Our 100 sales and marketing tips list this year is brokendown into 10 important categories. We've already covered social media and old school tips. This list focuses on newschool sales techniques.
|21. Know everything you can about wellness programs — and how to help clientsimplement them (and why they should).
|22. Develop a personal brand as a thought leader by writing blogposts and articles, and contribute to topical discussions online todemonstrate how you think strategically about topics in yourindustry. —Kevin Davis, advisor, employee benefits at Lacher &Associates
|23. Become more consultative and strategic in your approach toclient engagement. Help your clients develop a 3-5 year benefitstrategic plan to guide all their major benefits decisions andexpenditures. It will help you to elevate your status to that of atrusted adviser alongside their attorney, accountant and importantbanking relationship. —Jack Kwicien, managing partner, DaymarkAdvisors; Baltimore
|24. Know about the most popular voluntary products — they're a hugesell.
|25. Connect with female clients. They're often theones making the benefits and financial decisions.
|26. Know all about telemedicine. It's the next big thing; haven't youheard?
|27. Incentivize growth. Most benefits firms reward renewals thesame as new business, then wonder why their salespeople don't bringmore new business. If you want to grow your book, revise yourcompensation plan to pay less for renewals and more for newaccounts. It works. —Nelson Griswold, managing director, AgencyGrowth Mastermind Network; Nashville
|28. Stay on top of emerging trends in the industry. And be anearly adopter (when it seems right).
|29. Develop a winning strategy. Challenge the status quo. Webelieve a strategy should be as powerful as a cannon, and ouragents should feel comfortable with the knowledge that they arecoming to the table with something unique that our firm can executeflawlessly. —Michael Anza, Anza & Anza Associates,Philadelphia
|30. Connect with small businesses about theirmissing coverage with these steps: Emphasize the importance; designa creative plan; provide plan updates and emphasize local,personalized service. —Keith Storie, product development marketingdirector for Standard Insurance Company
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