Facebook Marketing Do’s & Don’ts

Social media is a great tool for expanding your business, because it reaches such a large audience. Most people are on their phones for much of the day, and they often find themselves scrolling through Facebook. As they do, ads will pop up for products they might be interested in, or their friends might suggest a business or product. There’s a reason that so many businesses market themselves on Facebook: it remains the most popular social media network. With some smart Facebook marketing tactics, you can get your business noticed on the platform; but if you want to grow your business successfully through Facebook, you need to know what to do and what not to do.

Do:

green circle with a white checkmark in the middle

Create a Page, Not a Profile

When you begin to promote your business, it might seem like the easiest thing to do is to post on your personal Facebook profile. But you will look more professional if you have a Facebook page for your business.

Share Engaging Content Consistently

a white poster beinh held up with a concept map of social media
Share your content often and optimize the posts by using hashtags.

People will follow you and take the time to look at your posts if they are engaging and interesting. Don’t just post text-based content; instead, take things a step further with visual content such as live video, photos, and GIFs. People love GIFs! The key is entertaining your audience as well as catching their eye. Don’t just constantly post about your business and what you can do for them; post relatable information, have them engage in polls, and share relevant news stories. Try to post between 12 pm and 3 pm on weekdays and between 12 pm and 1 pm on weekends, and use scheduling software to help manage your posts.

Optimize Your Posts

Sharing engaging content is the first step, but the next is to optimize your posts. How do you do this? By using hashtags and tagging other pages. Don’t overdo it with the tags, use about 1-2 per post and no more than that, or you risk compromising engagement levels. In addition, limit your posts to 50 characters or less to grab the attention of your audience, and include a clear call to action like asking them to “share” the information with others.

Respond To Comments

One of the most important things you can do when Facebook marketing is engage with your audience when they comment or have questions or concerns. Respond as soon as you can to comments and questions, especially if they are complaints. You should generally aim to respond within the hour of the comment or complaint being posted; if you do not, you risk losing that customer or prospect to your competitor!

Don’t:red letter X in a red circle

Just Promote Your Business

As we mentioned earlier, you should be posting about more than just your business and how great you are. The purpose of Facebook marketing is to promote your business, but the best way to do this is by building relationships with people. You cannot do this if all you do is constantly promote your business. Aim for 5 informational posts, 3 original content posts, and 2 fun posts per week.

Ignore The Negatives

the word click in a red rectangle with a hook in it and hands going towards the red button
Never use clickbait or you will lose your customer’s trust.

One of the biggest mistakes you can make is to ignore all those pesky and annoying comments people make on your post. If someone decides that they are unhappy with your business and then voice their opinion about it, address it! Do not ignore it or it will hurt your reputation. Nobody likes to be ignored, and by ignoring the negatives, people will think that you lack in customer service. Respond to the comment and then send them a private message to further talk about the issue and find out how you can help.

Use Clickbait, Ever

Everyone hates receiving spam emails, texts, and spammy content. Posting clickbait content is a sure way to lose your customers’ trust and their business. Focus on authentic content that is not misleading. After all, you want to get more traffic to your page, not the other way round.

How To Get More Revenue With Drip Emails

Drip emails. These can bring in a lot of revenue for your business. It will help you attract the right subscribers, keep them engaged, and get them to commit to your call to action. These emails offer businesses a new way to communicate with customers, which can lead to more revenue. However, there is a method to being successful with these kinds of emails. It has to be all about relevance and timing. Go about it all wrong, and you will lose customers, and a sale.

What Are Drip Emails?

laptop opened with an opened envelope on it with many unopened envelopes floating out
Drip emails is a marketing strategy. They offer businesses a new way to communicate with customers, which can lead to more revenue.

Drip emails is a marketing strategy. It consists of multiple emails sent out at a specific date and time in order to draw in clients. The emails go to customers after they have visited your site, and sign up for an email list through a form. The emails are usually pre-written, and sent in order to motivate customers to talk with you, and eventually close a sale with them. Consider them baby steps into building a relationship with your customer.

The reason they are called drip emails, are because they are sent out at different times to subscribers to update them on helpful information, products, and notifications over time. These emails should use timing and behavioral triggers to send automated messages.

For example, when you are into a certain product, you generally sign up for their email subscriptions. This way you get to learn all the promotions, new product information, sales, etc. The continuous emails are considered drip emails.

Benefits

Drip campaigns are a great way to consistently grow with time-consuming, demanding or delicate tasks. It will lead to more revenue by luring customers. Not only are you educating your leads, but you are promoting your product, while rewarding them.

picture of graph with bars going up over time with a red marker line above it drawn by a hand with a marker.
Drip emails produce a 119% increase in click rate!

The more you personalize your email, then the more your customers will feel a connection, and more likely to work with you.

