Workers’ compensation insurance is something companies need. You know this because you’ve been successfully selling these types of policies for years. But you how do you win more business and keep existing clients coming back for more? Are you effectively communicating the value you provide employer clients?
Since most insurance producers sell on price, you need to find opportunities to showcase the ways you’re different. Help your clients and prospects focus on the many ways you help them. In every touchpoint and interaction, shine the spotlight on the hands-on approaches you use to meet their needs.
Before you can effectively share your value, pause a moment to reflect on what you’re not. When you sell workers’ comp insurance, you are more than an order taker. Managing paperwork and getting signatures on documents is only one step in a multi-faceted process. Finding insurance quotes is a result of the many things you do.
Your job is complex. It requires deep knowledge and expertise. You are good at what you do because you’ve spent hours learning the nuances of a very complicated subject — workers’ compensation. Your extensive training provides you with license(s) to prove you’re prepared to solicit and sell workers’ comp insurance.
How can you focus on the value you bring to clients? Make a list of the ways your services make a difference.
Whether you’re just starting out or you’ve been in business for a long time, you probably know ways to stand out from your competitors. But do you actively share your value with everyone you know? No matter where you are in your journey, make sure you reflect on the ways to bring value to your clients.
10 Ways You Bring Value
When you work with clients, do you provide one, all, or some of these value-added services?
- Advisor. Provide insights to help determine the protection your client’s business needs.
- Conduit. Funnel information between all parties and mediate interactions between employers and insurance carriers.
- Translator. Put things in plain English to help employers and employees successfully navigate a labyrinth of information that is typically difficult to understand.
- Guide. Help employers make better, informed workers’ compensation programming decisions.
- Fixer. Identify areas clients could possibly change to positively impact their workers’ comp loss run reports.
- Evaluator. Look at a company’s risk to locate the right types of policies at the best possible rates.
- Shopper. Leverage the right tools and resources to quickly find the policy options that fit your employer client’s needs.
- Analyzer. Review data about employee injuries before the “magic moment” and make sure cases are not open that should be closed. This analysis can quickly assess ways that may help lower experience mods.
- “Boy Scout.” Help your client’s prepare for workers’ comp audits in advance by reviewing payroll records and checking job classifications for possible mistakes.
- Creator. Develop a process for employers to follow when accidents occur. This can help ensure claims are filed appropriately while employees receive help and can return to work quickly.
This list is not comprehensive, as there are things you do that others do not. Take a moment to reflect on the ways you help your clients. Use this as your foundational list, and add additional ways you provide value over time.
Download this one-page PDF we created just for you: “10 Ways We Bring You Value.”
Create Constant Reminders
Now that you have your list, you need to find ways to remind everyone about your value continually.
Dale Carnegie said it best: “Tell the audience what you’re going to say, say it; then tell them what you’ve said.”
In this case, your audience includes your clients, prospects, and even yourself.
Place your values in strategic places that are highly visible. Leave them in plain sight for everyone to see. Here are a few easy ways to remind people about your value:
- Create a framed sign for your office.
- Post the information on your website.
- Print a flyer that you include in your welcome folder.
- Highlight one value every month in your email signature.
- Include it in your newsletter.
- Make a Facebook ad touting your key differentiators.
The opportunities to promote your value are endless. So toot your own horn and remind people about the benefits of doing business with you.
Grab your copy of “10 Ways We Bring You Value.” We created it so you can share your value with your clients immediately.