This item ten BTB sales tips for health insurance offers professionals on prospecting small and medium enterprises (SMEs).
SMBs are at the core of the US economy. They account for about half of all jobs, over 40% of private sector payrolls, and 65% of new jobs.
And yet, small and medium enterprises have been a difficult market for insurance professionals, as many small and medium enterprises have not been able to afford traditional group health insurance. However, new solutions as defined contribution health benefits are to the health professionals and the creation to open the SMB market again significant opportunity.
This article is an excerpt from our eBook " successfully sold Defined contribution to small and medium enterprises". To download the full manual, click here.
1. The shift from seller to Consultant
SMBs have a strong demand for education. to follow many of the tips focus on solving problems (as a "consultant"), rather than just to sell (as a "Seller"). As such, you will be their go-to person for changes in the health care reform, reporting, compliance, health and best practices.
After all, how do you know which benefits health until you sell fully understand the needs of your customers?
2. Understand their unique challenges
A SMB can be a challenge, but what is the real challenge? Seasoned sales professionals always say, "the first question is never the real issue." to obtain follow-up with 2-3 further questions on the real pain and real needs.
3. Understand their buying process
to understand where the prospect of their buying process is, and who the decision makers are put through these types of questions:
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who are involved, the decision? What are their steps to come to a decision?
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Who are the most influential decision-makers? At what stages they should be included?
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What does everyone want decision makers? What are his problems / needs?
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What is the attitude of the most influential decision makers about your company and the solution? How do they feel about it?
4. Use education and analysis
Once you understand their real challenges and their buying process, take an educational approach. Use specific figures and analyzes that will help them to solve their challenge.
5. Enter value in each Touch
Be helpful and add value in every contact. First, do not talk product. Rather talk about their challenges and what benefits you are looking for. Do not use the solution or product pitch too early.
6. Make the right offer
Make the right offer at the right time. At first contact may be a 5-minute phone call offer. The second offer is a 30-minute, etc. to know in-person-benefit assessment health, always, what is your goal for the outcome of the meeting.
7. Be
integrity speaks openly and honestly volumes with SMBs.
8. Make multiple touches, in a variety of ways
it takes to get many attempts prospects through ... 7, 8, 9 or more. It takes more and more touched than you think. Use variety of methods, such as phone calls, e-mail and in person.
9. Stay connected Old Leads
Take the advisor approach with old lines, also. Use to make the new developments in the health care reform and contribution contact with a previously closed views. Business budgets amended to change the economy, and change makers. Unless expressly stated otherwise, to keep in touch even after no.
10. Concentrate build on relationships
There may go without saying that the relations are central to the successful prospecting and health benefits to SMBs for sale. After all, most insurance professionals are in business because they relate well to people, help solve problems, and qualified sales and business people. Here are quick ideas build effective relationships:
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to (talk eg not above or below the view) a peer dynamic sites
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Align They bring with the objectives of the company with new ideas to the table that can help their goals
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Resonate personally and emotionally ... really be
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Listen speak more than
what small and medium enterprises are your selling tips for prospecting? Leave a comment.
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