Our 100 sales and marketing tips list this year is broken down into 10 important categories. We've already covered social media and old school tips. This list focuses on new school sales techniques.
21. Know everything you can about wellness programs — and how to help clients implement them (and why they should).
22. Develop a personal brand as a thought leader by writing blog posts and articles, and contribute to topical discussions online to demonstrate how you think strategically about topics in your industry. —Kevin Davis, advisor, employee benefits at Lacher & Associates
23. Become more consultative and strategic in your approach to client engagement. Help your clients develop a 3-5 year benefit strategic plan to guide all their major benefits decisions and expenditures. It will help you to elevate your status to that of a trusted adviser alongside their attorney, accountant and important banking relationship. —Jack Kwicien, managing partner, Daymark Advisors; Baltimore
24. Know about the most popular voluntary products — they're a huge sell.
25. Connect with female clients. They're often the ones making the benefits and financial decisions.
26. Know all about telemedicine. It's the next big thing; haven't you heard?
27. Incentivize growth. Most benefits firms reward renewals the same as new business, then wonder why their salespeople don't bring more new business. If you want to grow your book, revise your compensation plan to pay less for renewals and more for new accounts. It works. —Nelson Griswold, managing director, Agency Growth Mastermind Network; Nashville
28. Stay on top of emerging trends in the industry. And be an early adopter (when it seems right).
29. Develop a winning strategy. Challenge the status quo. We believe a strategy should be as powerful as a cannon, and our agents should feel comfortable with the knowledge that they are coming to the table with something unique that our firm can execute flawlessly. —Michael Anza, Anza & Anza Associates, Philadelphia
30. Connect with small businesses about their missing coverage with these steps: Emphasize the importance; design a creative plan; provide plan updates and emphasize local, personalized service. —Keith Storie, product development marketing director for Standard Insurance Company
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
