"Mr. and Mrs. Ferranti, I've always been pleased with the service I've received since I've been doing business with you. I guess that's been a little more than two years now. Right?"(Wait for a response. Converse casually about your relationship with your prospects and their business. Then, use the leverage you have with the prospect...)
"As you know, I'm with Ohio National Financial Services. Although I have no idea if you need financial products and services right now, I'd appreciate the opportunity to show you the kind of process we use for other successful businessowners like yourselves to help them accumulate wealth and plan for retirement."
Third-Party On-Profile Referral Call:
"I recently had the pleasure of speaking with Carla Jenkins, whom I've known for several years. She said you and she were good friends..."(Informally discuss your mutual acquaintance, taking the conversation as far as it will go. Then say...)
"Carla had no way of knowing if you would be interested in any financial products or services right now, but since she knows me and the kind of work I do — and understands that I am always looking for responsible people, such as you, to show how we help accumulate wealth and fund retirement — she suggested that I give you a call.
"Did Carla happen to mention that I'd be in touch with you?"
(Wait for a response, then say...)
"I'm calling to introduce myself and schedule a brief, 20 minute meeting when we can get together. That way, you can judge for yourself if we should be doing business together."
Cold Call:
"I don't believe we've met, but I've worked with other successful people in your field, and I've been wanting to meet you. I hope you don't mind my calling to break the ice. I'm calling to introduce myself and to see if you're as interested in how we help accumulate wealth and reduce taxes as other successful people in the area have been."You may be familiar with the work we've done with other clients on income protection, education funding, and retirement planning. May I ask if you have children, and if college education funding is an objective?"
Or, "Are you satisfied with what you've been able to set aside for your retirement?"
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.