Small businesses dominate the American economy. With more than 28 million small businesses in the U.S., they account for 99.7% of America's employers, according to the Small Business Administration (SBA).
Top-performing producers specializing in small business and other experts shared their advice on how to target, sell and renew small business. Here are their words of advice.
Jim Mansfield, CPIA, is principal of Mansfield Insurance Agency Inc. in Bright, Ind., which specializes in small business. Mansfield is also vice president of the American Insurance Marketing & Sales (AIMS) Society, so he keeps close tabs on what's happening in sales practices. Here are his 10 core basics for targeting small business:
- Deal with the decision maker.
- Ask the right questions.
- Listen to the answers.
- Formulate a plan that best fits the customers, not the agency.
- Be very clear in your presentation on uncertain issues or coverages.
- During the sales process, focus on the client, not the agency.
- Be prepared for objections.
- Business owners need a plan for the next steps in the sales process. Have a clear, step-by-step itemized list of what is to take place.
- Communicate after the initial sales presentation.
- Follow up on all questions and issues.
Aong with these basics, our experts pointed out 12 other areas that will help with small business sales. Click on the following pages to see them.
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