They’re Taking My Call
I have a monthly call with Advisors that I coach. At this time of the year I hear those who have persistently attempted to contact prospective plan decision makers say, “They’re taking my call.” They persisted with their attempts to contact cold prospects month after month, leaving a lot of voice mail messages. Advisors will tell me that as they launch into their opener the prospect plan decision maker will stop them and say, “I know who you are. You’re the person that calls me once a month. I know who you are.” Prospective plan decision makers are taking their call to reward them, and they know that this is the time of year to decide to make plan improvements for first of the year implementation.
Plan decision makers, whether they are owners or key executives of companies share certain characteristics with successful Advisors. One of those is persistence. Your prospect plan decision makers continue to exercise their persistence on a daily basis. In the absence of a relationship, plan decision makers will take your call to reward you for demonstrating a characteristic that they hold near and dear about themselves.
January 1st of any given year is a favorite time for employers to introduce or improve a qualified plan. Accounting has a clean start and the employer can promote to the employees a “new year – new (or improved) benefit” perception. When you take over a plan, the employer and employees have gone through at least one transition when they began the program, plus any other past plan conversions. The plan decision makers realize that a best practice is to make sure that they give themselves time to communicate to employees and manage the process.
Carry-on with your acquisition activities this selling season. Focus on your prospecting process, not how many conversations or meetings you have with plan decision makers. Those will come with your persistence. Your efforts will be recognized and rewarded by plan decision makers as they continue to take your call.