Friday, March 2, 2018
It’s not news that people love to buy, but hate to be sold. More now than ever, people are skeptical of traditional sales tactics and are looking for more robust and customized solutions for the issues they face. This is true of every industry, including health benefits and services.
So what’s the key to being more than just a salesperson to your groups? Being a partner invested in their success. Here are some tips on how to help your clients see you as valuable partner:
This first step might be the most important: stay up-to-date on what’s happening in the insurance industry, as well as your community. Show up to community and business events so you’re a familiar face. These don’t have to be large time commitments; spend 15 minutes researching online, maybe an hour or so for a town meeting or networking event. You’ll not only get face time with new prospects, but you’ll also be a more informed resource for your clients.
Don’t wait until it’s time to renew to reach out to your groups. Make an appointment or set a reminder in your calendar to check in monthly or quarterly to see how things are going. By following the step above of staying informed and making regular contact about new industry developments and opportunities, you position yourself as an expert they can contact for advice.
When your contacts talk to you about the issues they’re dealing with, be willing to look beyond your offerings for solutions. This shows you’re there for them, not just for the sale. And if you’ve been connecting with other local resources at your networking events, you’ll be able to solve problems beyond insurance coverage. You’ll be invaluable to your groups, and could have the favor returned with new business by your networking contacts. It’s win-win for everyone.