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April 28, 2017 at 06:47 AM
Closing a group disability benefits sale isn’t easy, but there’s a lot of room for opportunity to provide this important coverage. In fact, the Social Security Administration reports that only about 30% of working Americans have disability coverage.
The key to closing a sale is knowing drivers that inspire action for each employer. And those drivers can be different for employers of various sizes.
(Related: 10 Ways to Strike Up a Conversation With a Prospect)
Know what keeps the business owners and other benefits buyers you’re talking to up at night
Smaller Employers
My colleague, David Polen, products director at Colonial Life, says companies with fewer than 15 employees reap different advantages from disability insurance plans than larger companies.
Here are topics to talk about with the owner of a small business:
Employees’ needs. There’s typically a close-knit employer-employee relationship, so helping employers understand why offering this coverage is in the best interests of their employees – who are often like family -is crucial.
Protecting employers from getting into tough situations. Talk about what would happen if an employee couldn’t work due to a health emergency, accident or illness.
Absence management. In a small business, there’s often no mechanism to guide the employer on how to handle an absent employee. This detracts focus from running a business, so there’s value in finding an insurance company to administer benefits for an employee out on disability.”
