Most of the time, I focus on high net-worth individuals for a volume business. The best policy is to connect through a very effective reference. I am more confident when the referral is very strong and close to the prospect, however identifying such references is a skill.
When I ask for references, I assure that the person makes a call in front of me. To penetrate further, I also try to schedule an appointment at that very moment through the referral. This saves my time and I am on the job of new business immediately.
If not a telephone call, an appreciation letter with my business and achievement profile can introduce me to the client. This enhances my image when I meet the prospect for the first time.
Before meeting with prospects, my mailers and brochures create a distinct image in their minds. I make a very conscious attempt when sending my mailers, which are always very different in their shape, size, layout and messages. Short and effective messages and meeting agendas let me draw the prospect’s attention and focus, which ultimately result in big sales.
What are you doing to promote your business?
