The business debit card may be used at millions of merchants worldwide who accept VISA cards. It can be used as a credit or a debit card. If selected as a credit card, the client must sign a receipt; if selected as a debit, the client must use his or her previously selected 4-digit PIN (Personal Identification Number). When this card it used, it automatically deducts the amount of the transaction being authorized. If the client has multiple accounts, each can be added to one card: up to 10 checking accounts and up to 10 savings accounts. The first business checking account selected for this card is the primary account funds are debited from.
Note:Transfers made after 10 a.m. ET are processed the following business day.
When you discuss business debit cards, 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 debit card.
Features
- Pay cash - with the convenience of a card
- When you use your card for Point-of-Sale (POS) or merchant purchases, the amount of the purchase is automatically deducted from your primary checking account balance.
- Works like an ATM card to get cash or check balances instantly, transfer funds, and make deposits at any Capital City Bank ATM
- Cards can be issued for multiple people on a single business account
Benefits
- Free, convenient way to pay for store purchases directly from a checking account
- Flexibility - use credit as a credit or debit
- Doubles as an ATM card - minimizes the amount of cards necessary to carry
- 24-hour access to available funds in account
- Save money - no credit card bill to pay and no interest charges applied
- Easy access to your money, without the need to carry cash
Identify Opportunities
Always be on the lookout for business clients who may benefit from using a business debit card. Below are examples of prospective clients.
- Business owners who want to carry less cash
- Business clients wanting to write fewer checks
- Business clients who want to reduce their credit card balance by paying directly from an account
- Business clients who travel frequently
- Business clients who purchase items online or by phone
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 loan product for each prospect based on his or her needs, ask some discovery questions. Some examples include:
- How often do you need to access to your balance?
- How difficult is it for you to make a trip to the bank during business hours?
- Do you frequently need to make transfers between your checking and savings account?
- What other things would you like to be able to do with your account from your home or office?
- Do you need to have access to your balance when out in public?
- Is it important for you to be able to transfer funds between your accounts promptly?
- Would you like to stop carrying cash?
- How do you usually pay for purchases?
- How do you manage your savings and checking accounts?
- How often do you write checks?
- Do you usually try to pay your credit card bill in full, or just the minimum payment?
Some common statements from clients you may hear are:
- "I'd like to stop having to cash all of my checks but no one takes checks anymore."
- "I wish I didn't have to come into a office every time I need my balance."
- "I need to make a transfer from my savings to my checking."
- "I don't feel safe carrying cash."
- "I depend on my credit card, but that late fee is a killer."
- "I always pay my credit card bill in full from my account."
Non-sales Associates (Take it to 10)
If you do not feel comfortable discussing credit 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 credit products designed to meet your banking preferences, including business debit cards. Would you be interested in speaking with a banker to see if we might be able to help?
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 business debit card after having used the qualifying questions.
I believe you would benefit from using a business debit card. Having a direct payment from your checking account means you are always sure you can cover the amount. You also avoid overusing your credit card which saves you money in interest payments. Does this sound like something you may be interested in?
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 who would be willing to help you find the right credit card for you.
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 business debit card objections and suggested ways of responding.Sales Associates
Client Objection: "I am just a sole proprietor. I use my personal card for business."
Feel: I understand that you like the simplicity of having just one card.
Felt: Many of my sole-proprietor clients have felt the same way.
Found: Having a separate card for business and personal helps with tax filing, improves visibility, and reduces your personal risk. As long as the account is in good standing, business credit card information is not reported to personal credit bureaus. Another added bonus is our business credit cards offer some amazing rewards that can be used for work or play. Would you like to give it a try and start the application now?
Non-sales Associates
Client Objection: "I have bad credit."
Feel: I understand that you feel that you have bad credit.
Felt: Many of our clients have felt the same way before they applied.
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 credit cards with no strings attached. Would you like to give it a try?
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 go ahead and order you a business debit card?
- Would you like to order a business debit card?
- Great! It will take just a moment to get your card ordered.
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.
- I would be happy to connect you with a banker who can help you. What is your name and number?
- Can I get your contact information so that I can have my friend, ____________, call you?
- Can I get your name and number so I can have a banker call you about completing your business debit card application?
Make a Referral
If you are a sales associate or non-sales associate who cannot process a business debit card application, but have identified someone who is interested in a business card, 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.How do you like to conduct your banking?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 you with your financial needs.Connect to a Capital City Banker that can help.Our Personal Bankers can help you find the best products/services for your needs. Would you like for me to have one of them contact you at a time that works for you?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 the business debit credit card application to be completed by the qualified associate.
Additional Information on Sale Processing
See the Synapsys referral instructions.
