How do you teach, explain, and sell it to Prospects (that you're not taking from another PEO)?
The best time to bring it up in the sales process is after the Prospect has bought into Business Impact Value they'll receive that's not contingent on co-employment. But a lot of PEOs don't do it that way, and there are
actually some firms that just can't mentally get away from opening their sales presentation with the co-employment mechanics.
Non-compelling ways to explain co-employment that DON’T work well include:
Just talking about it, and not using visual sales aids. Confusing for prospects!
The 'ol Before and After sheet. You know, the one that shows the client doing tons of stuff "before", and just writing one check and reporting in payroll "after". Most prospects see it as "too salesy" so their "what are you trying to get past me?" defenses go up. And showing it to Prospects who aren't doing all the "before" things makes them think "this doesn't apply to me". And even when you say "Yeah, but you should be doing that stuff.", it often doesn't have the necessary impact to convince them.
The "canned", rather blasé "definition" off the industry association's website. Probably technically accurate, but by no means compelling!
There is an incredibly effective way to communicate co-employment though. It both teaches and sells in less than 4 minutes; it focuses on Business Impact Value received; and it explains the co-employment piece in a very non-threatening manner. Click the start button on the image above to view the presentation.
Remember, in a sales call, this is best done after some previous buy-in to Business Impact Value, but if for some reason you choose to do it earlier, it actually works there too. And on your website, if you feel it necessary to expand on co-employment, it could be a fast and compelling way to do so.
Like the presentation above? For only $49 you can purchase the fully editable PowerPoint with its audio, the fully written out script, and the editable handout page.
(All files are Microsoft Office - PwrPnt, Excel, Word. Any editing is purchaser’s responsibility.)