The Everyday Checking for Business (ECFB) account is a free account for business clients who have a low volume of transactions processed monthly.

When you discuss Everyday Checking for Business accounts, 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 Everyday Checking for Business account. 

   Features

   • No monthly service fee if client has one of the following (otherwise $10 per month):
     • $2,500 minimum balance
     • Active merchant services account
     • 10 debit card transactions per month
   • No minimum balance if client has one of the following:
     • Active merchant services account 
     • 10 debit card transactions per month
   • $50 opening deposit
   • 250 free items per month, including checks paid, checks deposited, and ACH debits and credits. Items over 250 per month receive a charge of $0.25 each.
   • 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 client chooses E-statements

   Benefits

   • Save money
   • No need to worry about how much is in the account
   • Convenient account management
   • Convenient access to funds

2. Identify Opportunities

   Always be on the lookout for individuals who may benefit from Everyday Checking for Business 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  

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 best product/service 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. 

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable with 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 an Everyday Checking for Business account. 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 a specific checking account after having used the qualifying questions.

   Based on what you have told me, I recommend our Everyday Checking for Business account. It’s a checking account with a low monthly fee and several ways to avoid that fee. You get 250 free items including the checks deposited and paid, and ACH credits and debits per month. Plus, you have $10,000 free coin and currency transacted per month.

   
   

   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 _______________.

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 Mobile Banking service objections and suggested ways of responding.

   
   

   Sales Associates

   Client Objection: "I don't keep a $2,500 daily average balance."

   Feel: I understand that feels like a lot of money.

   Felt: Many clients feel the same way.  

   Found: Keeping $2,500 is one way that you can avoid the monthly fee, but there are two others. You can also have an active service merchant account or make at least 10 transactions per month with your debit card (not including ATMs). 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?

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 open that account for you now? 
   • Most clients in your situation use Everyday Checking for Business and are very satisfied. Shall I go ahead now and set it up for you? 
   • If you have just a moment, I would love to get this account started for you today. 

   
   

   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?

7. Make a Referral

   If you are a sales associate or non-sales associate who cannot open an Everyday Checking for Business 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. 

   
   

   Acknowledge or Ask questions about a need.

   What do you value in your businesses' relationship with your 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 business checking accounts including an Everyday Checking for Business account that can meet your needs. You will receive lots of free services with our business checking accounts.   

   
   

   Connect to a Capital City Banker that can help.

   Our Personal Bankers 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

   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.