More Engagement

Drip campaigns bring in more revenue because it raises engagement with customers. 119% increase in click rate! With these kinds of emails, you will engage more with your customers without having to meet with them. You stay connected with them and it doesnt need your constant attention. These emails should be monitored and tested by marketing teammates, but do not need much creating and sending.

More conversation is created with drip emails. You keep an ongoing conversation between you and your subscribers. You slowly build a relationship with the person, while promoting your brand and product.

How To Create Successful Drip Emails

There are a number of different drip email types. There are the welcoming emails, the onboarding emails which tries to convert free trial customers with nurture.Re-engagement emails tried to pull inactive prospects back into working with your company again, and confirmation emails telling a person their order is complete and thanking them for using your services.

In order to create successful campaigns that will keep your client engaged, you must:

  • Consider the customer– Approach is everything. If the customer is new and inquiring about your business, then a lot of nurturing and relationship building is important. Focus on the customer’s needs and adjust your emails accordingly.
  • Space Out!– Spacing out your emails are important. You do not want to fire emails back to back, and you also don’t want to space them out too far that the customer loses interest. Be consistent and stick to no more than one a day.

    different social media apps on a cellphone screen.
    Try to lead your customers to other channels you have, like social media.
  • Write quality over quantity– Write valuable content to your customers that are short and to the point at first. Get personal and avoid marketing language. Set deadlines and exclusive deals and write compelling messages.
  • Connect Channels– In your emails, make sure to try to lead your customers to other channels you have. For example, if your company is on social media, add in your email “follow us on Facebook!”
  • Test Your Campaigns– Sometimes things will not work. Automated emails should be tended to and you should always reevaluate and adjust to perfect them.

How to Sell Health Insurance to 26 Year Olds

When it comes to selling health insurance, there is a niche, often overlooked group that requires a different approach than your average 30-year-old looking to purchase a family plan – the 26 year-olds.

The reason selling insurance to this age group should be handled differently is because, similar to any specified target customer, the needs and wants someone is their mid-20s has are unique. They’re purchasing insurance for themselves for the first time, most likely because the lifespan on their parents’ plans has come to an end.

To help you take on this group, we’ve compiled three key tips to provide agents with some insight on the purchasing behaviors to keep an eye out for when encountering a young adult:

Flexibility

Perhaps one of the primary behaviors of a young adult is a “no-commitment” mentality. Many of these individuals, if single, are not looking to sign off on anything that is permanent. Just look at the recent stats from the U.S. Census Bureau – the average age of first marriage for women in 2017 was 27.4 years. For men, it’s slightly older at 29.5 years. At 26, it would be fair to anticipate that flexibility is appealing.

Unlike long-term plans, short term health insurance provides fast, flexible insurance with many benefits. These plans can be extended up to 3 years, and you can pick your deductible amount from many options. You are also able to drop coverage without a penalty if you want to change to a long term insurance option. Premiums are lower than ACA health insurance plans, and you get coverage as soon as a day after applying. We’d recommend, in addition to providing information on long-term plans, you emphasize flexible short-plans if a 26-year-old sounds hesitant to commit to a purchase.

Partnership

Key trait of the 26 year-olds: they’re online. Shopping, of any essence, is typically done via computer, phone, table, iPod, etc. This generation is used to one-click Amazon Prime purchases. As the professional agent, it’s your job to make insurance shopping the same.

Comparison shopping, which any experienced shopper is familiar with, takes up a significant amount of valuable time. Being the insurance agent, you become the one-stop Amazon Prime Insurance stop. By offering your guidance and comparison of plans – you’re doing the difficult work for them. Prove your expertise by doing proper research to give them a well-rounded analysis of plans, prices, premiums, and more.

In this customer scenario, you are, above all, their teammate. Help them to decide on their preferences. Preferences that a first time shopper does not even know they have. If you can help the average young adult find a quality plan that checks off their boxes, you’ve done your job. Remember: you are there to inform and support them in their selection, regardless of what it may be.

The Overall Price of the Plan

If an individual is a 20-something, as mentioned, they are more likely to be single and childless – but that doesn’t mean they will stay that way. Life events are approaching. Marriage, children, mortgages, retirement plans, etc.

Short term plans are certainly cost friendly. However, the downside of waiting to buy a long-term plan is that they might face higher premiums. Emphasize this to your customer; good deals are attractive to a young professional transitioning into “adult” mode.

Keep in mind that health insurance will not be the only major purchase a 26 year-old be thinking about. These life events are cost sensitive, so for a mid-twenties individual who may be in the early stages of a career, it is not far off to assume the plan should fit a specific budget. Be prepared to provide quality plans at a low cost, especially if the customer sounds concerned about a serious purchase such as this.

