Decision Maker Opening

1. IDENTIFY YOURSELF AND Cadence

"Ms./ Mr. _______________?" (Wait for confirmation)

"My name is __________, and I'm a ___________ here at the ____________ branch of Cadence Bank.”

“Did I get you at a bad time, or do you have a moment?”

(If prospect says she/he is busy, arrange for a more appropriate time to call back)

“Are you familiar with Cadence Bank?” (Wait for response)

2. REASON FOR CALL

“We work with many local businesses and professionals, assisting them with their business financing and banking needs. My purpose in contacting you today is to schedule a brief appointment to discuss our business banking services.”

“May I see you on _____________ at _________?”

3. DELIVER MESSAGE - STRESS BENEFITS

Prospect says: “What do you want to talk about?”

“We offer a variety of business banking services, many of which we are able to tailor to meet your specific needs. It is difficult to assess how we may be of value to you via a brief phone call.”

“If we could schedule an appointment I could personally discuss our approach and then you could better evaluate how we may possibly add value to your business.”

4. COMMIT TO APPOINTMENT

“Is ______________ at ________ OK with you?”

5. DEAL WITH RESISTANCE

(Refer to Potential Objections)

6. CONFIRMATION

“Thanks Ms./Mr. __________. I’ll see you on __________ at _______.”

I AM HAPPY WITH MY BANK

Respond

“Good relationships are important. In fact, many of the companies I speak with have a good relationship with their existing bank. It is certainly not my intent to ask you to make a banking change based on a brief meeting.”

“My only purpose today is to arrange a convenient time to meet with you personally to determine if we can offer you some alternatives which may prove to be profitable to you now or in the future. It certainly doesn't hurt to have an alternate resource.”

Request Action

“How does your schedule look for _____________?”

I'M NOT INTERESTED

Respond

“I certainly would not expect you to be interested in discussing your banking needs based on a phone call. If we had a brief meeting, I could describe how our approach could possibly benefit you and then you can make your own informed decision.”

Request Action

“Is _____________ at _____________ OK?”

I DON'T HAVE A NEED FOR YOUR SERVICES

Respond

“I recognize that your need may not be imminent. In fact, many of the companies I initially meet with do not have a pressing need for our services. I called to arrange a brief meeting to introduce myself and provide you with an overview of our approach. In this way, should a need arise in the future, you will have an alternate resource ready to consider.”

Request Action

“Can we meet next __________ at _________?”

TELL ME ON THE PHONE

Respond

“We offer a variety of business banking services. I certainly don't expect you to divulge your financial strategies over the phone and that is why I wanted to meet with you personally.”

Request Action

“What is more convenient, ____________ or ____________?”

SEND ME SOME INFORMATION IN THE MAIL

Respond

“Sending you a brochure would really be inadequate since literature doesn't always address your individual questions. I can give you a much more meaningful picture of how you may benefit from these services if we met personally.”

Request Action

“I have some open time on _________. Is that time convenient?”

I AM TOO BUSY

Respond

“I can appreciate that you are working on a tight schedule. I'd be glad to arrange an appointment at your convenience, perhaps before 8:00AM or after 6:00PM.”

Request Action

“Could we get together next Tuesday, say around 7:30AM in the morning?”

CALL ME NEXT WEEK/MONTH

Respond

“I will be happy to do that. Can we tentatively schedule an appointment now and I will call you the day before to confirm?”

Request Action

“How does the latter part of next week/month look to you? Let's say ______ morning at ________?”

WE JUST CHANGED BANKS

Respond

“I wish I had had the opportunity to compete for your business.”

“How long ago did you change?”

“Did you consider Cadence Bank as an alternative?”

“Whom did you change from?”

“What prompted the change?”

“Whom did you go with?”

“How's everything working out?”

“?????????”

(This objection should promote a dialogue. It will either give you the opportunity to gain information for the future, or to close for the appointment should the prospect disclose some dissatisfaction)

YOUR LOCATIONS AREN'T CONVENIENT

Respond

“It is true that we do not have a branch on every corner and that is exactly why you should consider what we can offer you. Many of our customers have found that we have been able to streamline their normal banking routines.”

“I can assure you that my only purpose at this time is to arrange a brief meeting to see if we could offer you some profitable banking alternatives.”

Request Action

“May I meet with you on _____ at _____, or would ____ be better for you?”

BAD PAST EXPERIENCE

Respond

“I was unaware of that. What happened?” (Allow prospect to vent)

“Having a consistent positive experience is the foundation of a good banking relationship. As you know, people and policies change. I would like to personally introduce myself to you and share our new approach to business banking.”

Request Action

“May I meet with you on _________ at _______?”

WHAT COMPANY ARE YOU WITH?

Respond

“Cadence Bank”

Request Action

“Is he/she available?”

IS HE/SHE EXPECTING YOUR CALL?

Respond

“I don’t believe so.”

Request Action

“May I speak with him/her?”

WILL HE/SHE KNOW WHAT THIS IS ABOUT?

Respond

(If no correspondence)“Probably not.”

(If pre-approach correspondence was sent)“Yes. I recently forwarded him/her some correspondence which I was following up on.”

Request Action

“Is he/she in?”

WHAT IS THIS REGARDING?

Respond

“I wanted to get his/her opinion on a couple of ideas we have on possibly improving cash flow and reducing overhead.”

Request Action

“Could you put me through?”

CAN YOU SEND SOME INFORMATION IN THE MAIL?

Respond

“Sending him/her a brochure would really be inadequate. I can provide a much more meaningful picture of how he/she can benefit from our services if I spoke with him/her directly.”

Request Action

“Could you let him/her know I only need a quick 30 seconds of his/her time?”

MR./MS. _____ IS BUSY, IS THERE SOMETHING I CAN HELP YOU WITH?

Respond

“Yes. I wanted to speak directly with Mr./Ms. ______.”

Request Action

“When would you suggest I call back?”

“Is there a direct number available for ____________?”

“By the way, what is your name? Thanks _______ I appreciate your help.”

WE ALREADY HAVE BANK WE DEAL WITH

Respond

“That is exactly why I called.”

Request Action

“Could you let him/her know it will only take a quick 30 seconds?”

“Thanks for your help.”

WOULD YOU LIKE TO LEAVE A MESSAGE?

Respond

“No. It would probably be easier if I called back.”

Request Action

“When would you suggest I call back?”

“Is there a direct number available for ____________?”

“By the way, what is your name? Thanks _______ I appreciate your help.”