For 2009 I have added a new tool in the tool box of marketing even though its the oldest.
The art of the schmooze.
So I took a prospect out for drinks and picked up the tab every where we went. At the end of the evening he told he would have the info I needed to quote sent to me this week.
Another prospect group I was hanging with the owner and the son. I paid not only for there drinks but their cigars too. Hung out with them for a good 3 hours.
I hope to get the OK to quote there group this week.
At this point I will not only save them money on benefits and offer top customer service but I will cover there expense when hanging out with them.
The only thing I use to cover was lunches. At this point drinks are on me.
There are those potential customers that can "out schmooze a schmoozer". Those pros can and will give you a lesson.
Schmoozing isn't necessary. If it is someone that you want to socialize with, then I say go socialize... but to attempt to buy their loyalty with a few shots of vodka or a meal isn't a sound biz strategy, IMO. You'll have some boozers stroke you, saying they will get you the data, blah, blah... if they remember...
I for one think if you spent that same time and money prospecting or on buying leads, you would be money ahead... but I ain't much of a schmoozer to someone that I wouldn't otherwise spend social time with... but that is just me.
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"A successful man is one who can lay a firm foundation with the bricks others have thrown at him." David Brinkley
"I haven't been in a scripclub in like two years now..."
- Adam Pacman (and PhD candidate) Jones
Dale Mabry... now that brings back some memories... like Dec of 72. DM and Gandy Blvd, (near)... robbed @ gunpoint at a place called the Pad Lounge... not kewl. Back in the days when I WASbulletproof, and of course I didn't give up my 50 bucks and my new watch w/o a scuffle, like an idiot. Just like a western movie, bonked on the head with the butt of the pistol, I didn't go down, and the 3 of them took my junk and went. I must have been under the influence of red-pop or something... TDY @ MacDill was the reason for my visit, and I haven't been back to Tampa since, other than to drive through quite a few times.
There are those potential customers that can "out schmooze a schmoozer". Those pros can and will give you a lesson.
Yes. No offense to ABC, I like reading his posts, and if it works for him, great.
I haven't schmoozed in years. In fact, unless they are a current client, I act like I left my wallet at home when the bill comes. They're lucky that I would even agree to meet with them in the first place.
I got burned a few years ago, by an AH pretending that he was rich and trying to get a large life policy on his 80 year old mother. He conned me into buying him beer at one meeting and lunch at another.
Well, I sent the app to 5 different carriers, and worked feverishly on it for months. We got his mother issued Std+ table 2 with Banner which was excellent, and better than expected.
He didn't have the money to pay one premium, let alone keep the policy in force. This AH was a professional time waster.
I see where you guys are coming from but this is not random pick up clients in the bar.
This is inviting a prospect out for drinks, cigars, steak, or ball game. These are group plans where the avg commish is going to be around $5,000. I want them to know I want their business.
These are prospect that I have been trying to get for years. So if spending some money on them helps to open the doors for me to bid I will do it. These groups have been with the same brokers for 5-10 years. Its really political.
In this type of economy if I am willing to give the prospect a call for drinks and a cigar after work and the other broker is only calling at renewal time I think I could get the business.
It comes down to relationship building.
I will let you guys know what happens and give you a breakdown of what I spend to get the business.
You will have far better success spending that steak, cigar and drink money at next yrs renewal time. Those dollars MAY do you some good for retention, but doubtful that they will attract much more than a mooch, but will rarely be the diff in obtaining a client, OR NOT.
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One more thing ABC... if you keep sucking down those drinks, you will have to change your handle to ABD... (always be drinking)
Last edited by SportsNut : 01-27-2009 at 11:20 AM.
Reason: Posts merged
You will have far better success spending that steak, cigar and drink money at next yrs renewal time. Those dollars MAY do you some good for retention, but doubtful that they will attract much more than a mooch, but will rarely be the diff in obtaining a client, OR NOT.
From my experience, it really doesn't matter who pays for the drinks, what matters is if they enjoy drinking with you. Nothing brings people together like alcohol, and people buy from people they like.
From my experience, it really doesn't matter who pays for the drinks, what matters is if they enjoy drinking with you. Nothing brings people together like alcohol, and people buy from people they like.
I am not joking at all. Drinking (And smoking) really help you connect with people, for both psychological and physiological reasons. Making those connections and giving people a chance to get to like you can go along way in the sales process.
I am not joking at all. Drinking (And smoking) really help you connect with people, for both psychological and physiological reasons. Making those connections and giving people a chance to get to like you can go along way in the sales process.
Not so much, on the SMOKING... especially nasty ole cigarettes... (spoken from an ex-smoker of 32 yr now). I might tolerate a cigar once in a while and wouldn't mind others enjoying them, but forget the cigarettes.
Not so much, on the SMOKING... especially nasty ole cigarettes... (spoken from an ex-smoker of 32 yr now). I might tolerate a cigar once in a while and wouldn't mind others enjoying them, but forget the cigarettes.
So now nobody gets to have any fun because you smoked your share? You're the only one that gets to smoke for 32 years, and now you think its nasty? That's not fair.
Schmoozing for Business
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