Selling Dental Insurance to Small Businesses – Key Tactics for Success
Many clients, including millennials and Gen Z, need a thorough understanding of dental insurance. This presents an opportunity for brokers to boost revenue by introducing them to ancillary benefits like dental coverage. By educating clients on the connection between oral health and overall wellness, you can motivate them to invest in a plan. Then, they will be more likely to keep their plans current.
Educate Yourself
Providing group dental insurance is integral to healthcare and can help businesses attract and retain employees. To ensure you are selling the right products as brokers for small business, it is essential to take the time to understand your client’s needs and current dental coverage. Moreover, you should be familiar with the types of products that are available on private exchanges.
Typically, small businesses want to offer group dental insurance because they believe it shows that they value their employees and are invested in their well-being. They also know that having access to a dental benefit will encourage their employees to visit the dentist and prioritize oral care, which is an integral part of overall health.
Develop a Marketing Strategy
The profit potential of selling dental insurance is high, and it can be an excellent way to generate business and build long-term relationships. However, like any other sale, it requires time, research, and effort. Developing a marketing strategy can help you be more effective and efficient in your selling efforts. For example, consider implementing a dental referral program where satisfied clients can refer their friends and family.
Creating and maintaining a robust social media presence can also be a great way to stay top-of-mind with your audience and drive new business. Lastly, don’t underestimate the power of offline marketing. Invest in professionally-designed dental brochures that can be mailed to your target audience. They can be an excellent way to generate leads and educate your audience on the different dental plans you offer.
Build a Strong Online Presence
Selling insurance is a highly lucrative and challenging business opportunity. It requires a lot of research and preparation to understand your audience, know your products, create a marketing strategy, work your online presence, provide excellent customer service, and maintain strong relationships.
In addition to traditional advertising methods, consider localized digital marketing strategies such as social media and Google ads. These tactics can be cost-effective and offer a high ROI. Clients want simple and transparent language in their policies, easy-to-navigate member portals, and quality customer support.
Creating plans that address these common challenges can help build trust and differentiate your offerings. Adding unique services and improvements to the dental patient experience helps promote your business. For example, many dentists are integrating a text messaging feature into their practice phone systems so patients can ask questions and submit payments via text. This reduces staff time and increases efficiency.
Work with the Right Carriers
Dental insurance is a vital healthcare coverage option for many people. It helps offset the costs of routine visits and allows individuals to receive necessary preventive care. For small businesses, offering dental benefits can help attract and retain employees.
In addition, it can also help lower overhead. Several dental insurance providers offer plans for small business groups. It is essential to work with a carrier that has a good reputation and offers competitive rates. Also, ensure you understand the different plan options available for small businesses, such as Preferred Provider Organization (PPO), Health Maintenance Organization (HMO), and Indemnity Plans.
When selling dental insurance to small businesses, it is essential to take the time to get to know your clients and understand their needs. This will allow you to serve them better and ensure they get the best coverage for their needs.
Get Registered With the Healthcare Exchange
Many clients will require a plan that covers major dental procedures. These include crowns, bridges, dentures, and oral surgery. For this reason, it is essential to offer these plans as well. Due to the high cost, small businesses often need help to provide their employees with group dental insurance.
However, offering a simple, affordable dental savings plan is a great alternative that can help them attract and retain talent. Discount plans, also known as dental PPOs, are similar to health insurance PPOs in that they offer a network of dentists covering services for a lower fee than traditional or indemnity plans.
They do not, however, typically cover out-of-network care. Individual coverage is growing for various reasons, including that many baby boomers are retiring and will require supplemental dental, vision, and hearing insurance as part of their Medicare coverage. As a result, brokers can play a vital role in this market and make significant money by offering these products.
Focus on Customer Service
Offering dental insurance to small businesses is a great way to keep employees happy, boost productivity, and attract new talent. A recent survey found that 72% of small business employees believe providing their team with affordable group dental insurance is a must-have employee benefit.
As with any other type of insurance, selling dental coverage to small businesses requires a combination of marketing strategies and customer service best practices. For example, avoid using aggressive sales techniques that can push customers away. Instead, focus on building trust with potential clients by promptly listening to and addressing their questions and concerns.
Cross-selling is also an essential strategy for selling dental coverage to small businesses. By offering additional products like vision or life insurance, you can increase your client base and build long-term relationships with them. Consider leveraging insurance CRM software to identify and quickly track client needs to maximize your sales efforts.
