“Once you have established contact with these remote buyers, you pepper your contact with value-added content through your value-added sales technology once or twice a week. Send tools and content that you know the prospect will appreciate based on your inquisitive telephone calls.

Follow up each value-added delivery with a phone call to seek buying signals and solidify the relationship. Tie performance-based selling concepts versus transactional selling methods into your weekly conversations with the buyer with increasing intensity. Draw a distinction between what you and your agency have to offer versus their current broker without being negative about that broker. Repeat this process for about four weeks. In each follow-up phone call, note the differences and emphasize what you can provide. After a few weeks, you’re ready to attempt closing the sale.”¹

¹ http://eba.benefitnews.com/news/e-marketing-to-remote-buyers-2682048-1.html

This entry was posted on Friday, January 22nd, 2010 at 10:23 am and is filed under Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.