[Franklin]

To keep a merchant engaged, they should be intrigued with what you're offering.



In general, on any cold call, you have:



3 seconds to get their attention

3 seconds to pique their interest

3 seconds to show them something they desire



By then, if they're not asking you questions or listening intently, you’re pretty much done.



You don't necessarily have to be pitching your product to them. Attention is attention.
If you told someone their car is being broken into right now, I bet you have their attention.


We already know businesses are interested in increasing revenue (money), increasing efficiency (saving time, increasing speed of sales), reducing expenses (saving money)

How do you show a business you provide a credible solution to one or all of those opportunities, and do it quickly?



Example:

"There are about 48 Bakeries in Houston, and we've helped 1/3 of them reduce the cost
of their baking ingredients over the last 6 months, while everyone else's has increased."


It's very clear who the recipient of this cold call is, and what the clear benefit is.



A successful conversation should be a strong hook, followed by the receiver asking questions, then you giving concise answers and then you asking questions.





If the conversation doesn't look like that, you're usually just wasting time. You can have pleasantries in the middle briefly, but you should get back on target immediately.



REBUTTALS


If a merchant or client has a problem with what you're saying, you have not made it clear how you will make him money or save him time, (or not waste money or time).

So any rebuttal should clarify why you ARE INDEED going to make him more money
or save time, or not lose either of them.

The rebuttal should have a clear reason, and have a reinforcing credibility statement attached after.


“Adding a new oven will make you more money in the next 6 months as you'll be taking advantage of tourist season, and because this year's team is in the playoffs,
you can have promotions for team fans that will likely double your business and alcohol sales, more than covering the expense of this money I give you, and taking your share of the money your competitors made last year that you missed out on.”


The point is, if you're going about the process correctly, rebuttals should be built into your script already. You should already be making it clear why they should be working with you, and why not working with you is a huge missed opportunity.





www.UCCRadar.com - Speak to Merchants right after they receive an MCA Approval. You vs. the Broker

[Zonefund]

Big up nice post