Empowering insurance advisors through business conversations

1. Customer Segment Discovery

We conducted in-depth individual discovery sessions with more than 20 individuals to find out their triggers, motivations and pain points towards choosing private healthcare institutions versus public healthcare hospitals. In addition, we also spoke with insurance advisors to identify their challenges during their sales conversations.

• Customer personas

• Customer Buying Journey

• Key insights and takeaways

2. Value Proposition Workshop

We had the privilege to spend quality time with the C-Suite management over two days through an intensive value proposition workshop. This helped to draw out internal feedback, challenges and ultimately, created alignment amongst the higher management.

• Primary Challenges & Goals

• Value Proposition Strategy

• Prioritisation Matrix

3. Marketing Strategy

Using what we have gathered from the first two steps, Over The Line created a marketing strategy that involved inbound, outbound and advisor communications.

• Marketing Implementation Plan

• Inbound and outbound communication roll-out

• Advisor communications roll-out

4. Advisor Enablement Toolkit

As a final step, we created an interactive Advisor Enablement Toolkit to help our customer’s advisors initiate, drive and complete sales conversations with their customers. This toolkit consisted of several conversation topics that are relatable to end-customers (from step 1), and content was also executed in an easily snackable format.

• Interactive Sales Toolkit

• Phase 2 enablement planning