Monthly Archives: July 2012

Possible Effects Of Continued Healthcare Reform On Insurance Leads

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It’s been almost a month since the Supreme Court ruled to keep Obamacare in place and many people are still unsure as to what this could mean. One thing is clear though. It will still impact the B2B insurance market and might even alter the eligibility of some businesses as qualified leads. This video from FoxBusiness tries to present these effects and whether or not you believe it, there are some things you can still do in case it proves true:

 

 

 

 

 

 

 

The following effects mentioned in the video are as follows:

 

Changes in Insurance

Both the effects on private consumers and on businesses are spelled out here. Now, should there really be a significant change in your plans, you would obviously watch out for reactions from the business community. If this is right, this might cause them to change their minds. Leads qualified previously are now bust because the changes of have made your offers ‘uneconomical’. Still, maybe that’s just their perception. Try and set an appointment with the insurance prospect with the offer of showing how your business isn’t as compromised by the law as they think.

 

Rising Premiums

The rising costs of healthcare is becoming less and less disputed. However, there’s still a possibility that some forms of it will only get more expensive. These factors may not be within your control as a health insurance provider but that doesn’t mean there aren’t costs within your control at all. For example, start outsourcing non-core functions that seem to take up too much money. If your own business just can’t afford the time and money to invest in processes that aren’t close to its core, then you’ll save more if you just let a more experienced company take the wheel.

 

Big Changes in 2014

The so-called big changes here appear to only affect your market but then again, that should only give you more reason to make it your concern. Fortunately, this simply means you have a sort of deadline to find as many leads as possible. And not only that, you should be ready to pursue them and close the deal before the penalties start to hit. Try to coordinate with your prospects and use the set appointments to help plan things out.

 

“A Whole New Ball Game”

Last but definitely not the least, you have the possibility put forth by the coming elections. Should Obama’s political opponents succeed and repealing the healthcare reform is the natural consequence of that success, then you need to prepare for that as well. At this point though, it does beg the question on how much your plans should depend so much on the political atmosphere. On further reflection, isn’t it too unstable? Given that, perhaps the best course of action for marketing is one that’s willing to adapt without necessarily changing anything integral. Granted, there might be some changes provoked by these plans that should be mentioned in your marketing messages. Despite that, perhaps all you need is to simplify the other three adjustments mentioned above into a more consistent model:

 

  • Use appointments to set things straight.
  • Outsource non-core processes.
  • Have a deadline when generating and pursuing leads.

Make An Accounting Lead Out Of A Growing Business

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No matter how slow it would seem, small businesses will eventually grow. In fact, isn’t growth one of the primary measures with which everyone measures success? It is evident in the way more word gets out about what the business provides. It’s evident in the way a good business is making more money each year. And from each year, the more determined businesses strive to make that growth monthly, and some even further into daily!

You can also see it in the way they use the money they’ve gained to expand. Some move to bigger offices or improve the way they manufacture products or serve customers. Others seek to develop the products and services themselves and introduce more innovations to the world.

In either case, both strongly have to do with what lies at the heart of their business. However, a business cannot rely on just its core. A lower priority for a certain process does not automatically mean that a need for it is nonexistent.

Such is the case with processes like accounting. When companies are in the midst of growth, it sometimes gets harder to manage accounts, organize financial data, and produce relevant information from it at any given time. It’s no coincidence then that it’s at this stage that growing companies consider outsourcing. Therefore, this makes them a good target for your lead generation campaign.

But first, here is a more detailed list to help you identify these growing businesses as possible B2B sales leads:

  • Focus on core functions – Obviously, a company that is growing seeks to only focus on what helps it grow and helps define its role in the industry and the rest of the business world. On the other hand, these same companies might not consider accounting close enough to those core processes so their chances of outsourcing can be quite high.
  • Expansions of core functions – This includes research and development for better products and services. It also includes also the improvement of product delivery and customer service. But again, this gives them a lower budget for non-core functions like accounting. It’s a good idea to offer your services as a cost-efficient solution.
  • Lack of knowledge – This can be the most critical so far. While they lack the capacity to invest, they can still spend some effort evaluating themselves. Save them this trouble and offer your own insight to show just how fast you can deliver.
  • In the midst of struggle – Of course, another obvious sign is that they’re growing a little too fast for the capacity of their current accounting services. Spot these companies right away so at the very least, they’re aware that your firm exists and will consider you as an option.

Growing businesses can’t really be blamed for focusing on their core. Often times, it’s the reason for that growth in the first place. Losing sight of what defines their business can have consequences which could damage that growth. Offering your services when they’re at that stage can help maintain that focus by giving expert insight and offering your services as an option.