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What marketing and sales resources and expertise do you have to help enter, develop and be successful with this market segment?

# Resource/Tool Existing Needs Development N/A to This Market
1. On-Profile Clients in the Market
 
 
 
2. Strategic Networking Alliance
 
 
 
3. Personal advisery Board or Centers of Influence in Market
 
 
 
4. Relative in Market
 
 
 
5. Friend in Market
 
 
 
6. Articles
 
 
 
7. Prospect Database (Mail and/or E-Mail Addresses)
 
 
 
8. On-Profile Client Database for Referrals (Mail and/or E-Mail Addresses)
 
 
 
9. First-Hand Knowledge of Market
 
 
 
10. Direct Mail Prospecting Ads
 
 
 
11. Pre-Approach Letter
 
 
 
12. Telemarketing Scripts & Lists (Phone Numbers)
 
 
 
13. Understanding of Needs (Survey, Focus Group, Inside Scoop, Research)
 
 
 
14. Standardized Inquiry Scripts & Process
 
 
 
15. Seminar Presentations & Venues
 
 
 
16. Opt-In Newsletter
 
 
 
17. Web Site for Referencing & Referring
 
 
 
18. Archived Newsletters for Referencing & Referring
 
 
 
19. Client Testimonials (Availability?)
 
 
 
20. Updated Brochures
 
 
 
21. Updated Business Cards
 
 
 
22. Print or Radio Ads
 
 
 
23. Specific Presentation to Identify:
  • Me/Firm

  • The Way I Do Business

  • Positioning Statement; Elevator Speech; Branding Message

  • Products/Services

  • The Customer's Obligation

  • How & When I Get Paid

  • Steps to Be Taken
 
 
 
24. Products (Do I understand them well enough to sell them? Are they applicable to this market?)
 
 
 

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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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