Smart prospecting for small business

There’s a wealth of sales potential waiting for the savvy retirement advisor. It’s not just about finding them—it’s about getting their attention.

This holds true for the small business as well as the larger, more budget-rich companies. Even with a limited budget, small businesses want what their larger competitors want:

• To limit program costs
• To attract and retain employees
• To get the best benefits program at the best price

Still, applying the same retirement plan marketing strategy used on larger companies to smaller businesses may not cut it. Stuart Ganis, VP, Strategic Partnerships for EverQuote, said retirement advisors should start with paring down the retirement plan marketing strategy and personalizing it. “Targeted campaigns will always outperform casting the widest net possible.”