Confirming, and having reasons for seeing people that are important to them, cuts down on the number of broken scheduled meetings. But no-shows are part of the game. Be prepared — and creative! You can never tell when the inevitable is going to happen.
Try this!
- Keep a list of people you'd like to meet by geographic area. When you have time, and are in the area, drop in and introduce yourself.
- Make follow-up phone calls to clients and on-profile prospects.
- Conduct market surveys of individuals or businessowners in a new target market.
- Visit a client at work. Ask to be introduced to at least one on-profile co-worker.
- Check out hotels for possible seminar or workshop locations. Introduce yourself to the manager. After listening to his or her sales pitch, and if he or she fits your prospect profile, ask probing, open-ended questions...
- "How long have you been in the business?"
- "Do you get many insurance and financial service seminars here? Who puts them on?"
- "I'd like to show you the kind of work we do with successful individuals and businessowners to help them accumulate wealth and reduce taxes. Is there any reason why next Thursday, at about this time, would not be convenient for you?"
The important thing is to find a way to make the time productive. Remember, if you're not in front of people, or trying to get there, you're unemployed!
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
