The more you know about your business disability prospects, the easier it is to link their needs and concerns to your products and services. The tighter your market focus, the better the results will be at each step of the sales process.
The ideal business and professional market prospects...
- Own and manage financially stable practices and/or businesses.
- Have good cash flow and have been operating profitably for at least three years.
- Are in businesses with fewer than three other owners or major shareholders and have 25 or fewer employees.
- Have needs and objectives that can be met with your products and services.
- Are decision-makers in their companies and can provide access to others who are.
- Are people you have a specific reason to contact and are approachable by you.
Though many people fit that profile, marketing and prospecting should be planned, purposeful activities, not just a series of random efforts to generate names. To be effective, prospecting must be continuous, and it must be done by you. It's not something you should delegate.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
