"Just tell me what I can do to help." You are an insurance or benefits professional working with business owners. Many of them like you and admire your professionalism. Because you take an interest in their business, they want you to succeed in your business too. They may not be aware of the ways they can help you build your book of business while you and they are helping others,

What other insurance products do they buy? They do business with competitors. This can overlap the insurance and benefits space. Your firm will know what they buy from you and might know what they buy elsewhere. Your firm might have provided other products in the past. Find out what else they buy. When are those contracts up for renewal? Can you compete for some of the business?
What other areas of the firm buy your products? Their firm might be owned by a parent company. Your client might own and operate a franchise. Certain products and services are bought through the home office. Others are sourced locally. Can they refer you to their counterpart in another division or to fellow franchise owners?
What services does the firm buy on a national level? Your client might buy some services, but not others. Why? Because the parent company supplies them centrally. Can your firm compete for the national contract? That might be "above your pay grade" but if you can help get the firm a national account, it could be very rewarding to you.
What products or services are new and improved? Your firm might only pay you on new business you book, even if the client is paying fees or premiums annually on products they bought from you earlier. Is there a new and improved version with more features? Would this translate into more benefits for their employees? Should they upgrade?
What happened to their predecessor? People move around in the industry. Sometimes everyone moves up a rung on the corporate ladder. This means everyone has benefited, including the person who left. Did they take a job with another firm? If they are on good terms with their former boss, they might be able to provide an introduction.
What professional groups have they joined? Your clients stretch across a few geographic territories. Many HR and benefits professionals belong to industry groups. They might belong to different chambers of commerce. You are a benefits professional. You have a story to tell. Can they book you in as a speaker?
Can they introduce you to their accountant? The need you address for your client is a need at many other businesses too. If the business is small, they might work with an outside local accountant. The accountant works with other business owners too. If you get an introduction and can get the message across you are honest and ethical, the accountant might refer business in your direction.
Are there other business owners in their family? When you work in the corporate world, you often assume everyone else does too. They might come from an entrepreneurial family. The family business might have divided in two over the years. Are they related to any business owners they could introduce to you.

Related: How current clients can help you get new business

There are many ways good clients can help you, once you think beyond the obvious. How many have you discussed with your good clients?

Instant Insights /

Business building: 8 ways to drive opportunity with current clients

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