Tool Marketing Strategy
X
Introduction
A Well Organized Plan
Let me ask you a question
Mental Tools
The Carpenter Next Door
The Tool Marketing Concept
Your Toolbox
To write 100 Applications
PIC Website
What to do next - Zip Codes
What to do next - Demographics
What to do next - Connect the Points
Questions
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A
successful
formal
marketing/sales
season
starts
with
a
well
prepared,
well
organized
plan.
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Let
me
ask
you
a
question.
What
tools
are
you
going
to
use?
Let’s
look
at
your
toolkit.
Show
me
your
tools.
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In
sales,
tools
are
difficult
to
foresee
because
the
first
tool
you
need
is
not
a
physical
tool.
It
is
a
MENTAL
TOOL.
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“
The
carpenter
next
door
is
as
good
as
his
tool
box
is
”.
What
type
of
carpenter
are
you
?
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Let’s
introduce
the
concept
of
“Tool
Marketing”
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Your
Toolbox
Marketing/Sales
Strategy
Carriers
What
you
need
to
do
50
100
150
250
+
Provider
Relationships
Non
Carrier
Specific;
make
sure
you
are
appointed
with
carriers
of
PCP
you
select
Identify
and
"connect"
with
physicians'
offices;
Become
a
resource
1
Physicians'
offices
3
Physicians
Offices
4
Physicians'
Offices
4
Physicians
Offices
Leads
United
Healthspring
Wellcare
Referrals;
have
a
s
many
channels
as
possible
Community
Organizations
Non
Carrier
Specific
Set
up
table
inside
site;
do
education
events;
become
a
resource
for
the
community.
2
community
centers
and/or
faith
based
organizations
4
community
centers
and/or
faith
based
organizations
5
community
centers
and/or
faith
based
organizations
5
community
centers
and/or
faith
based
organizations
Sales
Seminars
United;
Certification
with
B-Connect
Identify
and
negotiate
sales
seminars
presentation
location;
schedule
seminars
2
locations
in
2
different
zip
codes
3
locations
in
3
different
zip
codes
4
locations
in
4
different
zip
codes
4
locations
in
4
different
zip
codes
Retail
Program
United
Aetna
Participate
in
1
+
stores
1
Store
1
Store
2
Stores
2
Stores
Turning
65
Non
Carrier
Specific
BRC
for
T65;
Become
familiar
with
Understanding
Your
Medicare
Options
.
Use
MDS
form.
100
BRC's
per
month
200
BRC's
per
month
300
BRC's
per
month
Mail
to
all
T65
in
your
area.
All
year
long
Dual
Market
Non
Carrier
Specific
Phone
for
LIS
and
Medicaid
help.
Become
familiar
with
MDS
4
hours
per
week
8
hours
per
week
12
hours
per
week
10
hours
per
week
all
year
long
Internet
Sales
Wellcare
Set
up
website
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8
Sep/Oct
Warm-up
meetings
25
Prospects
ready
to
enroll
by
10/15
8
AEP
Meetings
w/Telesales
support
8
Local
Area
Marketing
events
100
fresh
leads
directly
from
Carriers
10
referrals
from
providers
2
to
4
retail
hours
weekly
(
or
other
)
$450
est.
marketing
self-investment
To
write
100
applications…
you
may
need
400+
opportunities
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website
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Select
Zip
Codes
Identify
Strategic
Centers
of
Influence
(COI)
Get
Demographics
Decide
on
Specific
Strategies
Connect
the
Points
/
Put
Strategy
in
Place
What
to
do
Next
?
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Select
Zip
Codes
Elements
to
select
Zip
Code
Proximity
Demographics
Identify
Strategic
Centers
of
Influence
(COI)
8
PCP’s
2
Gyms
5
Workshop
Sites
3
Community
Centers
4
Retail
What
to
do
Next
?
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What
to
do
Next
?
Get
Demographics
Get
Familiarized
with
MDS
How
Many
Age
Ins?
How
Many
Dual
Eligibles?
Decide
on
Specific
Strategies
At
least
3
strategies
Watch
and
study
presentations
on
LHTMS
Connect
the
Points/Put
Strategy
in
Place
Visit
sites
Establish
Relationships
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