You’re The Pro

When establishing rapport with a 26 year-old, you must take into consideration the amount of money they are willing to pay, the coverage they are looking for, the premiums offered, and the term length of the plan. If the individual does not have an opinion on any of these answers, be sure to guide them with explanations.

While you are doing your best to sell a plan, your primary approach should be to educate the customer. You are the professional. Create a culture of Q&A between yourself and your client. If you do this successfully, you will establish yourself as an expert in what you do. Your clients will take notice and refer you to more potential clients, and you will quickly become the go-to for guidance in your network of customers. If you put building trust within your community first – the sales will follow close behind you.

The Difference Between AEP and OEP

Medicare Supplement, Medicare Advantage, Medigap, Open Enrollment, Annual Enrollment. There are so many buzz words associated with Medicare insurance sales that it is often difficult to differentiate what it all means. One of the most confusing things to understand as an agent, let alone as a consumer, is what the difference between AEP and OEP is.

We are quickly approaching Annual Enrollment Period (AEP) for Medicare Advantage plans, not to be confused with Open Enrollment Period (OEP) that is correlated with Medicare Supplement plans. AEP is an 8 week period from October 15th through December 7th where consumers can sign up for Medicare Part D and/or Medicare Advantage plans.

OEP and Medicare Supplement plans (aka Medigap) is a little more complicated than AEP. OEP is a six month period from the beginning of a consumer’s Part B effective date. This is when a consumer can receive coverage without any health questions being asked. There are a few circumstances that would begin an OEP including:

  • -Particular circumstances for someone on disability before their 65th birthday
  • -An individual’s 65th birthday
  • -Retirement and therefore loss of current group health plan after the age of 65

Once an individual has timed out of the six month period, they forfeit the opportunity to buy a Medicare Supplement plan without any medical questions being asked. A consumer can sign up for a Medicare Supplement plan after that six month period, but they will be subject to health questions that could disqualify them for coverage by some insurance companies.

This graphic from boomerbenefits.com easily explains the differences we have explained above. We recommend using this to help engage and explain the difference with your clients searching for information on their Medicare options.

Medicare insurance is an incredible investment for new agents or agents looking to expand their product portfolio, but it is exactly that; an investment.

Through our research and discoveries with our long term clients, we have found that Medicare consumers are likely to remain on an agent’s books for upwards of 8 years. Though forming a client book will happen over time, lead services are a great way to guide consumers your way over a local competitor. While the marketing costs may be higher than referrals, the volume of potential clients is immediate, and the return over that consumer lifecycle pays for itself.

When you are ready to increase your typical Medicare Supplement volume with exclusive leads, give us a call, because together we succeed!

The True Value of an Insurance Lead

As and agent, your bottom line is one of the most important performance indicators to your business, but are you considering all the factors?

In the lead business, we often hear a lot about agents return on investment (ROI) or their cost per acquisition (CPA). Though our communications, we discovered something that most agents don’t realize when it comes to calculating ROI; the need to measure renewals.

As part of ROI, initial commission is often not the only commission is you will receive from that lead. Granted, not every consumer will resign come the following year, but a considerable number will. The question is, how can you maximize the value of a lead on a more consistent basis?

Our recent survey has highlighted a potential answer to this question: Selling multiple products. 80.8% of agents sell multiple products as part of their business, and most of those agents are 8+ years in the business! By selling multiple products, you offer your clients the possibility to be a one stop shop for their insurance needs.

By doing this as part of your business, every lead’s value increases significantly as they go from initially needing health insurance to needing life insurance down the road, or needing medicare insurance but wants to add final expense a few years later.

Longevity and renewals are all in the name of the game when it comes to selling insurance, and the leads are not just worth their initial value, they hold value for years. Think about that next time you are calculating the value of a lead.

Medicare Leads That Sound Good Versus Those That Are Actually Good

Real-time Medicare supplement leads are a goldmine for health insurance agents looking to build their business. Thing is, which are the best leads, the ones the stand a good chance of converting? There is so much misinformation floating around it’s hard to know.

Heads up on two tips for you before buying Medicare leads. Most companies that say they sell real-time Medicare leads are really using a plain Jane health insurance form, not one specific to Medicare. However, some companies figure that if a prospective customer is over 65 and fills in such a form, they are looking for a Medicare Supplement and they call those Medicare supplement leads. However, the individual may not want a quote for Medicare, but instead be searching for final expense insurance. False leads like that waste hard earned marketing dollars.

How do you solve this conundrum? Look for a lead generation company that has a dedicated Medicare Supplemental Insurance form.

Lead Types

Get Your Free Guide to Selling Exclusive Insurance Leads!

    Hey there, I’m Ben, your personal assistant. What brings you to Benepath’s website today?