Also, because of their crowded (often over-booked) schedules, drop-in calls to medical professionals are usually not recommended. In fact, many producers suggest telephoning these professionals at home, not the office. Be wary, however, of "do not call" rules, especially with doctors. The same advice applies to pre-approach letters.
Try This: When you enter each business, ask to speak with the owner. Explain who you are. When you meet the businessowner, say something like this…
Agent: "I'm Sales Associate, with Ohio National here in Town. I have several clients in the area and have wanted to stop by and meet you. I hope this isn't a bad time.
"I specialize in business succession, wealth accumulation and retirement planning 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 we get together so I can show you more about the work we do for other companies like yours. And I'd also like to learn more about your operation.
"Is there any reason why we can't schedule 15 or 20 minutes Thursday or Friday morning? Which would be better for you?"
All you're trying to do with this approach is make a winning first impression and ask for a scheduled meeting. If you don't get to see the businessowner, ask for his or her card, and leave a message with the office administrator 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.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.