As a benefits broker, you are expected to pitch your services to clients fairly often to get them on board. It’s important that you present yourself with trust and credibility in order to sell your services, as well as turn new clients into loyal customers.
Focusing on the way you present yourself and how you communicate face-to-face with your clients will help you attract new business and build strong customer relationships. Here are our top tips on how to effectively present your services and to ensure benefits broker success:
Adapt Your Message To The Client’s Needs
Remember that even when you are presenting your own services, the meeting is about the client and their requirements. Ensure that you tailor your message to each client according to what they really need, and not what you think they need.
Relevance And Evidence Are Key
The client wants to know if you’ve been involved with and solved the same kind of problems that they are facing. Use past examples, case studies, and data to back up your claim and demonstrate to the client that your services will effectively solve their situation.
Give Them Assurance
Clients sometimes need a little bit more than evidence and case studies – ensure that you have past clients on call that will happily talk to your prospective clients and give them assurance about the effectiveness of your services.
Challenge Without Being Too Forceful
The client is looking to hire you to solve a problem; you are the one with the knowledge, experience and expertise. If you think there is a better, more effective way that hasn’t been suggested, don’t be afraid to speak up. Offer a suggestion without being arrogant or too assertive.
Respect Relationships
If the person you are presenting to is led by a board of directors, or under the CEO, then you need to understand that these relationships will affect the client and yourself. Make sure you come to the presentation with extra backup and evidence for your clients to take to those in charge.
It’s Not Always About Selling
Don’t treat your presentation like a sales pitch, rather work on truly creating a connection with the client. Building healthy client relationships is a much better route to profit and positive outcomes; put the client’s priorities over your own to build trust and communication.
A genuine, well-thought-out presentation is the best way to show clients the effectiveness of your services, and by building a strong relationship you are turning them into loyal customers and ambassadors for your brand.
It’s important to offer the most viable solutions for your client’s problems, and that’s what we do at TrueConnect: we’re a voluntary employee benefits service that offers simple and effective ways for your clients to help their employees with their finances. Download our Broker Survival Guide for more handy tips and advice on how to land (and keep) high-quality clients.
