5 ways benefits consultants can become more valuable during trying times

Since early March, our lives have been dominated by the disruptions created by COVID-19. We’ve shifted to working remotely, we’ve learned the right songs to hum to make sure we’re washing our hands long enough, we’re supporting local businesses in any ways we can, and we’re doing our very best to flatten the curve and keep ourselves and our families safe.

Clearly, we’re a long way from business as usual. But there’s still plenty of business to do. Right this minute, your clients need help figuring out how to respond (or not respond) to the changes that have already happened, and the ones on the horizon. Guide them through this turbulent period well, and they’re likely to reward you with their trust — and their business — for years to come. Here are a few suggestions on making that happen:

Listen, listen, listen

The game plan you and your clients had in mind for 2020 may still apply — but most likely it won’t.

The best first step in figuring out how to pivot is to set up a virtual check-in meeting with your clients simply to hear about their latest concerns. Your role in this meeting is very simple: Ask questions that get to the heart of what they’re struggling with right now, listen, and take notes.