"Hello, is this Prospect? This is Sales Associate, with Ohio National Financial Services in Town. Do you have a moment to speak on the phone?"I don't believe we've met; but I've worked with other businessowners/practitioners whose businesses/practices are a lot like yours, and I've wanted to meet you. I hope you don't mind my calling you to break the ice!"
(Note: If you have any leverage with the prospect, you should mention it here.)
"The work I've done with other clients has included tax-favored planning for businessowners/practitioners and their employees."
(Wait for a reply, then say...)
"We help business and professional clients in three planning areas:
- 'Business Succession/Continuation Planning' — Key people protection and estate analysis.
- 'Selective Benefits' — I can show you how to provide valuable benefits just for yourself and any highly compensated employees, without having to cover the entire payroll.
- 'Employee Benefits' — Ohio National specializes in designing flexible retirement plans, which are also tax deductible.
"Which of these planning areas interest you most?"
(Your objective is to find something the prospect wants to talk about. So, try to start a conversation by asking probing questions, and take it as far as it will go. Then, ask for a brief meeting...)
"From what you're telling me, it sounds as if we should sit down together for 15 or 20 minutes to see what we can do for you. I'm available next Wednesday morning at 8:15 and again Friday morning at 11:15. Is there any reason why we can't get together? Which of those times is best for you?"
If the prospect says he or she is not interested, simply ask, "I'm curious. Why do you say that?" This gives you a chance to keep the conversation going and follow-up on whatever the prospect says.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.