Small to medium-sized businesses (SMBs) make great clients for any growing agency. Today’s SMBs employ the bulk of the nation’s workers, and the need for life and health insurance certainly adds up. If you do your homework and truly understand the SMBs to which you’re pitching, you’ll find a wealth of new sales opportunities.
Here are a few effective ways to find SMB leads. Once you get your foot in the door, check out these tips on how to win over SMB leaders.
Generating SMB Leads
The best way to get your foot in the door with any company is to reach out to someone they know and trust. That’s especially true for SMBs, which tend to rely on handshakes and personal touch. So ask your current clients to identify vendors, consultants, and business partners that are also SMBs. And remember: As an agent, you’re probably not high on their list of priorities for the day, but you must respect their time. SMB owners and managers wear many hats. Get to the point quickly. It doesn’t hurt to mention that you know they’re pressed for time. They’ll appreciate the nod.