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10-21-2020, 03:12 PM #1
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- Mar 2015
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- Boynton Beach
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We are a factor an an asset based lender so it's a different product than MCA. My calls are VERY targeted: industry, size, customer base, revenue, TIB. If you are randomly calling everybody and their uncle asking "do you need money?" you would certainly have to call a lot of people. I am not selling money.....I am offering a solution to a problem.
Kevin Henry
VP-Business Development
Seacoast Business Funding, a division of Seacoast Bank
561-850-9346
Kevin.Henry@SeacoastBF.com
1880 N Congress Ave., Suite 404
Boynton Beach, FL 33426
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10-21-2020, 03:29 PM #2
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- Feb 2017
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- 3,429
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10-21-2020, 11:19 PM #3
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- Oct 2013
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- Designer
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- 591
Sales and marketing is more identifying a group or segment of people that have a problem that you are in position to provide a solution for, which I think is what you meant.
Creating a problem or need and filling it, is more like going to a deli up the street and offering them protection, for a nice weekly kickback, and when they refuse, heading back at night and breaking all their windows and then taking a dump on the grill where they make the sandwiches.
There was never a problem until you showed up.
Www.B2BRecon.com
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10-22-2020, 01:55 AM #4
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- Sep 2019
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- 402
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10-22-2020, 07:32 AM #5
- Join Date
- Mar 2015
- Location
- Boynton Beach
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- 3,484
Regardless of product you will always be more successful following a few guidelines rather than shot gunning the masses:
-Target a specific industry where you have knowledge/expertise.
-Understand the common needs of the target industry.
-Once getting the prospect on the phone, take the time to understand the business and their needs.
-Offer a solution to the need.
-Constantly stay in front of those whom you have reached out to with targeted marketing. Example: I cold called a staffing company over a year ago. I never got the owner on the phone. I followed up with emails. She was receiving and opening our marketing campaigns for months without a reply. She called me out of the blue one day because she had enough with her current factor. She told me she kept my contact details on a yellow sticky on the edge of her computer screen. Result: Closed a $4Mil factoring facility that offered better advance rates, a lot more cost effective, and some banking services her factor could not offer as they are not bank owned.
KHKevin Henry
VP-Business Development
Seacoast Business Funding, a division of Seacoast Bank
561-850-9346
Kevin.Henry@SeacoastBF.com
1880 N Congress Ave., Suite 404
Boynton Beach, FL 33426
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