You are a benefits professional. You need new clients. You have either a geographic territory or a market niche like manufacturing companies or medical practices. You have joined the professional organization populated by prospects. How do you get business from them or at least get appointments?

The logic of the professional organization

Many industry professionals overlook this marketing opportunity. They think of an association like an alumni club, perhaps for a university like Harvard. "If I didn't attend Harvard, they are not going to let me in as a member."  That may be true for colleges, but not for professional groups. If you search in your market for manufacturing associations or medical associations, you will find them! Chambers of Commerce fit into this category too. That one is too obvious. You want the unlikely ones.

Why would the local medical association or a geographic group of manufacturers let you, an insurance professional, into their group?  Some won't, but others offer a category of membership for businesses selling into this market. This is an associate level of membership. If the organization doesn't offer that category, they may approach it differently with sponsorship opportunities. In either case, once you look down the associate membership or sponsor list, you should see commonalities:  Accounting firms, insurance agencies, staffing agencies and banks sell into this market. You are not the first trying to scale this wall. Plenty of others have done this before you. However, admission comes with a cost. The questions are: "How much is access to this market worth to you?  How many competitors are already in place?