Will This Work B2B?

[jmhopkins40]

I would question the use of "financial advisor" inasmuch as that term may come back to bite you.

Absolutely.....

"My name is _____ and I work for an organizations that provides the MOST AFFORDABLE health insurance in this area for small business owners like you. Once your deductible has been paid, you will be 100% covered. You also qualify for for a tax incentive that applies to both you and your employees. I want to leave you with our product list. If you could please take a few moments and see if any of these would help you and your employees. I'll be back up here next Tuesday."

We give him the form, an appointment reminder card and collect a business card.

This gives you a valid reason to return.

This can honestly be said if you are contracted with the top 10 providers.

 

[briko3]

My only reservation with that is I don't want to limit myself to health insurance. It seems like most small businesses around here don't have it and don't want it. Also, I have the owner names and phone numbers already before going in.

So do you guys think I should use my flyer or not? I'm hoping that it will generate interest in setting an appointment when I call back.

 

[jmhopkins40]

My only reservation with that is I don't want to limit myself to health insurance. It seems like most small businesses around here don't have it and don't want it. Also, I have the owner names and phone numbers already before going in.

So do you guys think I should use my flyer or not? I'm hoping that it will generate interest in setting an appointment when I call back.

YES....USE THE PROFESSIONAL FLYER

Good Point. The form has health insurance, life insurance, critical illness, disability, final exspense planniing, 401K, Roth IRA, dental, RX, short term coverage, senior care, child only plans, court ordered coverage and long term care. It is designed where each person can check mark the areas they are interested in, put their name and telephone number.

We take a card and attach it to a manilla folder, 50 per side with the mapquest to each. The following week all we need to do is grab the folder, the map and add some professional flyers for each category listed and take off.

When we arrive, we review the list and provide the flyer to the owner or employee that requested a certain area. Then we set an appopintment for the following week to explain the benefits and qualify them.

We spend 2 days on the phones and 2 days in the field. After 2 weeks you have new folders to grab each day with people in one of the 3 stages....stops any wasted time in the field.

May not be great but it does keep you in front of people.

 

[Justin Bilyj]

I like that idea Mike, what is the niche market for small biz owners for your idea? How many employees?

 

[Pusher08]

When developing a script it's important to map it out in your head, get it down on paper then USE IT. As you use it you'll see which parts work and which don't. There is no substitute for going out there and trying it out. No matter how good it sounds when you stand in the mirror reading it aloud the point is to get in front of somebody Make sure you tally your success to see if its something you should continue to use.

If the script doesn't work. Refine it hit some other areas. Then go back to them a few months from now.

But it sounds good.

 

[jmhopkins40]

I like that idea Mike, what is the niche market for small biz owners for your idea? How many employees?

[FONT='Verdana','sans-serif']Our B2B Niche Market is small business owners, 30-55 years old, their families and employees for companies with 10 or less employees. When there is much more, they begin to lose the personal side, form clicks and you run into the odds of more severe health issues. We try to firm up the exclusive leads a little more with companies in business 5+ years because they tend to have some form of coverage in place, are profitable and may have allowed the owner and key employees the opportunity to invest which opens the door to offer a FREE review of their 401K, IRA’s, annuities and such.[/FONT]
[FONT='Verdana','sans-serif']Our Field Process:[/FONT]
[FONT='Verdana','sans-serif']When meeting with a “Exclusive Lead Drop By Visit or Random Drop By Visit-Walk In” it is imperative to leave the Product Questionnaire with the business owner. It offers: health insurance, life insurance, critical illness, disability, final expense planning, 401K, Roth IRA, dental, RX, short term coverage, senior care, child only plans, court ordered coverage and long term care. It is designed where each person can check mark the areas they are interested in and put their name and telephone number on it.

When the agents return home, they take the business cards collected and write the date of the visit on the front side and any little reminder. Staple each business card to the left and right inside of a folder. Approx 40 per side with the MapQuest that was used... The following week all we need to do is grab the folder, the map and add some product flyers/brochures for each category listed and take off.

