Timing is crucial, of course. The businessowner who has no interest in seeing you one month may be wishing you'd call back the next. That's why it's so important to use approach techniques that put you in the right place, at the right time, for the right reason!

Making a good first impression with a prestige introduction brochure, in person, in a letter, over the phone or through your Web site is also essential. In fact, making a good first impression can give you a chance to make the rest of the impression. In this section, you'll learn how to earn scheduled meetings with businessowners and professionals using a variety of face-to-face, mail, e-mail and telephone approach techniques*, including:

• Mail


• Telephone


• X-Dating


• Face-to-Face


• Wave Mailing


• CD-ROM Prospecting

Sample pre-approach letters geared to specific planning topics are available in the Advanced Sales Adviser Guides, as well as in ON-Trac II, Unit II, Market Development & Prospecting. Here, however, are several direct mail and pre-approach letters you can send with Ohio National's brochures to business and professional prospects...

* Be mindful of your state's restrictions, if any, on e-mailing prospects, and observe state and federal "do not call" rules.

Back to Top | Next

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

36