This service allows the client to electronically deposit checks from various locations. The client simply scans the checks and securely transmits them to the bank. Checks are deposited remotely, eliminating the physical transportation of checks to the bank. Deposits made before 6 pm ET are credited on the same day. This service also provides for image archival of deposited checks. All domestic checks are eligible, including consumer and business checks, money orders, and cashier's checks.

When you discuss the Remote Deposit service, do the following: 

1. Discuss Features and Benefits

   In order to feel comfortable selling products or services or even referring individuals to CCB, it helps to know what the product or service is (feature) and how it helps individuals (benefits).  Below are the features and benefits of the Remote Deposit service.

   Features

   • Clients can purchase their own scanner, rent a single-feed scanner, or rent a multi-feed scanner
   • Clients are able to scan from multiple locations into a single account
   • Ability to deposit into multiple accounts
   • Deposits made before 6 pm ET are credited on the same day
   • Provides for image archival of deposited checks

   
   

   Benefits

   • Convenience
   • Improves availability of funds
   • Eliminates transportation and courier services
   • Consolidates bank relationships

2. Identify Opportunities

   Always be on the lookout for individuals who may benefit from using the Remote Deposit service. Below are examples of prospective clients.

   • Business clients looking for a quicker way to deposit items
   • Clients who find it difficult to make multiple trips to the bank
   • Business clients who receive hundred of checks each month
   • Businesses located several miles from an office

3. Discover Client Needs

   Before you recommend a product or service to a client, prospect, or friend, it only makes sense to recommend things they might actually need or like. This is why it's important to ask questions that help us gain insight about an individual's banking preferences.

   
   

   Sales Associates

   To identify the Treasury Management product for each prospect based on his or her needs, you need to ask qualifying questions and listen to verbal clues. Below are examples of qualifying questions and clues:

   • How do you currently make deposits (if client is opening a new account)?
   • Do you accept checks from your customers?
   • How many checks do you receive each month? Daily?
   • How often do you deposit checks?
   • How much time do you spend driving to the bank to make check deposits?
   • What is the hourly rate of the person who is driving back and forth from your office to the bank to make deposits?
   • Would being able to deposit your checks without coming to the bank be beneficial for your business?
   • Would you be interested in depositing those checks from your office by using an electronic scanner?
   • Would you be interested in a service that processes large amounts of checks your business received through the mail?
   • Would you like to be able to make check deposits up to 6 pm ET instead of 5 pm ET?

   
   

   Some common statements you might hear from clients are:

   • "Is there a faster way for us to deposit all of the checks we receive so that we can get the funds in our account quicker?."
   • "We receive hundreds of checks each month. Is there a faster way to get them all processed?"
   • "I've been told I can make deposits from the office. Can you help me with that?"  

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable with the Remote Deposit service, but are working towards your Take it to 10 goals, do not focus on a specific product. Instead, ask if the prospect is interested in the services provided at CCB. To do this you might say:

   I work at Capital City Bank and we offer several products and services designed to meet your banking needs, including our Remote Deposit service. Would you be interested in learning more about this service with an associate of mine?

4. Recommend Products/Services

   When you have identified a need or learned about a prospect's banking preferences, you are ready to make recommendations that align with his or her goals.

   
   

   Sales Associates

   Below are examples of what you might say when recommending the Remote Deposit service after having used the qualifying questions.

   Based on the information you shared, I think you will find our Remote Deposit service will be a great tool for you to have at your business. 

   
   

   Non-sales Associates (Take It to 10)

   If you are simply trying to make a referral to CCB, then you are recommending the bank, and even a specific banker. Below is an example of how you make this recommendation.

   I recommend Capital City Bank, not only because I work there, but also because it is a great place to bank. We are a strong, stable community bank with a variety of personal and business products and services. I would be happy to connect you with a friendly banker to help you with the Remote Deposit service.

5. Handle Objections

   It is highly likely that once you make a product or service recommendation, you will receive objections. Before responding, keep the following points in mind:

   • Make sure you understand the question or objection
   • Be empathetic
   • Address the question or objection even if you can't change the product or service
   • Check with the prospect to make sure he or she accepts your response or explanation

   
   To respond to objections, use Feel, Felt, Found to structure your responses. Below are examples of objections and suggested ways of responding.

   
   

   Sales Associates

   Client Objection: "So what you are telling me is that we do all the work, and then you want us to pay you?"

   Feel: I understand why you feel that way.

   Felt: Many of my clients have asked the same question. 

   Found: You can see it that way, but really what you are paying for is convenience. It is also a time and money saver. All those trips to the bank you mentioned earlier cost you money when you account for gas and factor in what you pay your employee. By signing up for this service, you eliminate the need to drive altogether. Instead of driving, your employee can spend time on other business matters. Does that monthly fee seem more reasonable now?

   
   

   Non-sales Associates

   Client Objection: "I'm not sure I want to spend that type of money yet."

   Feel: I understand you may not be ready yet. 

   Felt: Most people like to compare a few places or get recommendations before doing something.

   Found: Most people I talk to find that Capital City Bank has all the bells and whistles of the big banks with a small community feel. You can always speak to one of our bankers who can tell you more about our Remote Deposit service with no strings attached. Would you like me to have them give you a call?

6. Ask for the Business

   If you did not receive an objection or have already come to an acceptable resolution with the client or prospect, you are ready to ask for the business. Asking for the business is how we move the sale forward. Below are some examples of what you might say to ask for the business.

   
   

   Sales Associates

   • May I start the Remote Deposit service application for you now?  
   • Do you want to sign up for Remote Deposit now? 

   
   

   Non-sales Associates

   In the case of an associate who is making a referral for Take it to 10, you are trying to get the prospect to agree to meet with a banker about a need. Below are some examples of what you might say to do that.

   • May I get your contact information so I can have my friend, ___________, call you?
   • Can I get your name and number so I can have a Treasury Management representative call you about starting your Remote Deposit service? 
   • May I have a Treasury Management representative call you to help you find the best product for you?

7. Make a Referral

   If you are a sales associate or non-sales associate who cannot process a Remote Deposit service request, but have identified someone who is interested in this service, remember to refer him or her to an associate who can help.

   
   Making referrals at Capital City Bank is as easy as A B C! Below is an example of the ABC method to making referrals. 

   
   

   Acknowledge or Ask questions about a need.

   What do you typically look for in a financial institution?

   
   

   Bridge with a transition statement highlighting how Capital City Bank can meet that need.

   I work at Capital City Bank and we have great products to help meet your financial needs. 

   
   

   Connect to a Capital City Banker that can help.

   Our Treasury Management representatives can help you find the best product/service for your needs. Would you like for me to have a banker contact you at a time that works for you?

8. Process the Sale

   To sign up for this service, you will need to sign an application. I will have a Treasury Management representative contact you once the application has been processed. Is there anything else I can help you with today?

   Sales are processed in generally one of two ways:

   • The associate who can sell the product follows established policies and procedures to close the sale.  
   • An associate connects the person to a qualified banker using a Synapsys referral for the Remote Deposit service to be completed by the qualified associate.
     
     

   Additional Information on Sale Processing

   See the Synapsys referral instructions.