- Client-Building Opportunities:
Because business needs are not separate from personal needs, working in these markets gives you a chance to handle a wide range of concerns and objectives. If you provide good service and keep client relationships healthy, you can reintroduce your clients to the sales process again and again.
- Networking & Referrals:
most people in this market expand their businesses or professional practices the same way you do — by introductions or referrals from satisfied customers. Moreover, businessowners and professionals are often "influentials," meaning they are leaders who know and are known by other members of the community. Thus, a business client or center of influence can provide many referrals to other highly qualified prospects in local business and professional networks. Many of the people you'll meet will give you appointments on the strength of these recommendations.
- Prospect Nests:
The employees of a business can be a natural "nest" of prospects for resourceful advisers. The bigger the business, the larger the nest. Working with a businessowner may lead directly or indirectly to individual sales to executives and other employees, and may give you additional opportunities with the company's employee benefits and qualified retirement plan.
Back to Top | Next
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
