Combining bancassurance and Worksite

Combining bancassurance and Worksite

One of the most successful marketing channels for the placement of insurance is the so-called Worksite or marketing to the inside of the client companies. This business concept was born in the United States in the 1990s and is based on the fact that both firms and their staff can benefit from financial security mechanisms that provide a series of insurance products which can be acquired from voluntary and convenient way for workers directly instead of work.

Within the bancassurance strategy, this marketing channel has the advantage of reaching a large volume of people who probably visit infrequently the promoter of your bank branch, but are grouped in the same place of work and represent a potential market of great interest.

A strategy of successful Worksite consists of a well-structured process that aims to bring us to the goal of developing a campaign to put insurance at the place where groups of people develop their work. We suggest a seven-step model to ensure that the process is conducted without obstacles and that make the most of every opportunity.

1.-  An inventory of enterprises and Government agencies who are clients.
2.- Classified by related segments. For example: agencies and State enterprises, large enterprises, medium-sized companies and SMEs.
3.- Request meetings with the representative of high level of the employer, who can be: Manager or director of human resources in large, medium-sized companies and State agencies. SMEs certainly the person who decides is the owner.
4.- Persuade the employer to become a vehicle for the placement of insurance products that may be complementary to which they delivery their total staff or partially by collective bargaining. It is important to note you that the products are paid directly by the worker in the form of a discount through automatic direct debit of payment into the bank account of BOD indicating the worker, so that is does not require the employer to invest time and administrative costs on the adequacy of its payroll system, or in the administration of high and low.
5.- After obtaining approval, schedule dates, times and especially the locations within which talks of selling will take place. In some cases there are spaces and facilities for group presentations, and other sales talks will be individual. In this case in convenient to request a different work space for interviews.
6.- Ask for and distribute the elements of communication (flyers, E-mails, posters, among others, enabling to spread the campaign date and the product benefits across the Organization of about three days in advance.
7.- Once the sale is complete, distributing membership materials ensuring that the client has signed the insurance solicitud-certificado.

We are witnessing a changing reality where the division between collective benefits, those paid by the company wholly or partly and voluntary benefits, which are paid by the worker tends to disappear and increasingly greater extent, both entrepreneurs large and small, look for ways to improve the living conditions of its workers with shared cost programs.

Unlike the products of collective bargaining, worker in this type of program evaluates and selects that coverage or combination thereof that best adapts to the needs and his family and as a result has a better understanding than what you purchased. In addition it develops a sense of belonging and feel that by adding value to its general scheme somehow becomes an administrator of your benefits program. On the other hand employers obtain an improvement in the perception of the value of the benefits offered by the company without having to incur additional costs. Finally also decrease the risk that sometimes means a workforce that does not meet their basic needs and in return they get a team with strong morals and motivated people produces more.