Planning the Presentation

• 1). Establish detailed profiles for the businesses you are interested in soliciting. Review business websites. Identify annual earnings, types of people they employ and their standing in the market. Identify decision-makers. Tailor the plan to the business establishment's needs.
  
  
• 2). Develop an oral sales presentation based on the profile you've created. Work with members of the company to help craft the presentation. If you need additional help, find a speech writer from online job boards or get a recommendation from other professionals.
  
  
• 3). Create oral presentation support materials that will help your audience visualize the topics. Create PowerPoint slides that follow your oral presentation. Print brochures that you can leave behind.
  
  
• 4). Build a website that gives more in-depth information that businesses can refer to later. Create a plan management portal that will allow business owners and human resource professionals to manage the plans on their own.
  
  

Approaching Businesses

• 1). Build a mailing list. Collect business cards, names and addresses of business owners whom you meet at business conferences and seminars. Buy a list from a direct mail list broker. Before buying, call others who have used the list broker before to find out their experiences.
  
  
• 2). Create a direct mail package. Include your business cards, an introductory letter and summaries about the plans that you have available. Send direct mail package to businesses that you are interested in.
  
  
• 3). Follow-up with the prospects that you have sent the direct mail packages to. Introduce yourself and ask the receiver if he has any questions about the package. Ask when is the best time to call back to go over the package in detail.
  
  

Making the Sell

• 1). Call back at the scheduled time. Instead of explaining the plans in detail over the phone, schedule a face-to-face meeting that is mutually convenient for both parties.
  
  
• 2). Dress professionally. Deliver your presentation enthusiastically. In an "Entrepreneur Magazine" article, Mark Stevens writes, "Optimism is contagious as well. Feel it, live it and you will be the bright spot everyone is looking for at a time when the shelves are stocked with gloom." Deliver your sales presentation.
  
  
• 3). Leave enough time in the scheduled time for questions and answers. In the book, "Get Clients Now!" C.J. Hayden writes, "Be sure to leave enough time at the conclusion of your session for those important aspects of selling." Ask for the sale. Do not leave the meeting without addressing any hesitation immediately.