However, the challenge most producers have is that they are having the wrong conversation with the right people. There has never been more access to insightful surveys and studies that can help producers prepare for productive conversations. By connecting a belief statement with a question and focusing on a timely and relevant topic, a producer can pique the curiosity of the most reluctant members of the C-suite.Ģ) Understand top- of -mind issues.
![engagex insurance prospecting engagex insurance prospecting](https://i.ytimg.com/vi/gXdNONNm8Oo/maxresdefault.jpg)
If there is one thing we know about business owners, it's that they want to protect their wealth and the company they've worked to build. Question: Would you be curious in exploring if you, your key employees or your business are at risk?
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In the example, the seller is sharing that there are new legislative requirements and failing to address these requirements could jeopardize the personal and professional assets of the business owner and key employees.īelief: We believe that newly emerging risks arising out of recent legislation are putting both the personal and professional assets of business owners and key employees at risk. Nearly two-thirds of consumers around the world will buy or boycott a brand solely because of its position on a social or political issue, according to 2018 Edelman Research Study.īelow is an example of a belief followed by a question that creates a compelling message. This concise statement of belief can be powerful and trigger an emotional response. A why statement communicates a set of beliefs to a buyer and demonstrates that the seller has a clear understanding of the business challenges and barriers that often prevent companies from achieving their goals and objectives.
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One way is to develop a series of why statements. So, how can producers connect at the C-level?
![engagex insurance prospecting engagex insurance prospecting](https://amazingprospectingletters.com/wp-content/uploads/2018/02/sales-letter-formatting.png)
Getting pushed downstream to a subordinate when trying to engage with a business owner or a member of the C-suite can be frustrating. If an executive is uncertain of the value they will receive from taking a meeting, they will often have a subordinate sit in on their behalf. C-suite executives focus on the big, long-term picture and strategic initiatives of the business, leaving day-to-day decisions to middle managers. Here are two ways to capture their attention:ġ) Leverage shared beliefs. Overcoming these obstacles requires an understanding of what executive-level decision-makers are seeking.
![engagex insurance prospecting engagex insurance prospecting](https://www.insurance-leads-advisor.com/images/client-meeting.jpg)
Yet, without access to the right decision-maker, producers find themselves engaged with representatives who don't have the authority to facilitate change or make purchasing decisions. Senior executives are often protected by gatekeepers, skeptical about taking appointments and overwhelmed with requests for a few minutes of their time. Capturing the attention of the C-suite has long been a challenge for producers working on mid- to large-size accounts.