Since early March, our lives have been dominated by the disruptions created by COVID- 19. We’ve shifted to working remotely, we’ve learned the right songs to hum to makesure we’re washing our hands long enough, we’resupporting local businesses in any way we can, andwe’re doing our very best to flatten the curve andkeep ourselves and our families safe.
Clearly, we’re a long way from business as usual.
But there’s still plenty of business to do. Right thisminute, your clients need help figuring out how torespond (or not respond) to the changes that havealready happened, and the ones on the horizon. Guidethem through this turbulent period well, and they’relikely to reward you with their trust—and their business—for years to come. Here are a few suggestionson making that happen:
1. Listen, listen, listen
The game plan you and your clients had in mind for
The best first step in figuring out how to pivot isto set up a virtual check-in meeting with your clientssimply to hear about their latest concerns. Your role inthis meeting is very simple: Ask questions that get tothe heart of what they’re struggling with right now,listen and take notes.
Are they anticipating layoffs (and then possible rehires later in the year)? Do they suddenly need a wayto virtually onboard new hires, or run open enrollment, or communicate benefits in general? Do theyneed help explaining all the relevant info from thenew $2 trillion stimulus package to their workforce?
This is your chance to find out what your clients arethinking, gauge their risk tolerance, and be empathetic to their unique situation.
2. Be prescriptive about the what, the how
and the when
Once you have a clear sense of your clients’ new normal, pivot quickly to making recommendations. Betterto err on the side of being prescriptive than being
MORE IMPORTANTTHAN EVER
4 ways benefits consultants can becomemore valuable during trying times.
By Chad Schneider