Lead Generators/Openers Guide

Speaking to the Gatekeeper

The goal here is to:

1) Ask for the business owner/Qualified Party (QP)

2) If Business owner not available. Ask for anyone else who takes care of the financing for the
business
3) If neither the business owner or anyone else (QP) is available, ask for best contact info for
them: (a) another ph# (b) email. (c) voicemail
4) Ask for best time to call back and speak to business owner or QP.
5) Make sure at least leave your contact info for business owner to give you a call back.
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Role play pretend your on the phone. These are the typical questions that you will get
while on the phone.
( Gatekeeper is a receptionist or an assistant or anyone that answers the phone.)

How the address the gatekeeper:

There’s 3 components to addressing the gatekeeper.
1. Act casual.
2. Introduce yourself only using your first name.
3. Address the gatekeeper by asking for the business owner using only the first name.
Example: Hi, is Bob Around?

What is Bank of Cardiff?

We’re a commercial finance bank. We provide equipment financing and working capital for small
to medium size business.

Example: Cardiff, we’re a business bank. From my understanding, <Bob> is in the market
for financing, I’m just following up on that. Can you please put him on?

You’re calling from Bank of Cardiff

Reason for your call.

We mail out businesses all over the United States, small and mid size businesses that have
applied for financing in the past and show to have business credit from Dun and Bradstreet.

Example: I’m following-up on a letter we sent <Bob> about two weeks ago, didn’t hear
back from him….is he/she available…can he/she take my call?

If gatekeeper keeps asking questions about the reason for the call, best answer would be:
 Lead Generators/Openers Guide

I’m not sure if it’s for equipment or capital - our partners at D&B told us there was an
inquiry…. I’m just trying to see what <Bob> needs….?

What is Dun and bradstreet (D&B)?

It’s a company that provides commercial data, analytics and insights for business, headquartered in
New Jersey, US. It offers a wide range of products, and services for risk and finance, operations,
supply, and sales for marketing professionals, as well as research and insights on global business
issues, serving customers in government and industries such as communications, technology,
strategic financial services, and retail/telecommunications/manufacturing markets. Often referred to
as D&B, the company’s database contains more than 280 million business records worldwide.

IF BUSINESS OWNER/QP NOT AVAILABLE

Always ask for someone else, ask for anyone that helps out with the Financing for the business.
Since the business owner is not always the one that takes care of the “finances” they could
have - an Office Manager, CFO, Controller, or someone like that that might take care of it.
Ask for them.

Example:
Okay, Bob is not in? Humm, who takes care of the financial for bob? Are they available?

IF NO ONE IS AVAILABLE
Ask for the best contact info ( email, voicemail) or phone number and time to get ahold of them.
The point of this is to find out how and when to best to get a hold of them. Dig for information!!.

-EXAMPLE:…M M M M what’s the best time to get a hold of <Bob>?

**Later on this afternoon? Tomorrow? Next week? I don’t want to come off like I’m
dropping the ball on this. Is there another # that i can reach him at? How about an email?

Voicemail Guide

Hey, <Bob>. It’s Sam with Cardiff. I’m actually looking to follow up on an INCREDIBLE
offer we sent out about 2. . . PAUSE. . . 2 1/2 weeks ago. We work with businesses to
get you INSTANT FINANCING on any type of equipment you need for the business.
We also offer IMMEDIATE FUNDING on working capital - CASH for whatever you
need.

Give me a call on my Direct line at: 858 ### ####

Remember to emphasizes on the Bold Words.

 Lead Generators/Openers Guide

When speaking to the business owner or Qualified Party, the goal

here is to:

1) Find out if they are in the market for financing

2) Find out when they typically do financing
3) Get their Email so you can send them more information and keep in touch with them.
4) Make sure that they know who you are and why we are calling them.

WHEN SPEAKING TO THE BUSINESS OWNER OR

THE QUALIFIED PARTY
ADDRESSING THE BUSINESS OWNER: REMEMBER the, There’s 3 components to
addressing the gatekeeper. Same thing here. You always want to act casual, let’s them believe
that it’s not the first time that you speak to a business owner and you more layback and real.
1. Act Casual
2. Introduce yourself only using your first name.
3. Address the business owner using only the first name.

Example: Hey Bob, This is <Nancy> from Cardiff, how are you?

(Transition smoothly into “shooting the shit” …talk about the weather, holidays, news, sports
based on any material they offer in their response) …when the conversation goes dry…do your
(PITCH):

Well, bob I don’t want to take up much of your time. So, the reason of my
call is because about two weeks ago, I sent you out an offer and since we
did not hear back from you I wanted to introduce our programs to you. See
we are a commercial bank that provide INSTANT FINANCING on any type
of equipment and also IMMEDIATE FUNDING on working capital “CASH”
for growing businesses just like yours.
<Bob> What type of projects are you currently working on or will be soon,
that you will be considering some additional financing on?

