Generating Leads for Group Prospecting

1. TAP YOUR PERSONAL CENTER OF INFLUENCE make a list of anyone you know who owns a business or a company.

2. FOLLOW YOUR DOLLAR make a list of all the business establishments that you have spent money with, i.e. what dealerships have you bought cars from? Call on them and DON’T

FORGET TO ASK FOR REFERRALS.

3. USE BIRD DOGS These may be friends, relatives and or business acquaintances who also have a center of influence that you can tap for leads. They can help LEAD you to a prospective Group Account. Ask them to make a list for you as well.

4. Satisfied customers are good sources for leads. When you sell a personal membership, ask them where they work and who the owner of HR person is, then you can call and say that some of their employees have expressed an interest in having the dental or health plan as an employee benefit. Which establishes the need and gives you a door opener (NEVER give out the member’s name) HERE AGAIN ALWAYS ASK FOR REFERRALS whether they are interested or not. Follow up in 60 to 90 days again. Time can change a lot.

5. Chamber of Commerce (Small Business List) Ask for other industry listing. They are there to help you so ask. Attend “Chamber Mixers”, etc. to network and exchange business cards, etc. “ASK FOR REFERRALS”

6. Public Library (Haines Directory) Ask the librarian for help in finding business leads in may a particular area such as small manufacturing companies. Ask for other ideas of how the library lists companies. Reference USA is available thru some libraries and you may access it from home with a library card.

7. Subscribe or buy business journals or business directories and/or trade magazines or publications that tell about their members and list names, owners, or CEO, number of employees, etc, “ASK FOR REFERRALS”

8. Join business or profession organizations where you can participate in networking luncheons, etc. Toastmasters, women’s or men’s clubs. Exchange business ideas, cards, and “ASK FOR REFERRALS”

9. Phone prospects of the Yellow Pages. If they are not interested at that time, put them in your follow-up list and ASK THEM WHO THEY KNOW WHO MAY BE INTERESTED & ASK FOR REFERRALS

10. COLD CALLING You pass by more businesses in a day than you could write in a year. Any place your drive by that has employees, stop share and ask for referrals! S.T.P = SEE THE PEOPLE. Remember it’s a numbers game. Your sales will be in direct proportion to how many calls you make.

11. For those of you that are inclined OFFER YOURSELF AS A SPEAKER at a club or organizational luncheons, conventions, meetings, etc. Many of these groups are looking for guest speakers to educate their members. Here again you will be networking and asking for referrals. Medicare D and the PAP programs may interest certain groups.

12. There are many other employee benefits sales people that you can share leads with since they are in the same market but may not compete with your services. (Legal, life insurance sales, etc.) Share leads, share referrals.