Recently Elizabeth Perry of B2 Insurance contacted me to order pens. From the start of our conversation I knew she was someone I wanted to work with. She didn't just tell me the type of pen she wanted. Instead she told me about the culture of B2, described the brothers who own the company and what they stand for. She told me about Isabella her talented coworker and the brand story they were working to build.
Later that week she sent me a text message. She was on the show floor and excited about how well things were going. She said the pens were incredible, by far the best at the show and to give her a call next week.
Here's what I learned the following week.
There were 4 people from B2 Insurance at the show. Their target market was corporate CEOs of mid- sized California HQ companies. They had a small booth and weren't getting much traffic. So this is what Elizabeth and her team did...
As people walked by Elizabeth would say,
“Excuse me, everyone can use a good pen, may I give you one of ours?”
The person would say something like:
This is a really nice pen, the best at the show, to which Elizabeth said “That's how we operate at B2, we always want to deliver the best.” That is how the conversation would start then she would go on to describe their approach to serving clients and the benefits of working with B2.
By using this approach the company was able to schedule several appointments with CEOs of well known California companies as well as close a couple deals
on the spot at the conference. The show was a home run!
Facts about Elizabeth…
She was a first generation college graduate from Arizona State University and is a licensed Insurance broker with B2 Insurance in Redondo Beach. Prior to becoming a broker she was a sales executive at the second fastest growing tech company in the US. In addition to managing and growing her book of business she is building a career in public speaking focusing on female empowerment. Her long term goal is to start her own company and inspire young women to aspire to executive leadership.
What's the latest client gift created for B2 Insurance you ask... CUSTOM SOCKS of course!
