Finding Prospects

If you choose to pursue Group Business, we recommend that you call on small businesses with between 5 and 25 employees. In these size businesses, usually you will be talking to the decision maker directly. In larger businesses, these decisions are done by committee and take a very long time and a lot of maneuvering on your part. You can "starve" going after the big elephants! It is better to have 10 businesses of 10 employees each than one business of 100 employees.

Some of the popular businesses for our benefits packages are:

   Restaurants
   Security Companies
   Financial Firms
   Law Firms
   Day Care Centers
   Landscaping Companies
   Hair Salons
   Barber Shops
   Day Spas
   Plumbing Companies
   Electrical Companies
   Heating/Air Companies
   Small to Mid-size Manufacturing Companies

To get other ideas, look through the yellow pages for types of businesses.

You can call from the yellow pages; this way you are doing vertical marketing. If you get one company on-board with you, then you can more easily approach the others in that field of work.
You can order lists of businesses from "list houses" but that can be expensive.

You can also go to the Library and ask for their book on businesses which will show you owner's name, number of employees, sales volume, etc. Standard and Poor's Registry or American Manufacturing Directory.
Chamber of Commerce's sometimes have business listings as well

• Make a list of companies, either old or new that you have a  relationship with, do business with, or know someone in the company or who can get you in the door.
• Follow your dollar- anywhere you spend money is an excellent prospect, gas stations, restaurants, clothing stores or anywhere else where you currnetly spend money 
• Join SHRM (Society of Human Resource Managers) or the Chamber of Commerce, or a leads group.
• Libraries have Industry/employer information that gives you up-to-date information on companies such as # of employees, type of business, officers of company, etc.
• Take people who are “centers of influence” in your town to lunch, and get referrals.
• Get referrals from your existing accounts.
• Always use a tracking method when calling and keeping records. You can use a computerized program like “ACT” or a simple paper tracking method (See Company Track Sheet). Don’t forget to keep very specific records such as the name of the Receptionist/Gatekeeper, etc., as this will make future contact and relationship building easier.

Many people we bring on as IBO's either work at another company or their spouse does. They may want you to do the group and just introduce you to the decision makers. In addition, after seeing all the success and $ you’re making, they may want to do group too. 

Do your homework, use your contacts and sell the interview.