Occupational health insurance – Long breath and professional support
A large number of contacts shows just how important personal advice is still in the bKV. In addition, these interlocutors often pursue different interests.
Examples: to convince the financial director to provide additional budget for a bKV, while the HR manager will insist above all on a simple handling and leaner processes. And while the works council will talk about the interest of the employees in the bKV, for the managing director of course not only the good image of the company, but also clearly its cost-effectiveness is in the focus.
In fact, patience is one of the great virtues of the bKV business: in order to be successful with bKV products, intermediaries should expect to sit down with their corporate clients as early as possible. So you have enough time to tailor the offer individually and to design an exact implementation plan. Together, it is important to define or elaborate further processes and times: from the dispatch of the entry list to the employees via system interfaces and the appropriate communication of the new services to the workforce – all this provides the customer with planning security.
Mediators are by no means left alone in these complex and lengthy processes. Modern bKV providers have long had close support structures. This ensures that their agents have the necessary skills to succeed in sales, if they have not previously worked in this field.
Barmenia, for example, is responding to the new challenges with a modern competence center for corporate clients and specially hired employees. Not only do intermediaries receive appropriate calculation and planning tools for successful sales, for example in the form of contribution statements or detailed process charts. You can also count on personal support during customer discussions by the expert team. The standard of such offers also includes a homepage with information and PDF files on all important topics, such as the sales process, the creation of framework offers or the business with small and medium-sized enterprises (SMEs).
BKV sales require a long breath
But the highly professional and long-term customer service pays off: Biting a company, come in the wake of hundreds, if not thousands of contracts with end customers – undoubtedly a chance for any intermediary.
Digital distribution is on everyone’s lips – and yet important decisions often require personal advice. This also applies to business with occupational health insurance (bKV). Mediators often accompany corporate clients for months on end in the implementation: From the initial interview with the HR department or the Executive Board to the advice of individual employees, agents have to deal with many different parties. A guest post by Daniel Schmalley, Head of Corporate Clients Competence Center at Barmenia.
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