- Join business or professional associations in your target business and professional market. Inquire about full or associate memberships. Offer to speak at meetings, to hold seminars on financial security and business planning topics, or to write articles for the group's membership publication.
- Discuss other marketing opportunities with your clients' professional advisers. These people now know what services you offer to businessowners — and that your work often generates billable hours for them. That alone might be sufficient reason to ask for your help with other cases. Note, however, that you will be expected to reciprocate.
- Call, e-mail or write to congratulate clients on important family or business occasions. Also, read local newspapers and business publications for the latest news about your clients.
- Conduct product information or tax seminars for clients or professional advisers. These can be triggered by tax law changes or new product introductions. Remember that attorneys and accountants are always looking for information they can use in their practices. What's more, they are also used to getting this information through seminars or workshops.
- Keep portable tape recorders in your car, home and office. Use them to compose drafts of messages, to remember client-service ideas, or to remind you of prospects or clients you should call.
- Use e-mail, car phone or faxes for informal contacts with clients.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
