Lead Generation 101
Today, consumers want easier and more convenient access to care—including options that let them choose online scheduling and virtual visits. While 65% of the general public are interested in communicating with physicians through digital channels, this demand is even greater among younger patients: 92% of Gen Z say that care provided via telehealth is the same as—or even better than—in-office visits.
For TimelyMD, a virtual health and wellness provider focused solely on the higher education market, this creates an anticipation of increased competition from other providers seeking to capitalize on this demand. Their two most pressing challenges: proactively cement their market penetration, and to improve lead generation and response from their core audience. Schaefer Advertising was tasked with accomplishing both.
Goals
- Increase lead generation
- Defend TimelyMD’s niche as the leading telemedicine provider for higher education
- Communicate key brand differentiators to campus decision-makers
- Sustain brand equity and awareness
Textbook targeted messaging
Most telemedicine providers use a “one size fits all” approach to virtual health and wellness. TimelyMD, however, designed their service offering specifically for higher education students. Because of this, we were able to laser-focus our messaging to a select group of administrative decision makers at 5,000 colleges and universities.
An omni-channel campaign was developed that spoke to our audience on a deeper, more empathetic level by addressing the specific needs of students and universities. Using the umbrella theme of “Wellness Is Now In Session,” we delivered sub-messages that pointed out how TimelyMD had a proven track record of improving and enhancing programs at nearly 250 institutions by enabling them to:
- Offer 24/7 access for students, on and off campus
- Fill the gaps in their existing wellness programs by treating more than 120 conditions
- Tap into a network of providers and mental health professionals as diverse as their student body
- Further their initiatives to promote healthcare inequity by providing access for all
Helping universities help students
At the heart of the effort was an end-to-end campaign that used digital, video, email and social media to lead prospects to an updated, re-designed website. On the website, they were met with a variety of targeted messages, each designed to optimize lead conversion and steer them toward a product demo request.
Along the way, we humanized the brand’s message by reinforcing TimelyMD’s empathy toward the urgent, growing need for easy access to campus wellness programs: Last year, 41% of higher education students reported major or moderate depression, and 13% reported suicide ideation. 63% of students say that campus therapy helped them stay enrolled, while 64% of those who dropped out claimed that mental health issues played a role in their decision. In short, it was a case of targeted messaging, delivered through an understanding and empathetic voice. By humanizing TimelyMD’s mission to deliver the care students need, we were able to reach our audience on both a rational and emotional level.
Results
With this humanized approach, Schaefer was able to help TimelyMD generate more leads and effectively differentiate them from the other telehealth services.
Even as the telehealth market grows more competitive, decision makers at colleges and universities across the U.S. are growing more aware that TimelyMD is the leader who specializes in their world, and who has a proven understanding of the physical, psychological and emotional needs of today’s students.
Performance Snapshot
- Surpassed campaign click and lead goals for campaign (112% and 100% respectively)
- Over 80K new users driven to the splash page
- Search campaigns performed 4x industry benchmarks
- Social campaigns performed 2x industry benchmarks
- E-mail campaign open rates were 2x industry benchmark
By taking an emotional and empathetic approach to the issues faced by students and campus care professionals, Schaefer was able to drive solid, measurable results for TimelyMD. It’s a textbook example of how humanizing healthcare isn’t just about creating good feelings; it’s also good business.
