep coming back for more.

If you don’t want to create a series of paid workshops, then consider offering a free class explaining the ins and outs of insurance. Anything free is always a hit, and you may find yourself bringing in some potential new clients. You can offer an evening of free health insurance advice, or a session on becoming a sales agent. Once you offer a free educational class, people will want to keep coming back for more, and will ask you to help them get insurance at the best value, or refer you to others. Either way, it is a good way to get your name out there.

No Such Thing As Too Much

Do not be afraid that you’re giving away too much about the insurance industry in your classes. You may feel like once you’ve answered all of your attendees’ questions about insurance, they will no longer need your services. But that’s the wrong way to look at it. The more you teach them about insurance, and the more they understand how intricate it is, the more they will value the advice of an expert – you! By displaying your knowledge, you will gain the trust of those you are teaching; they will look up to you and want to work with you. Just like that you will get more clients who need advice and help getting a valuable health, group or commercial insurance plan.

two people's hands shaking with suits on their arms

Networking

When presenting these seminars or workshops, you will also be able to network with people in other lines of work. Remember, the people attending your classes may be professionals, and you may be able to form mutually beneficial business relationships with them. They can refer you to others in their field, and you can return the favor by referring your clients to them. This is just another way that you will be building relationships and getting your name out there with one of the most effective marketing strategies around.

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