Capital City Bank offers sole proprietor and non-profit business clients this account with no monthly service fee (with a minimum daily balance of $1,500; otherwise $10 per month), no minimum balance, and unlimited check writing. The clients can also earn interest on it.
If the client is a for-profit company and would like to receive interest on his/her business checking account, first contact a Treasury Management representative.
When you discuss Business Checking Plus Interest accounts, do the following:
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 Business Checking Plus Interest account.
Features
- No monthly service fee with a minimum daily balance of $1,500; otherwise $10 per month
- $50 opening balance
- $0.15 per item
- 10,000 free coin and currency transacted per month; $1.50 per $1,000 in excess
- Free VISA business debit card
- Free access to Capital City Bank Online with bill payment
- Free access to Capital City Bank Direct automated information line, 24 hours a day, 7 days a week
- Free return of imaged checks if you choose E-statements
Benefits
- Save money
- No need to worry about how much is in the account
- Convenient account management
- Convenient access to funds
Identify Opportunities
Always be on the lookout for individuals who may benefit from Business Checking Plus Interest accounts. Below are examples of prospective clients.
- A newly-opened business
- Small business clients with low transactions
- Individuals who are self-employed
- Business clients who prefer to earn no interest rather than pay checking or service charges
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 best checking account for each prospect based on his or her needs, you need to ask qualifying questions. See the checking account brochure or the Drill card. The qualifying questions are asked in a specific order. Please memorize all the questions and make asking them second nature.
Non-sales Associates (Take it to 10)
If you do not feel comfortable with business checking account product information, 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 Business Checking Plus Interest accounts. Would you be interested in learning more about them with an associate of mine?
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 a specific checking account after having used the qualifying questions.
Based on what you have told me, you qualify for our Business Checking Plus Interest Account. This account is for sole proprietors and non-profit business clients only. It has no monthly service fee, no minimum balance, and unlimited check writing privileges. Plus, it earns interest.
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.
Because you are new to the area, and are looking for a place to open a checking account, I recommend Capital City Bank. I work there and I know it's a great place to bank. CCB is a stable, community bank that can help you with your financial needs as they arise. For example, we have checking accounts, mortgages and other great products and services. I know a friendly banker who would be willing to help you. Her name is _______________.
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: "I thought this was a free checking account. Why do I have to pay for checks?"
Feel: I understand why you are not very happy about paying for checks.
Felt: Some other clients feel the same way and they ask us the very same question.
Found: Although the account is free, the checks are not. Most clients have found that paying bills with the free Bill Pay feature through our Online Banking service is more efficient and can save them money. Often they find that the money saved is more than the cost of the checks. How does that sound?
Non-sales Associates
Client Objection: "I'm not sure I want to open a checking account yet."
Feel: I understand you may not be ready yet.
Felt: Most people like to check out 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 checking accounts. Would you like me to have them give you a call?
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 open that account for you now?
- Most clients in your situation use a Business Checking Plus Interest account and are very satisfied. Shall I go ahead now and set it up for you?
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 Personal Banker call you about opening your checking account?
- May I have a Personal Banker call you to help you find the best checking account for you?
Make a Referral
If you are a sales associate or non-sales associate who cannot open a Business Checking Plus Interest account, but have identified someone who is interested in this account, 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.
Process the Sale
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 checking account opening.
Additional Information on Sale Processing
See the Synapsys referral instructions.
