When using a technology tool such as claims analysis software, many brokers struggle with how to prospect with it – or don’t consider it as a prospecting tool at all. Here’s how to make the most of your agency’s technology to win new business.

Be efficient with demo data

Producers often think that prospecting with a technology tool will only be efficient if they use the prospect’s actual data. Sometimes that makes sense, but for something like claims analysis, it would be a time and dollar investment each time you ran a new prospect’s data.

Luckily, there is an easier way. Create one set of demo data that you can use for every prospect meeting. This way, you can practice your story around that specific data, highlighting important benefits of the tool and include real examples that will resonate with your prospect – without the extra work of learning something new each time. (For our Decision Master Warehouse Partners, we create a set of quality demo data, plus a prospecting script to make this step easy.)

Remember the big picture

As with any technology demo, it’s important not to get bogged down in the tool. Highlight the benefits and walk through a couple examples, but remember to connect back to bottom-line strategies for your client.

With the example of claims analysis, you’ll want to talk about how your analysis will help them create targeted strategies to lower health care costs – and be sure to mention how you’ll support them each step of the way.

Become an expert

Just like with any prospect presentation, preparation is key. When integrating your technology solution into your pitch, it’s vital that you practice, practice, practice. Take advantage of any training resources available to learn more about the product. Spend time getting to know the ins and outs, so you’re never surprised in front of a prospect. And be sure to mock your presentation in front of a sales manager and/or colleague.

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