(Photo: Chris Ratcliffe/BB)
LinkedIn is the frontier of prospecting. It has been around for decades, yet still gets the attention of members and hasn't been overwhelmed by people prospecting badly. If you are a benefits professional and want to build a network of people with the potential for doing business, how do you make this happen?
What represents a useful contact?
Let us assume you are looking for people who can do business on behalf of their company or connect you with the people who can get you into consideration as a competitor. Your market might be localized, or you might cover an industry, so businesses across state lines are also in consideration. Let us also assume people who can connect you with small business owners qualify as good connections. The average person might think small business describes the dry cleaner down the block. The SBA considers small businesses as those with revenue between $1 million to $40 million and employment from 100 to 1,500 employees. You might be interested in people who select speakers or have a leadership role in the local chapters of professional associations. You can probably think of many more.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
