AlphaStaff, the leading company in the shared employment industry, had a big selling challenge. They needed to get their primary selling channel – hundreds of insurance brokers – to understand their offering and identify clients and prospects who would value their solution the most. The company is the only player in the industry committed to supporting and selling through the broker channel. The big problem was that Shared Employment (or PEO) solutions are:
- Extremely valuable to certain clients but not all (perhaps one in twenty customers needs it). But those customers that do need the solution can save millions of dollars if they use the product. So targeting was very hard.
- Extremely complex so it is very hard for brokers to understand and get confident in the product, much less explain to their customers why they needed it. Also, training time and budgets were limited but the company needed to educate and train hundreds of brokers in very little time.
To solve the problem, this company deployed an innovative Multi-Channel Selling Tool from Profitable Channels that helped them cost effectively develop a stronger broker sales channel, target the best opportunities in their market and drive growth. They deployed a People Solutions Tool that helped their salespeople and broker partners with their day to day selling challenges by:
- Providing them compelling reasons to call;
- Making it easier to generate referrals for new business from third party distributors;
- Making simple to execute their targeting and segmentation scheme capture needs based profiles
- Helping them have quality conversations;
- And automatically deliver customized advice in the form of automated advisory reports;
- Suggesting relevant and meaningful sales follow up agenda, including materials to bring to the call.
This Multi-Channel Selling Tool helps AlphaStaff sell more for less because it directly supports every step of the customer engagement process – from initial contact…to discovering customer needs…to delivering advice…to recommending relevant solutions and useful resources in follow-up meetings.
The People Solution Tool makes it simple for every customer facing channel at AlphaStaff – third party brokers, inside sales reps, service reps and the company web site – to educate customers and generate measurable sales outcomes. Specifically:
- The People Solution Tool helps broker’s open doors with compelling ideas and relevant insights. It has a landing page that provides a compelling reason to call, thought leadership content scripts, and pitch books that start the conversation and explain what a shared employment solution is.
- It helps brokers consistently ask the right questions that identify top customer needs – with a sales diagnostic tool that helps brokers identify the clients and prospects that would get the most value from this offering, and capture that information in needs based profiles.
- The tool automatically recommends relevant advice and solutions to customers with a custom generated report that ranks, quantifies and prioritizes that top ways they can save money, reduce risk and improve service quality.
- The tool generates custom reports that help set up follow on meetings and make a compelling economic case to meet a shared employment specialist.
This Multi-Channel Selling Tool helped this company differentiate its client experience with education and advice and demonstrate to insurance brokers they were committed to the channel.
You can learn more about the Multi-Channel Selling Tool by contacting Profitable Channels.