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I talk to people everyday that tell me, “You have a great product.  You can prevent a company from having workers’ comp claims as a standard budgeted line item.” (they might not say it in those exact terms, but that’s what the mean).  But it’s not the easiest product in the world to sell and it’s not a quick close.  You see, this type of product takes time.  Time to develop trust and develop a relationship.  For most people, functional employment testing is outside of their paradigm; they have no context for it.

Some people think, ‘This guy is just another salesman trying to get my business card so I can end up on his worthless mailing list in hopes that one day I’ll change my mind.’

Look, I HATE being referred to as a salesman.  That’s not what I do.  Salespeople (IMO) are representatives for products that don’t possess the solvency to sell by themselves, therefore, representation is needed to supply the market with this product or service that must be explained so its features can be viewed to have benefit to the consumer.  Functional employment testing just makes sense; it’s solvent.  You want to reduce the number of lost days you have during a year?  You are having a lot of high incidence claims?  If you are experiencing set backs in production due to an aging workforce, you, like all the other issues need functional employment testing.  I am merely attempting to show you how you can benefit by taking a proactive approach to workers’ comp claims management.

The benefits of functional employment testing speak for themselves.  I’ve seen employees be able to remain healthy and stay in a working environment they love for years way past the norm for their age and job.  All this occurred while the employer limited its risk by alerting the individual he/she would eventually have an injury and remove them from their current working environment.  These employers handle these situations by relocating that employee to another department until they could regain the strength to handle essential job functions.  I’ve seen corporations save MILLIONS of dollars in claims workers’ comp insurance premiums and MILLIONS in claim costs.  These are win-wins for everyone.

The problem is it takes time to educate the marketplace since there is not proper branding for functional employment testing.  Education takes time.  Today I met with the biggest fish I’ve ever met in my life.  This entity is a major employer and needs help managing workers’ comp costs.  For a new marketing director (me) in an unfamiliar market (Ventura, CA), this is nothing more than a Godsend.  I truly hope we are able to close this account (well outside the mean for closing accounts this size) so I can spend my time attempting to cultivate relationships with other business owners and HR managers in the area.  My long-term goal is to build a healthier workforce in Ventura County and eventually California.  It can only happen with one new account at a time.