[Karen37a]

Great post. This guy (or gal) knows his stuff!

The type of UCC pitch I like to use relies on trying to establish familiarity and rapport from the first few seconds:

"Hi Tom, this is Archie from Jumpstart Capital (spoken in a very high energy, upbeat, familiar tone). I spoke to you a few months ago (they get hundreds of calls so he probably won't remember anyway) about financing for your business but you told me to call back around this time. I'm just checking in to see if you're ready to look at some new programs. How's everything going?"

Notice how there was no question about refinancing or needing cash. No "Yes" or "No" questions. This is a very soft sell where you are offering some options for him to look at. It's innocuous and very non-threatening. Who doesn't like to look at options? The goal is to engage the prospect and build familiarity immediately to elicit more information about his business. This will provide the clues on how to structure your interaction and where to lead the conversation.

As FundingStrategist said, you're the Funding Pro so don't pigeon hole yourself as being one of those cash advance guys. You have to offer a variety of funding options, ranging from short-term to long-term programs, SBAs, business loans, etc. Your goal is to learn about the merchant's business and find the best product for his specific need. If you're a one-trick pony only offering MCAs, you'll find a lot of doors slamming in your face. Many of the UCC listings have had terrible experiences with MCAs so you better have alternatives for them. Whether or not they qualify for these alternatives is another story. The goal, however, is to get the completed application to see where the applicant's credit profile lies and then properly manage his expectations.

He made mistakes in his pitch but its better than most and for the 10000000 time

if you say Hi I am from jumpstart capital ( not interested) of if you talk thru it they tune fk out after they hear that word capital and they are waiting for you to pause talking so they can say

NOT INTERESTED

And if you end the paragraph on Hows everything going? OPEN ENDED

They will say "not good and take me off your list"

__

I want a tazer...BUZZ , Buzzzzzzz , BZZZZZZZZZZZZZZZZZZZZ...at least i can have some fun or laugh

[MCNetwork]

if you say Hi I am from jumpstart capital they tune fk out after they hear that word capital and they are waiting for you to pause talking so they can say

NOT INTERESTED

And if you end the paragraph on Hows everything going? OPEN ENDED

They will say "not good and take me off your list"

Haha are you the new John Tucker? Why so negative?

The goal is not to trick them by omitting the fact that you provide financing. The goal is to quickly find the "Yes's", not to convince the "No's" into becoming "Yes's". Cold calling is a numbers game. The goal is to find those with buying signals quickly and efficiently, not to have long drawn out conversations that lead you nowhere.

If they don't want financing, then they just saved you a lot of time and headache. NEXT!

[Karen37a]

Haha are you the new John Tucker? Why so negative?

ok thats the worst thing you ever said to me in your life

please do not say that

in fact I can show you how to do it...it would take about a week to fix it if you wanted to call people ...like a project to prove its right ( you would have to never tell anyone though how to do it)

lol

** and you are not tricking people. You just have to get past 30 seconds to get to the next 30 seconds to then give the meat of the pitch


If we were regulated you have to say the name of the company in 30 seconds...i use to have a timer on my desk to say the name of the company at the last second...then wrote the scripts

Saying the name in 30 seconds vs 1 second gives better results

they hear word salad after you say "capital" ( or recognize that you are a phone salesperson) so you better have grabbed their attention in the first 30 seconds

[DonMcGrath]

Haha are you the new John Tucker? Why so negative?

The goal is not to trick them by omitting the fact that you provide financing. The goal is to quickly find the "Yes's", not to convince the "No's" into becoming "Yes's". Cold calling is a numbers game. The goal is to find those with buying signals quickly and efficiently, not to have long drawn out conversations that lead you nowhere.

If they don't want financing, then they just saved you a lot of time and headache. NEXT!

I think what she means is because merchants hear the word funding and capital so frequently from random cold calls, the second they hear that word an unconscious barrier goes up and nothing you say after that will be received.
Like the hot girl who gets cat calls every time she walks by a group of men. How many times have you seen her stop and respond with a conversation. It takes a lot of skill/experience to say the same thing as everyone else but deliver it uniquely, (but it can be done).


I thought the John Tucker reference was very classy and delivered with charm and grace MCN. I know I appreciated you noticing...

[Karen37a]

I think what she means is because merchants hear the word funding and capital so frequently from random cold calls, the second they hear that word an unconscious barrier goes up and nothing you say after that will be received.
Like the hot girl who gets cat calls every time she walks by a group of men. How many times have you seen her stop and respond with a conversation. It takes a lot of skill/experience to say the same thing as everyone else deliver it uniquely, (but it can be done).


I thought the John Tucker reference was very classy and delivered with charm and grace MCN. I know I appreciated you noticing...

this is correct

and his charm and grace delivering to me the JT Reference...if I had $1 for how many times mcn joined in with the king piker himself saying

"she must have something to hide if she fears regulation" and other negative jabs and I didnt slap him silly back...id be mega rich