HOW DO YOU FIND CLIENTS?
Aflac does not supply you with leads nor do they keep track of any agents prospecting. This is good and bad. It good because there are no limitations outside of the dnc list. Any business is fair game. On the other hand you could very well be the 10th Aflac person this week but once you perfect your approach you might spark something in them that makes them want to do business with YOU. It really is less about what you're selling and more about your likability.
To find clients you'll need to draw from people you know and their connections. If you don't know a lot of people or have exhausted your connections you'll need to go to sites like Resarch USA and Manta to find local businesses. When all else fails theres good ol' hopping out the car in chosen area and knocking down doors. It is best to research beforehand to have the business owners names but this is an option.
Once you get going you'll be able to ask for referrals and you may not have to do any cold calling at all after that.
THE DO NOT CALL LIST
The business on the list either already have Aflac, are annoyed with Aflac agents or in the process of getting Aflac. In which case stay away. If you go in to a mom and pop shop that on the dnc list just apologize and keep it moving. It isn't the end of the world but if you know you'll be prospecting in a certain zip code pull the dnc list up in the area and review it to avoid wasting your prospecting time.
The HOT List
These are the businesses you'll see when you try to access the do not call list. You will see things like Major home improvement stores and national grocery store chains etc. Let's just use common sense larger companies are not doing benefits on a store level. As a general rule of thumb in the beginning stay away from larger businesses, chains with locations nationwide and any business that has an home office outside of your state (or reciprocal states and only then if you plan to travel there often because I guarantee It won't be an overnight process).
Do you have prospecting methods and tricks? Share below!
an independent agent representing AFLAC.
Disclaimer: The views expressed on this blog are my own and do not reflect the views of AFLAC.
I am new to the AFLAC world. Thanks for your info!
ReplyDeleteHi, Aflac Girl!
ReplyDeleteI just finished the study materials for state licensing and looking forward (or should I say in panic) to prospecting. I think the products and company are excellent and should sell themselves with the right presentation, but it is not my forte' to "sell". I prefer to present and let the client see the value for themselves, or at least that is what I envision myself doing. I appreciate this blog and the encouragement it provides, and the realities, too.
Larry