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Tips for a successful enrollment An enrollment's success is measured in large part by participation. To that end, you must plan in advance of the actual enrollment deadline and help people make up their minds on dental health benefits. Here are some ways to accomplish this: Sell the purchasers. Let them know the advantages of your plans and what can be custom-designed to meet their needs. Also, remind them that excellent benefits can help attract and retain the best employees or new members. When you have a commitment from a company, you'll stand a better chance of being able to sell to their employees. Get employer buy-in. Obtain a commitment from senior management to give you access to employees in advance of the open enrollment deadlines. Educate employees. Work with your dental benefits provider to obtain information about plans, features and pricing. However, don't be overly detailed or aggressive with selling - assume people can make up their own minds. Know who you're selling to and tailor your presentation accordingly. You have only 10 to 15 minutes to sell your dental health plan to someone who probably doesn't know much about it. What are the key selling points that will help them make their decision? (Some of this information was obtained from Benefits Selling, October/November 2003.)