When the agent returns to the small business, they meet with the owner and review the list. They quickly meet with anyone that asked for information, get their cell phone number and home address and provide the flyer/brochure they were interested in reviewing. The agent then pulls out an appointment reminder card and asks which day they may stop by their home, answer any questions and see if they qualify.

We spend 2 days on the phones and 2 days in the field. After 2 weeks, you have a constant - growing source of small business owners and employees.....this process prevents any wasted time in the field and is an excellent way to train our agents to get referrals.[/FONT]

After the sale, we ask 3 questions:

“Hey "client" if my boss calls and asks how I did and also asks if I took care of you, what would you say?” If one of your friends or employees asked the same question what would you say? What if your parents asked the same question?” Thanks. I appreciate that.

"Slide the referral sheet over to him/her."

Could you please take a moment and list a few of these people we mentioned or anyone else that we may be able to help. Our parents hardly ever tell us when they need help, but it is always important to make sure.

* This not only opened the door for underage referrals, but now allows us to meet with their parents...on both sides of the family to review their Senior Health plans, final expense, LTC, 401K, IRA and other investments that most Americans lost a lot of money on.

* We always try to get the parents on both sides of the family and work our way thru the family tree.

When one trusts you, with multiple products to include their investments, it's a wonderful day. The business stays on the books much, much longer.

 

[Full Throttle]

So do you guys think I should use my flyer or not? I'm hoping that it will generate interest in setting an appointment when I call back.

Leave a flyer, but don't expect much from it, especially your version above. There is absolutley no call to action in it. If you are going to leave a flyer, do so for a product like health, life, or disability. You can use a general approach, but leave a product specific flyer behind if you want any shot at a response. Still, we're talking around 2% to 5% tops for flyers left to leads (not sales) and that's for a demand product like health.

If you want to take a general approach, go in and ask for 5 to 10 minutes. Run them through a short checklist of how you help business owners and if they check anything, tell them your time is up, when would be a good time to get back together to talk further? At that point you can do a fact finder. If they say not interested, ask for permission to stay in touch. Then do a memorable drip campaign and check back in 6 months.

 

[Crabcake Johnny]

Just leaving flyers is from .05% to 1% - I have never see more than 1% and I've been leaving flyers for health for 6 years.

 

[Justin Bilyj]

What do you get more leads from John, B2B or CC?

 

[Crabcake Johnny]

You can reach more biz owners telemarketing using an auto-dialer but it's a wash. I can generate 2 leads per hour walking into 30 businesses or 2 leads per hour dialing 100 numbers.

A lot of this goes back to putting it in perspective. For 8 years I went BtoB as either a rep or training reps.

This is all day, 8 full hours with a 30 minute lunch break. We went BtoB for the gas/electric dereg starting in '97 and as a rep I made around $1,000 a week in the field. I was in heaven - 50K and no crappy office environment.

So for me to go BtoB for around 3 hours a day to earn $3,000 a week selling health, by comparison I was in complete heaven. That said, if you've never done BtoB it likely sucks so bad that you can't imagine going out on your 3rd day.

As bad as BtoB sucks...and it DOES suck (very mentally challenging) if I went back to selling health full time I wouldn't buy leads - not in this environment. I'd be back out with my flyers. Because as bad as it "sucks" is sucks worse to dump $300+ per week into leads to mainly talk to idiots all day.

There's a lot of talk about what does and doesn't work and what's a waste of time. Here's what doesn't work: waiting around all day to call on the 4 internet leads you got. That's a waste of time. It's also a waste of time to do nothing; laying around basically.

Any chance at a sale beats no change at a sale. Who's going to do better; the agent who lays around doing nothing from 1 to 3 or the agent who goes BtoB or telemarkets from 1 to 3?

Cold-calling is only ineffective is it's done instead of an activity that produces better results. But that's not really the case. In reality it's not like agents are slammed busy all day - they are sitting around with their thumbs on their *****.