Many of our reps are working in the business market. There is a lot of opportunity there with the ever-changing tax environment and the evolving pension industry. If you are working with Business Owners then you know the key to success is gaining their trust and confidence, You need to become their go-to-person” for all financial matters. In a recent survey of 750 owners of Small Businesses the following was revealed:
“Who do your turn to for advice when making important business decisions?”
67% cited a single confidant
59% of those relying on a single confidante said that person is an immediate family member
47% did not seek advice about the previous year’s most important business decision
40% had not sought advice from a fellow business owner in the past 12 months
22% of those who didn’t seek out advice cited privacy as the main reason
These results are revealing. Small business owners take time to build relationships with. Our experience is to start small. Do what you say you will do. Solve a problem. Then tackle the next issue. Once you are in- you stay in. Keep that in mind when you decide to approach the next business owner for a discussion.