This is an approach technique you can use when you have some time before or after appointments with other businessowners, or if you simply want to get out and meet a lot of potential prospects in office buildings or business parks.
Note: Because of their crowded (often overbooked) appointment schedules, drop-in calls to medical professionals are usually not recommended.
Try This: When you enter each business, ask to speak with the owner. Explain that you're a representative of Ohio National. Then, when you meet the businessowner, say something like this:
Agent:
"I'm Charles Fisher with Ohio National Life here in Anytown. I have several clients in the area and have wanted to stop by to meet you. I hope this isn't a bad time.
"I specialize in business disability insurance for businessowners and professionals. Obviously, I have no idea if there's any way I can be of service to you, but I'd like to suggest our getting together so I can tell you about the work we do for other companies like yours. I'd also like to learn more about your operation.
"Would 15 or 20 minutes Thursday or Friday morning be better for you?"
All you're trying to do with this approach is make a winning first impression and ask for a meeting. If you don't get to see the businessowner, ask for his or her card, and leave a message with the secretary that you stopped by and will call again. This technique also works well when you're doing joint calls, since two advisers add weight to the visit.
