Try this: Review the following tools and techniques and then select those which you wish to include in your business and professional market client-building strategy. Not all of these ideas will work for every agent in every marketing area. So, use them, adapt them or be creative and devise new tools and techniques of your own!
- Send thank-you letters or make courtesy phone calls to clients and their professional advisers. Stay in touch with clients during underwriting.
- Prepare letters of engagement describing your client services. These can be reviewed during your Delivery Meeting.
- Follow-up on plan implementation with clients' professional advisers. Be sure plan agreements and other documents will be ready when promised.
- Set specific dates for each formal meeting. After each formal meeting, identify the client's next priority issue and ask when it can be addressed. Also, conduct quarterly plan reviews. Update the client's business data taker during these meetings.
- Review current plan for changes or additions.
- Be sure business valuation is current.
- Review legal or technical changes and new product developments.
- Review or explore the client's next priority issue.
- Reintroduce the businessowner to the sales process.
- During plan reviews, ask clients if they have questions about the existing plan, or if there are other issues they would like to talk over with you. You should always have a specific sales idea to discuss. Whenever possible, though, this idea should relate to an issue or concern which you and the client have already discussed. By introducing ideas from out of left field at every meeting, clients will quickly begin viewing quarterly plan reviews as thinly disguised sales calls.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