NEGATIVE response:… “I’m not interested”

1) <Bob> Timing has never been my strongest suit. <Like the suit that Superman wears> But,
I’m sure at some point in your type of business, you do look into replacing a certain piece of
equipment or bring in more inventory right?
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2) K, so you’re clearly not in the market right now, what plans do you have for your business in
the near future. any equipment or capital in the horizon?
a) No growth/negative growth - that’s not good, what can you do to get on track?
b) awesome, so you’re growing!

Continue to next rebuttal:

Ok, I’d like to stay in touch from time to time in case things change, what’s your email so
I can send you my contact info and some literature on our programs?

POSITIVE response:

● 1) What are you looking to do? … how much is E/F or W/C?

● 2) How soon are you looking to get this… (Capital or Equipment)
● 3) What were your Gross Annual Sales for last year? (Must be 120K+)
● 4) How long have you been in business? (Must be 2 years or more)

Transfer Script:
Bob, I have an Associate walking by, let me put him on the phone so he
can give you more solid answers to any questions you may have. Pass the
Phone. (RING THE BELL)

Gatekeeper Script
How the call should go with a gatekeeper:

[Gatekeeper Response]: Hello, Bob’s Tires… This is Nancy.

- YOU: Hey <Nancy>, is <Bob> there?
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[Gatekeeper Response]: Who is this?

- YOU: This is <Sam> with Cardiff.
Gatekeeper: From where?!?
- YOU: CARDIFF, I was looking for BOB, is he available?
[Gatekeeper Response]: Who are you? What is Cardiff?
- YOU: Cardiff, we’re a business bank. From my understanding, <Bob>
might be in the market for financing, I’m just following up on that. Can you
please put him on?
[Gatekeeper Response]: He’s in the market for what?
- YOU: FINANCING (saying financing slowly), I’m not sure if it’s for
equipment or capital -our partners at D&B told us there was an inquiry..I’m
just trying to see what is it that he needs.
[Gatekeeper Response]: No, < Bob> is not here.
- YOU: Bob is not in? Hmm., Ok, is there anyone else who takes care of the
financing when bob is not around? Are they available?
[Gatekeeper Response]: No, there not in.
- You: Okay, what’s the best time to get a hold of <Bob>?
**Later on this afternoon? Tomorrow? Next week?. Is there another # that I
can reach him at? How about an email?

[Gatekeeper Response] Wait for a response, gather the information. Ask for a voicemail.
LEAVE A VOICEMAIL
Hey, <Bob>. It’s Sam with Cardiff. I’m actually looking to follow up on an INCREDIBLE
offer we sent out about 2. . . PAUSE. . . 2 1/2 weeks ago. We work with businesses to
get you INSTANT FINANCING on any type of equipment you need for the business.
We also offer IMMEDIATE FUNDING on working capital - CASH for whatever you
need.

Give me a call on my Direct line at: 858 ### ####

Business Owner Script

How the call should go with the Business owner:

[Business Owner]: Yeah, this is BOB.

- YOU: Hey Bob, this is Sam with Cardiff. . .how you doing?
[Business Owner]: Great, how is this?
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- YOU: I’m <Sam> with Cardiff.

[Business Owner]: From where?!?
- YOU: CARDIFF, we’re a business bank. How’s the weather over in
<mention the state>. . . It’s been crazy here in “Sunny, San diego”
Wait for a response from [Business Owner]
(Transition smoothly into “shooting the shit” …talk about the weather, holidays, news, sports
based on any material they offer in their response) …when the conversation goes dry…do your
PITCH:

- YOU: <Bob> The reason of my call is because about two weeks ago, I
sent you out an offer and since we did not hear back from you I wanted to
introduce our programs to you. We provide INSTANT FINANCING on any
type of equipment and also IMMEDIATE FUNDING on working capital
“CASH” for growing businesses just like yours.
<Bob> What type of projects are you currently working on or will be soon,
that you will be considering some additional financing on?

If you get a POSITIVE response, ask the following question:

● 1) What are you looking to do? … how much is E/F or W/C?
● 2) How soon are you looking to get this… (Capital or Equipment)
● 3) What were your Gross Annual Sales for last year? (Must be 120K+)
● 4) How long have you been in business? (Must be 2 years or more)

Now Transfer:
<Bob>, I have an Associate walking by, let me put him on the phone so he
can give you more solid answers to any questions you may have. Pass the
Phone. (RING THE BELL)