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Medicare Blog | Medicare News | Medicare Information

Transform Your Business with 7 Steps

Posted by Lauren Hidalgo on Fri, Aug 19, 2011 @ 09:38 AM

Medicare SupplementsOnce you decide to go out on your own and establish your business, creating an overall marketing strategy for converting leads and keeping your clients happy is essential. These 7 steps are part of the "Perfect Customer Lifecycle," creating a simple way for businesses to develop a marketing plan and grow their business with targeted communication and an effective lead management system.

The 7 steps to transforming your business are:

  1. Attract Traffic –The offer of a free quote or a great source of information will attract more traffic to your website. This content will also act to raise your brand value and generate leads. This can be achieved through Search Engine Optimization, Pay-Per-Click, AdWords, Facebook Ads, and via social media websites.

  2. Capture Leads – Web forms are an excellent way to hear from leads who want more information on your services. To capture these prospects, make sure your content is compelling, your form does not require too much initial information, and your site is trustworthy.

  3. Nurture Prospects – Be consistent in following up with your leads and set a frequency expectation on when you will contact them. Also, determine how you can customize each of your communication methods, whether it is email, direct mail, or any other methods. By coming up with a sequence of timed personalized communication methods you will continue to be on your prospects mind as they make their purchasing decision.

  4. Convert Sales – Connect with your prospects and nurture your leads until they are ready to make a buying decision. Using an automated service for routine follow-up calls can free up time for connecting with those clients who have been nurtured and are ready to buy. An important thing to remember is that it takes an average of five sales calls to close a deal, but most salespeople give up after just one or two calls.

  5. Deliver & Satisfy – Winning over longtime clients is possible when you use service as a marketing strategy. Having great customer service gives you an advantage as does keeping promises rather than over-promising and under-delivering. Keep your clients expectations in line with the quality work you will provide.

  6. Upsell Customers – An important statistic to remember is that 80% of your profits come from 20% of your clients. Rather than spending all of your time chasing other leads focusing on adding additional products to your current client’s plan will increase your commissions and keep your clients loyal. Why not sell your Medicare Supplement clients final expense insurance or an annuity? Follow up with your clients to keep abreast of their changing needs.

  7. Get Referrals – Ask you happy clients for friends or family who are in need of products in your portfolio, and remember to thank them with a small token of your appreciation or a heartfelt thank you card.

For more in-depth information, download The Small Business Marketing Guide.

Please give us your feedback!
Are these (or similar) steps in your small business marketing plan? Do you agree/disagree with them? Do you think anything is missing?

Source: Infusionsoft

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Tags: Sales Tips, Success Tips, Leads, Quality Management, Forethought Medicare Supplement, Customer Service

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