Patience pays
Let us start by stating the obvious that selling to corporate and small medium enterprises (SME) is a long drawn process. So, any effort on your part is going to take some time to show result. However once you gain entry in to a corporate, you will get an access to a larger number of prospects. Also, word-of-mouth and referrals can have a powerful cascading effect for you. In this scenario, being consistent and patient is the key to your success.
Getting introduction
Getting introductions is the most effective way to get across to organizations. Start by approaching those SMEs where you know someone. Once you have penetrated one enterprise, ask for referrals to HR Heads of other SMEs.
Target and research
You should choose to target those organizations which are more progressive and open to fresh ideas on employee welfare.
Before approaching any organization, you should do a lot of homework. Research as much as possible about the enterprise you are targeting. Knowing about the business/ products, top management, their HR policies etc will be beneficial for you. Google is a good way but if you can speak to employees/ suppliers/ customers you will get many invaluable insights that can help you to fine tune your approach.
Position yourself
The job of an HR Head is to contribute to the overall well being of the workforce. You should position yourself as a financial expert who can partner with the HR Head to bring about financial security of his workforce rather than an IFA looking to sell mutual funds.
Show eagerness to conduct workshops
Talk to the HR Head that you want to conduct a free workshop on topics like “ How to save for retirement” or “Where to invest in these volatile times”. Be ready with these presentations which must be product and brand neutral.
Once you have been given this opportunity to make the presentation before conducting the presentations know your audience by getting details of the paticipants.
First impression is the last impression
During the first meet introduce yourself confidently as an advisor and give some broad details about your competence (number of years in business, education qualification, prior work experience etc).
Post Presentation
Once the presentation is over, talk to the audience clearly about the services you provide and exchange visiting card with every participant.
After the presentation, write/ meet the HR Head to thank him and give feedback. Express your willingness to repeat the session with another group or conduct another workshop with the same group.
Follow up with the participants and keep engaging them through market updates/newsletters.
