{"id":12645,"date":"2020-06-25T15:44:27","date_gmt":"2020-06-25T19:44:27","guid":{"rendered":"https:\/\/www.resourcepro.com\/how-to-create-a-social-distancing-friendly-sales-process-in-black-swan-events\/"},"modified":"2024-07-15T10:14:52","modified_gmt":"2024-07-15T14:14:52","slug":"how-to-create-a-social-distancing-friendly-sales-process-in-black-swan-events","status":"publish","type":"post","link":"https:\/\/www.resourcepro.com\/blog\/how-to-create-a-social-distancing-friendly-sales-process-in-black-swan-events\/","title":{"rendered":"How to Create a Social Distancing-Friendly Sales Process"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>Insurance Professionals: We\u2019re in This for the Long Run<\/strong><\/h2>\n\n\n\n<p>When will life and business return to normal? <a rel=\"noreferrer noopener\" href=\"https:\/\/www.nytimes.com\/2020\/03\/16\/health\/coronavirus-shut-down.html\" target=\"_blank\">According to health experts<\/a>, we won\u2019t have gatherings or business trips as we did pre-COVID-19 until a vaccine is widely distributed, which could be a year from now. <\/p>\n\n\n\n<p>With that in mind, it\u2019s time for us to shed the expectation of going back to our old, familiar ways any time soon and start thinking about how we will face this disruption in the long run. Brokers, how will you operate and thrive when you can no longer meet your clients face-to-face? <\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Survival of the Agile<\/strong><\/h2>\n\n\n\n<p>The last time our industry faced a disruption like this was in 2009. The Great Recession showed us that those who can adapt will survive. During this time, buyers were feeling the heat for not seeing the economic crisis coming down the road. They adapted by creating larger, more diverse buying teams to counteract the highly centralized decision making that had gotten them into trouble in the first place. Sellers then had to learn how to win over these larger buying teams and prove that they were more than just a low price.<\/p>\n\n\n\n<p>Today, the challenge lies in adapting to <a href=\"https:\/\/www.iamagazine.com\/strategies\/read\/2020\/04\/01\/a-survival-guide-for-work-from-home-newbies\" target=\"_blank\" rel=\"noreferrer noopener\">remote communications<\/a>, whether it\u2019s with your own team, current clients, or prospects that you\u2019re pursuing. That last group may be the most challenging of the bunch for today\u2019s typical broker, but you\u2019d better get comfortable if you want to survive as a business.<\/p>\n\n\n\n<p>The typical approach to client and prospect engagement centers around sports games, concerts, fine lunches\u2014all gatherings we\u2019ve put on pause for now. How can you pique customer interest in a world wary of close contact?<\/p>\n\n\n\n<p>Start by finding a virtual approximate:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Mail a bottle of wine and set up a tasting Zoom call<\/li>\n\n\n\n<li>Send a gourmet coffee prior to a phone chat<\/li>\n\n\n\n<li>Ask about their favorite food delivery and follow-up with a virtual lunch<\/li>\n\n\n\n<li>Host a VIP webinar with an expert on a topic relevant to your clients\u2019 and prospects\u2019 interests<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Black Swans in Commercial Insurance<\/strong> <\/h2>\n\n\n\n<p>While these are all ways to start the conversation, you also must consider how your conversations with clients need to change. Did your business-as-usual conversation prepare them for the pandemic? Are they equipped with insurance products to help their businesses recover financially?<\/p>\n\n\n\n<p>Yes, COVID-19 is a <a href=\"https:\/\/www.investopedia.com\/terms\/b\/blackswan.asp\" target=\"_blank\" rel=\"noreferrer noopener\">black swan event<\/a>, but the pond is full of black swans: <a href=\"https:\/\/www.resourcepro.com\/2018\/07\/31\/cyber-insurance-wire-transfer-fraud\/\" target=\"_blank\" rel=\"noreferrer noopener\">cyber breaches<\/a>, fiduciary liability claims, terrorist attacks\u2014these may not be everyday risks, but you still need to address them in a risk assessment.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>The pond is full of black swans.<\/p>\n<\/blockquote>\n\n\n\n<p>If the buying process didn\u2019t bring up the possibility of a national or global disruption such as a pandemic, you need to reevaluate it. According to a <a href=\"https:\/\/www.pwc.com\/us\/en\/library\/ceo-agenda\/ceo-survey.html\" target=\"_blank\" rel=\"noreferrer noopener\">2020 PwC survey<\/a> of US CEOs, 53% are \u201cextremely concerned\u201d about the impact of cyber attacks, so why wouldn\u2019t that, or other large risks, merit a talking point in your risk assessment?<\/p>\n\n\n\n<p>When examining your buying process, consider the following:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>How do we determine if a risk exists?<\/li>\n\n\n\n<li>How does the insurance program respond to the risk?<\/li>\n\n\n\n<li>If an event is likely outside of coverage, how can we mitigate risk?<\/li>\n<\/ul>\n\n\n\n<p>Insurance professionals, you must elevate your game to help businesses look into the future and identify the next black swan event\u2014or you can continue to hustle the lowest price policy.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<p><em>If you\u2019re ready to take your sales conversations to the next level, <\/em><a href=\"https:\/\/www.resourcepro.com\/contact-us\/\" target=\"_blank\" rel=\"noreferrer noopener\"><em>let\u2019s talk<\/em><\/a><em>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In the age of remote communications, how can you stand out from the competition? Read more about elevating your strategy and survival of the agile!<\/p>\n","protected":false},"author":6,"featured_media":12646,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"news-category":[],"insurance-segment":[],"services":[],"type-of-content":[38],"resource-type":[],"class_list":["post-12645","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","type-of-content-blogs"],"acf":[],"publishpress_future_action":{"enabled":false,"date":"2026-04-19 17:57:45","action":"change-status","newStatus":"draft","terms":[],"taxonomy":"category","extraData":[]},"publishpress_future_workflow_manual_trigger":{"enabledWorkflows":[]},"_links":{"self":[{"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/posts\/12645","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/comments?post=12645"}],"version-history":[{"count":1,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/posts\/12645\/revisions"}],"predecessor-version":[{"id":13748,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/posts\/12645\/revisions\/13748"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/media\/12646"}],"wp:attachment":[{"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/media?parent=12645"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/categories?post=12645"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/tags?post=12645"},{"taxonomy":"news-category","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/news-category?post=12645"},{"taxonomy":"insurance-segment","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/insurance-segment?post=12645"},{"taxonomy":"services","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/services?post=12645"},{"taxonomy":"type-of-content","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/type-of-content?post=12645"},{"taxonomy":"resource-type","embeddable":true,"href":"https:\/\/www.resourcepro.com\/wp-json\/wp\/v2\/resource-type?post=12645"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}