When you engage prospective employer clients in conversations about their workers comp and business insurance needs, are you positioning yourself as an expert or advisor?
Elevating yourself as an advisor — instead of a broker or agent — is certain to keep conversations going while giving you the opportunity to showcase your expertise.
You can effectively and creatively use conversation as a tool to help you uncover how business owners want to manage their business and employees.
Inside of talking about your insurance business offerings, ask them questions that delve into things like how they want to treat their employees or accomplish their business goals.
Whenever you take the focus off of you and intentionally ask questions that uncover your prospects problems, pain points, or aspirations, you stand out immediately as someone who cares and understands. You are also setting yourself from other wannabe insurance solution provider competitors.
Successfully selling workers comp insurance means finding ways to align what you offer with your client’s needs.
As the opportunity presents itself, you want to share basic information that explains what workers comp insurance is and why they need it. But you don’t want to sound like every other sales person out there.
Make sure you’re subtle and strategic in your approach, so you can position yourself as a relationship builder and insurance expert — not a salesperson.
Before you interact with your next prospect, consider doing these few things first:
- Assess your prospects’ business.
- Determine what type of services or products they offer.
- Try to uncover which workers comp laws may apply.
- Evaluate their demographics.
- Find ways to creatively pre-assess the potential client’s risk.
- Arm yourself with key pieces of information about workers comp that can help them.
Sell Workers Comp to Small Businesses
Targeting small businesses makes sense because workers comp insurance is a relationship-driven business.
It is easy to build relationships with small business owners, and you have easy access to them as today’s entrepreneurial market continues to grow rapidly. But you can’t sell to them as you might larger, well-established companies.
Today’s small business owners need to understand how to protect themselves and their assets.
Create a cheat sheet that lists out key workers comp points you can share with small business owners, so you’re prepared when the opportunity presents itself.
Position yourself as a helpful thought-leader and service provider by finding ways to integrate into your conversations how insurance can safeguard their company.
Consider leveraging partnerships that offer a subscription-based solution that scales with your client’s business to provide staffing, payroll, workers comp certificates of insurance and even HR consulting services on demand and as needed.
Other essential workers comp tips to consider include:
- Look for ways to save clients’ money
- Advise on workers comp rules and laws
- Provide affordable quotes and options that offer value
- Present valuable tips and insights when policies change
- Issue certificates of insurance promptly
- Assist with claims and renewals
Competition is fierce, but if you’re armed with the right tools and tips, you can stand out from the rest.
The good news is you don’t have to go it alone.
You can partner with us and access a wide array of tools that can provide value to your clients.
In turn, you can earn higher commissions and have happier clients who have saved money.