Your objectives in the initial meeting with a businessowner or professional are to: 1) present yourself as a knowledgeable professional with whom the on-profile prospect would want to do business; 2) together, answer the on-profile prospect's hot-button issues; and 3) set a time for the next meeting. Approximate time needed: 30 minutes.

What to do:

Try this: Contact one of your on-profile businessowner prospects for a 30-minute initial meeting. Unless the prospect is a friend or an acquaintance, the initial meeting is likely to be your first face-to-face meeting with the person. This is an important time of discovery for both of you. While you try to access the prospect's needs, wants and ability to take action, your prospect will be sizing you up as someone he or she may want to work with. The Business Viewpoint from Cotton Systems, or the Business Financial Checkup — from Your Perspective (BFC) from Financial Profiles, Inc., will help you and your prospect meet your objectives. These discovery tools will help your prospect develop a picture of his or her financial needs, wants and goals, while giving you a clearer idea of ways you may be of service. The Business Viewpoint or BFC will illustrate needs and wants, but do not attempt to sell anything — other than the need for a second meeting!

By using these tools, your prospect educates himself/herself about various business financial desires, without you attempting to promote a solution in the first meeting - plus you are more likely to raise the prospect's level of trust in you. This should make it easier to schedule a second meeting and help your prospective client understand the need for one or more of your financial products.

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

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