Small Business Prospecting

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Business Issue - Small business is big business in today’s market. Financial institutions must deliver quality service to the customer at a profit. Yet, with the acquisition cost of the small business relationship being high, how can you expand market share, build sustained relationships, and maintain a high-quality loan portfolio?

Omega Performance’s Solution - Small Business Prospecting helps commercial relationship managers increase the profitability of their small business portfolio by building a strong prospecting strategy, incorporating a proven sales process, and applying product knowledge to build confidence when recommending the appropriate solutions and building sustainable customer relationships.

What Is Included

Small Business Prospecting has been designed to make calling more efficient and productive. Small business relationship managers will learn to build and use a local, professional referral network to obtain leads, while targeting a hit list of prospects that is based on companies, industry segments, and the bank’s interests. The course will also teach relationship managers to plan effective sales calls and to use a proven call process— before, during, and after the call. With good product knowledge and basic credit skills coupled with sales skills, small business relationship mangers will build creditable, sustainable relationships.

Delivery Options

Small Business Prospecting consists of two to three hours of prework and a three-day workshop. The prework materials cover characteristics of small businesses, center of influence networks, financial statement fundamentals, forms of business organization, and business growth stages. The workshop focuses on selling skills involved in the prospecting call process by using communication skills to identify needs, present needs-based solutions, resolve objections, and obtain the customer’s commitment. It also covers necessary steps before (planning) and after (reporting) the call.

Results You Can Expect

Small Business Prospecting helps your commercial relationship managers:

Build and use local, professional referral networks to obtain leads
Target a list of prospects that is based on industry segments, companies, and the bank’s interest
Plan and execute effective sales calls with a customer focus using a proven call process
Explain financial statement fundamentals

Who Should Be Trained

Small Business Prospecting is designed for commercial relationship managers.

Prerequisites

The recommended prerequisite for Small Business Prospecting is a basic selling skills program.