From LifeHealthPro’s 2015 “100 Best Sales and Marketing Ideas”: Idea #31. In the worksite long-term care insurance (LTCI) market, look for an internal sponsor who can offer advocacy and access.
The best employer-sponsored programs have someone within the company who is a strong advocate for coverage. This person may have experienced caregiving in their own family, or may have strong personal reasons for implementing a program (underwriting concessions or discounted premiums). This person can help you drive participation. They can also help with access to employees, which is key. The better the communication plan, the better your results. If the company promotes the program through email, intranet, or seminars/webinars you will see success. If the group limits access to employees or members, it’s going to be an uphill battle.
— Deb Newman, Founder, Newman Long Term Care
Note: This is the seventh article in a ten-part series identifying the best sales techniques for 2015. To view the rest of the series, click here.