It is pension season again..time to revisit an old post….
For those of us who market in the Pension arena, we know that this is “Pension Season.” Small businesses throughout the country are making decisions on the current plans or deliberating whether to put in a new plan of some kind. How can we help our clients to make a decision by the end of the year? Here are some tips from the Sandler System that has worked for me.
Create a sense of urgency. Establish the consequences of your clients not taking action. Think about what your clients have to lose by inaction. Forget features and benefits and talk about the hard value of the pension program in measurable terms. Be able to articulate this to your clients and prospects. Provide creative solutions to help your clients. Specifically give them a “real” picture of the tax savings and…
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