4 Key Trends For Healthcare Marketers In 2015

A report by PwC’s Health Research Institute (HRI) is projecting a 6.8% increase in medical cost growth in 2015. The report notes that this increase is due in part to consumers who postponed non-essential medical procedures or treatment during the recession. Although the growth year over year is just .03% (HRI estimated growth of 6.5% for 2014), it raised eyebrows because growth had slowed significantly since the recession that began in 2008.

Smart healthcare marketers will take note of how the recession has altered consumer preferences and buying decisions, including medical care. Curated content leveraged via owned media should play a big part in overall strategic plans moving forward, given that these media allow healthcare marketers to start conversations and control the messaging on a micro level. Marketers will also look to integrate content marketing efforts with CRM platforms, as well as paid and earned media efforts.

Act II in Affordable Care. In 2015, a new provision of the Affordable Care Act (ACA) will tie physician payments to the quality of care they provide, which will put a large emphasis on value over volume. Physicians will see their payments modified so that those who provide higher value care will receive higher payments than those who provide lower-quality care. For the past several years, marketers for healthcare plans and providers have tailored messaging to individual consumers and increased content marketing, allowing them to communicate outcomes and performance.

According to a December 2014 survey by Contently.com, marketing companies have earmarked nearly a quarter of 2015 marketing budgets to content development and management. Marketing companies are also considering lifetime customer value (LTV) as a measurable metric, along with traditional ROI, which indicates that marketers are looking to build relationships with consumers via content platform experiences and owned channels.

Throw Out ‘One Size Fits All’ Marketing Strategies. With new provisions of the ACA coming into effect, marketers need to also bear in mind regional differences of state health insurance marketplace types being offered as part of the ACA. Marketers that are already adjusting and customizing their messaging to targeted groups are one step ahead of the rest of the pack.

To give you an idea of the breadth of marketplace types, there are 27 states offering federally facilitated marketplaces, 14 states offering state-based marketplaces, seven states offering state partnership marketplaces and three states offering federally supported marketplaces. Creating engaging, relevant content targeted demographically and geographically will become more and more important as consumers survey the new healthcare landscape and the many available options. Marketers will also need to help plans and providers build and sustain long-term relationships with smaller, targeted audiences, rather than creating ephemeral interactions. 

A Retail Mindset for Consumer Healthcare. In 2015 we will no doubt see the increased “retailization” of healthcare. In fact, this trend has already begun to develop. In October, Walmart launched Healthcare Begins Here, an in-store program designed to educate customers on health insurance options, in partnership with DirectHealth.com, an online health insurance comparison site and independent licensed health insurance agency.

The world’s largest discount retailer has also hinted that it will create a model that offers primary care via retail clinics and specialty care through the Centers of Excellence program, which Walmart offers to its employees. Walmart boasts both wide access — there is a Walmart store located within five miles of 95% of the population — and big data in the form of transactional customer data. Expect Walmart to help usher in the retailization of healthcare on a large scale. Healthcare marketers that embrace this new retail-focused mindset will be well positioned to guide clients’ strategic direction.

by Bill Coontz, Media Post January 6, 2015

Treat prospecting like an appointment

It's usually a good idea to put your prospecting time in your calendar and treat it like you would any other appointment.

If you leave prospecting to "whenever I can get some time," chances are you'll blow it off day after day, week after week.

It will be a lot more effective if you determine how much time you need to invest each day, week or month in prospecting and block the time off on your calendar.

Emails Should Be Personal To Capture The Reader

According to a report by Erik Schulze, VP at Yes Lifecycle Marketing, summarized in Direct Marketing News, this coming year email marketing messages will be even more personal. The reason, says the report, is that Email marketers must make their messages standout in the crowded inbox.

Schulze says that “… the number of emails that each of us get increases each year… conversely, as the number of emails go up, the engagement with those emails goes down… it's much more important to have a more personalized discussion or address personal needs… “

Personalization can include specific details, says the report, such as a recipient's name or perhaps a birthday mention. But Schulze warns that in the New Year, email marketers must go far beyond those simple elements. “… personalization should be less about getting somebody to transact in a moment… (but rather) fit into a broader strategy… “

As email marketers develop strategies for 2015, the report suggests several ways to go about making each email personal for each individual who opens it:

• Consider personalizing emails when the reader opens them rather than solely based on past behaviors or when the email is sent. Discount countdown clocks, live social feeds, and changing hero images can all be optimized at the moment reader opens an email
• The elements that a marketer uses depends on the device. It's important to recognize when and where the customer will receive a message, to determine the approach with personalized content
• Yet another effective way to personalize an email is by using predictive analytics. With that, marketers can embed the right calls-to-action, make videos more personal, and even tailor the right frequency of emails for each person. Even frequency is a form of personalization, so it’s important to recognize how often a person wants to communicate with you, says the report
• And, Schulze says email marketers should consider location as they personalize their messages, and match the culture, look, and feel of a reader's location. He stresses that personalization is more about an understanding and relationship of “… a single individual, never one big mass….”

by Jack Loechner - Media Post January 9th, 2015