When calling on businesses what exactly are you pitching?
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I've asked this question a couple of times in some threads without a real direct answer. So my question is what are some of the typical things were looking for when calling on business?
-Soliciting the gate keeper for business? (doubt it)
-Soliciting their 401k business (likely but doubt that alone gets you in the door)
-Getting into contact with the business owner trying to get his brokerage business (possibly if he's even staying afloat during these times)
-An appointment to discuss retirement/planning services you can provide for their employees (seems likely but a smaller company wouldn't seem to have a lot of opportunity)
I'm looking to ease some of the scrubbing that goes along with calling residences as it takes a loooonnggg time to conduct a scrubbed list. With businesses I've hard they're free reign. PLEASE HELP!!
I believe the answer to your question is "all of the above" but knowing what to lead with is almost impossible if you don't know anything about the business or the owner. I also believe most business owners like to work within their network and are resistant to cold-calling as they get bombarded across a whole a range of goods and services. They don't have time to discriminate. Networking and referral are the best use of your time, in my opinion. However, depending on your situation, for example if you're a newbie at a wirehouse with a quota of calls to make, that might not be that practical. So you're in for a tough slog, just like with residences, which is why I chose not to enter the business that way.
I talked to two realtors today (from a buyer's perspective as we're looking to move). Both are very successful in this area and both said that they preferred being pitched an appointment. They also said that it had to be quick (no one hour long lunches). Just a quick 15 minutes to get your ideas and personality across and then take it from there.