What’s your strategy for discovery meetings with your prospects? It probably starts by looking for gaps, right?
Advocacy is a game-changing service that can turn prospects into clients – and truly help them. It's also an area you can target with confidence that you’ll find a gap, as long as you don't approach it by asking, “Do you need Advocacy?”
Today I'm sharing three tips to drive your conversations...
1. ASK these discovery questions
Though many employers won’t be able to answer them, a few rapid-fire questions to uncover needs will open the opportunity to suggest a high-touch Advocacy service.
- During open enrollment, how many calls does your HR team answer?
- Do your employees understand the value of their benefits?
- How often do you get a stack of EOBs dropped on your desk?
- Can you tell me about your current advocacy service for employee support?
- What percent of employees use the advocacy service?
- How much was saved by the price transparency program?
- How much was saved by guidance to best-quality providers?
- How much was saved by reviewing medical bills for errors?
2. SHOW employers that employees need healthcare help they can trust
Leverage stats from this Advocacy infographic – like how a whopping 93% of employees don’t believe their insurance company will give them unbiased guidance.
A personal Advocate – separate from the health plan – builds employee confidence.
Get your copy of the infographic below...
3. SAVE employees from making blind healthcare decisions
A highly trained Advocate backed by robust data gives employees what they need to make better healthcare decisions. Those decisions have a big impact on cost and quality of care down the road.
A picture is worth 1,000 words. Show this side-by-side comparison of real MRI pricing provided by a high-touch Advocate – all based on the member’s specific needs and benefits package (and, YES, this is exactly how the info is delivered to the employee).
"Power questions” are powerful - and they can turn prospects into clients. Now it's your turn! How do you use questions to drive productive conversations? Comment below or email me at firstname.lastname@example.org.