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Improving Customer Loyalty

Ginger from Providio giving tips and tricks on how to improve customer loyalty

epsmarketing
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Improving Customer Loyalty

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  1. Improving Customer Loyalty & Acquiring More New Clients By Selling Them What They Need, Not Just What You Want Presentation to EPS Settlements Group June 27, 2013 © 2013 Providio MediSolutions™

  2. Identifying and Selling to Client Pain Discussion Topics The Need for Must-Have Solutions Illustration of How to Leverage Must-Have Solutions to Introduce Nice-to-Have Solutions

  3. Diagnosing Client Needs – What’s Their “Pain”? Don’t commit sales “malpractice” – make sure you take a thorough history so you can properly diagnosis the areas of need/”pain”

  4. Plaintiff/Plaintiff Attorney Defense Common Pain Points for Your Clients/Prospects Maximizing client’s award Settlement Costs – How to Reduce? Maximizing attorney’s fee Time to settle & close file Compliance Compliance – Medicare, Medicaid Protecting client benefits Other business efficiency & customer satisfaction **Remember, client/prospect pain points are different than your sales pain points, but to relieve your pain you have to relieve your client’s/prospect’s pain first!

  5. Be honest with yourself – how often is your client’s primary pain/need the fact that they can’t get a case settled without a structure? What solutions can you bring to the table that are mostcritical to address client’s biggest needs so that they’ll give you the chance to satisfy their wants as well? Prioritizing Client’s Various Needs & Wants

  6. Prescribe for the Toughest Problems First Credibility Immediate value Loyalty

  7. Pain Solutions Deliver Must-Have SolutionsThat are Differentiated Settlement Costs – How to Reduce? Structures w/ more responsive service combined with other solutions (lien res, prof. admin) Lien resolution, MSAs, SNTs Compliance – Medicare, Medicaid Maximize Attorney’s Fees Attorney fee structures, FSP, EAFS, Lien resolution services

  8. Lien Resolution Services Address Client Pain & Lead to More Structure Opportunities Plaintiff Defense Reduce lost cost adjustment per file Increase profitability per case for law firm Faster claim file handling Reduce firm overhead Lower compliance risk Lower malpractice risk Improved customer satisfaction Improved customer satisfaction

  9. Plaintiff Defense MSA lowers compliance risk MSA lowers compliance risk MSA & Related Services Address Client Pain & Lead to More Structure Opportunities MSA apportionment helps reduce final MSA amount = more $ in client’s pocket Professional admin. reduces risk & offers chance for reversionary provisions Professional admin reduces hassle; extends MSA funds Guidebook is valuable self-administration & education tool Free case consultation aids decision making Guidebook as self-administration & educational tool Free case consultation aids decision making

  10. EPS Structure Consultants Whose Clients Have Used Providio &/or Are Actively Marketing with Providio Mike Schroeder Larry Ruder Tom Adams Dan Schmittgens Greg Lukens Ryan Philyaw Jeff Brooks Lori Shipley Dave Korch Ken Noce Duane Gallimore Mike Ohler Les Carrier Dan Rogers Gary Blankenship Frank Munoz Chris Randle Kathy Osler

  11. Providio Contact Information Main Number – 1-877-253-3120 (Colorado) Ginger Susman, Esq. (CO) – President x1515 gsusman@providiomsa.com Gary Goldberg (CO) – Business Development x1663 ggoldberg@providiomsa.com Sonya Fearrington (NC) – Business Development x1662 sfearrington@providiomsa.com Ro Baltayan (GA) – Director MSA Operations x1651 rbaltayan@providiomsa.com Wendy Harpel (CO) – Sr. Case Director x1634 wharpel@providiomsa.com Andrea Light (CO) – Case Director x1665 alight@providiomsa.com referrals@providiomsa.comorinfo@providiomsa.com www.providiomedisolutions.com

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