Empowering insurance advisors through business conversations

The right and relatable conversations

The customer: Asian Healthcare Group
BACKGROUND: As a prominent Asian Healthcare Group in the private sector, our customer wanted to help enable and empower their insurance advisors with the right tools and communication pathways that could drive awareness, interest and traffic to their hospitals.

Our solution

By using a four-step approach, we had to find a way to communicate the balance between cost and high quality care.

Customer Segment Discovery
Customer Value Proposition Workshop
Marketing Strategy
Advisor Enablement Toolkit

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.

Outcomes

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.

Outcomes

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.

Outcomes

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.

Outcomes

Interactive Sales Toolkit
Phase 2 enablement planning

Take a look at some of our projects

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Pivoting a Business

Moving from a service integration to Saas provider

Nurturing and Converting Leads

Engage the customers at the right moment

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Empowering Ecosystems Partners

Accelerate business growth with the right tools

Guided Selling

Redesigning a communications strategy

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500% Increase

See how Mastersystem and AWS went from plan to 500% increase in revenue in 100 days

Get started with Over The Line

Thinking of integrating or orchestrating an impactful Go-to-Market strategy but not sure how to?
Let's grab a cup of coffee (we prefer a glass a wine, actually) and we'd be happy to share more.

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