B2B Enrollment Approach

When you get referred or identify a larger business, it’s often better to go after a group enrollment than trying to get an appointment with the owner. Here’s how we do that:

Hi is this___________? My name is ________ with Refundable Coverage, and I’m hoping you can help me out: I’m trying to get in touch with whoever is in charge of setting up staff meetings for your company. Would that be you? Or someone else?

(IF IT’S THEM)

Ok, great! _________, I’m calling to set an appointment for about 5-10 minutes to come in and shake your hand, and drop off some information about what we do for businesses in your area.

Why don’t I take 20 seconds to tell you what I do, and then you can decide if we should keep talking, OK?

I do local benefit plans for businesses in _________, like _____ and _____ and _____. I help them offer voluntary plans for their employees that will pay cash to them if they or someone in their family gets really sick or hurt and they can’t work.

It’s totally different from stuff like AFLAC, because it doesn’t run through your payroll, and we refund all of their premiums if they don’t use their coverage.

All of my clients have been really glad that they sat down to hear about it, because it’s win-win for their employees and doesn’t cost them anything to offer it, and it doesn’t go through payroll.

So, it may or may not be a fit for you guys, but I wanted to get on your calendar for 10 minutes at some point this week to shake your hand and answer any questions. Looking at your calendar, is ___________ or __________ better for you?

(IF IT’S NOT THEM)

Awesome. I would appreciate it if you would transfer me to them.

Hi __________, my name is _____ and I won’t keep you long – I’m calling to see when I could get an appointment with you for about 5-10 minutes to shake your hand, and drop off some information about what we do for businesses like yours in _______.

Why don’t I take 20 seconds to tell you what I do, and then you can decide if we should keep talking, OK?

I do local benefit plans for businesses in _________, like _____ and _____ and _____. I help them offer voluntary plans for their employees that will pay cash to them if they or someone in their family gets really sick or hurt and they can’t work.

It’s totally different from stuff like AFLAC, because it doesn’t run through your payroll, and we refund all of their premiums back if they don’t use their coverage.

All of my clients have been really glad that they sat down to hear about it, because it’s win-win for their employees but doesn’t cost them anything to offer it, and it doesn’t go through payroll.

So, it may or may not be a fit for you guys, but I wanted to get on your calendar for 10 minutes at some point this week to shake your hand and answer any questions. Looking at your calendar, is ___________ or __________ better for you?


OBJECTIONS:

WE ALREADY OFFER AFLAC OR WE HAVE ALL THE INSURANCE WE NEED

(LAUGH) You know what, that’s what almost everyone says when I bring this up, but this is totally different.

The reason everyone has been excited about offering this once they sat down with me is because it doesn’t go through payroll, and it’s an incredible option for the employees because their premiums are refunded if they stay healthy.

I’m not even trying to replace anything you guys already have in place…most of my clients like ____ or ____ already offer AFLAC or something similar, and they make this available as an additional option, because it’s so simple and hassle free.

So when would be the best time for me to get an appointment with you for 5-10 minutes: are mornings or afternoons typically better?

WHAT DO YOU DO? OR WHAT IS THIS EXACTLY?

Well let me ask you a quick question and this will make a lot more sense: if one of your employees was really sick or hurt, and they couldn’t work, they would still want to receive a paycheck right? (they say yes)

That’s exactly what we do. Our plans pay cash directly to the employee when they go through something like that, and it’s totally different from AFLAC or other supplemental plans because if they don’t use it, their premiums are refunded 100%.

Besides the money back, the other businesses I work with have been thrilled to offer it because it doesn’t go through payroll and they literally don’t have to do anything.

So don’t worry, I’m not trying to sell you anything (LAUGH), I just want to let you know what else is out there and see if it would make sense to get it in front of your employees.

So what’s the best time for us to schedule a quick 5-10 minute appointment: are mornings or afternoons typically better?

CORPORATE OBJECTION

No big deal, this may or may not be for you guys, but like I said, this is totally different from corporate benefits because employees own it and it doesn’t go through payroll…it’s free to offer and you guys don’t have to do anything as far as administration goes.

Most companies have me come in for a few minutes at a staff meeting, bring in donuts, and do a quick 4-5 minute overview and pass out surveys to see if anyone is interested. So who in your office is in charge of setting up those meetings?