The Good, the Bad, the B2B Prospect

Jul 11, 2016

  1. AboutThatLife
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    I decided to try and dabble a bit in the group insurance/employee benefits stuff. I walked into an independent pharmacy and asked for the head pharmacist.

    He asked how he can help me, all I managed to say was "I do insurance" and then he said "get the **** out". He was low-key so I assumed it was a joke, I smiled and said "No seriously, I was- " and he was walking away. So I was like wait you were serious? Wow, "get the **** out"? I thought you were-

    And then he says "You can get the **** out right now or I'll beat your ass outta here. You better be outta here before I get down there"

    I'm halfway to the door, confused, and he grabs something under the counter I'm nervous thinking he's gonna shoot me. He runs down and says "you wanna get wacked?" as he loses control of a baton.

    Is this what I signed up for? Any tips on B2B? I read Dale Carnegie.
     
  2. DS4
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    Every day, pharmacies waste many man hours dealing with insurance problems for their patients. When a pharmacist hears "insurance", he blames you.
    Next time instead of saying you "I do insurance", say, " I'm a employee health benefits specialist".
     
    DS4, Jul 12, 2016
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  3. rustyinsurancem
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    rustyinsurancem New Member

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    "I read Dale Carnegie."

    But the pharmacist doesn't!
     
  4. Newby
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    You are searching for "Yes's". Most people you cold call are not "Yes's". You just move on to the next one and don't take it personal. He was a "maybe" at best.
     
    Newby, Jul 12, 2016
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  5. insurancevet
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    insurancevet New Member

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    Never use the insurance word unless you want to trigger a psychotic episode. Always talk in terms of lowering expenses and benefits maybe even lead in with a safer vertical that ties into insurance.
     
  6. Cash
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    Crazy story but made me laugh.

    Tips? Don't dabble in the market. Be serious or don't do it. Find a market you like and work that one.

    I wouldn't ever walk into a pharmacy and just ask for the head pharmacist. Pharmacist are busy bees. You typically don't want to cold call the professions where the head guy does the work because they are always busy. I have sold to a pharmacist on a walk in but his friend referred me.

    Dale Carnegie isn't going to help in these kinds of situations.

    You could always go back and say something like "I thought about how you tried to beat me the other day and thought that you must of had a bad experience with an insurance company. Can you tell me about that?"

    I wouldn't do that but I would be interested in seeing what would happen. The thing is that like the other guy said, pharmacist deal with insurance a lot so it probably has nothing to do with employee benefits.
     
    Cash, Jul 12, 2016
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  7. DS4
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    Most independent pharmacies are on the verge of extinction....
    I would have walked in to your pharmacy, introduced myself to the owner/head pharmacist as a "employee benefits specialist". I then would have said, " Are you in a position to save money on your group health insurance plan?".
     
    DS4, Jul 12, 2016
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  8. AboutThatLife
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    I found that out the hard way.

    ----------

    Well thanks! You follow the old adage well.

    One thing I'm getting from this thread is that I'm an "employee benefits specialist". I'm going to have to get some new business cards that don't mention insurance at all.
     
  9. leevena
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    How can you be a "specialist" when you are so inexperienced in benefits?
     
    leevena, Jul 14, 2016
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  10. Gulfman
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    You never put your state, ....what city are you located in?


    .
     
    Gulfman, Jul 14, 2016
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