Strategies for Winning and Retaining Clients

Brokers are winning business with these techniques
BrokerSuite has had great success helping Brokers win new business and retain at-risk customers. We wanted to take this opportunity to share some of the successes and ideas that have proven to work over the years.

Winning Strategies

Presentation and Education
A customer in Massachusetts tells of how he has integrated MyBenefitsCount into his in-person enrollment presentation. By using the customer’s actual benefit site as a replacement for a Powerpoint or slide show he is able to: walk through benefits; train employees how to use the site; make sure the site addresses major questions since new hires will have similar questions; and because the site is on the Web, he can present to employees all over the world at the same time. We find brokers using similar approaches have customers with the highest site use and the best retention potential due to the benefit communication tools.

Census Management
A broker in Texas discovered that using the census reporting feature of BrokerSuite’s enrollment tool, they are able to provide their mid to large-size customers a reliable and systematic tool for tracking their employee census. They tell us this is invaluable to the employers as a way to manage their reconciliation process and the broker claims it is a smart offering in situations where client satisfaction and retention is unclear. He says once the employer starts using the tool they become reliant on it.

Selling with Confidence
A large agency in New York performed a focus group with their most important customers. They asked them to compare feature and functionality of major vendors of benefit communication technology. Through this analysis they found that 85% of employers preferred BrokerSuite to every other vendor they looked at. What this means to you is that you can bring BrokerSuite into competitive situations knowing you have the most preferred solution. Confidence in your solution is a winning formula.