Capital City Bank has partnered with Rapid Financial to provide a method for clients to provide direct deposits to all of their employees including those that may not have a traditional banking relationship. Employees may use their Rapid! card at an ATM to withdraw cash or a merchant location for point-of-sale transactions. The Rapid! card is a MasterCard-branded card and is owned by the cardholder. There is no cost to the employer for the card as all transaction fees are paid by the cardholder.

When you discuss Rapid! cards, 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 Rapid! cards.

   
   

   Features

   • Provides the employer with the means to make electronic payments to all of his/her employees, including unbanked employees
   • Each card is assigned a PIN for secure access
   • Funds are FDIC insured and protected by a zero-liability policy
   • Unbanked employees gain access to ATMs and a branded card for point-of-purchase transactions
   • 24/7 bilingual cardholder support

   Benefits

   • Provides employees a safe, convenient and inexpensive way of handling their pay
   • Eliminates the need for your employees to leave work to cash their payroll checks
   • Eliminates the time and expense of writing payroll checks
   • Pays both banked and unbanked employees in the same ACH transaction file, and eliminate issuance of payroll checks
   • Employers can avoid payday productivity decline

2. Identify Opportunities

   Always be on the lookout for businesses who may benefit from using Rapid! cards. Below are examples of prospective clients.

   • Businesses that would like to stop writing payroll checks weekly
   • Business clients who have employees who do not qualify to have a checking account
   • Business clients who would like to transition to an electronic payroll system
   • Businesses that have employees who spend a lot of time going to banks, check cashers, and so on to cash their payroll checks 

3. Discover Client Needs - here

   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:

   • Does all of your current employees have a checking or savings account?
   • Do you have any employees who would prefer not to have a checking or savings account?
   • Would you like to stay away from writing payroll checks?
   • Have you thought about going to an electronic payroll system rather than writing checks each week?
   • How do you currently handle your payroll?
   • What challenges do you have with payroll?
   • Would you like to pay employees by using direct deposit?

   
   

   Some common statements you might hear from clients are:

   • "On Fridays, we experience a good amount of lost time. I have several guys who go cash their checks during their lunch break because I can't pay them through Direct Deposit."
   • "I have a few employees who can't have checking accounts due to legal issues. I hate that I have to print checks to pay them."
   • "I have a few employees who don't believe in having a checking account. They just prefer to cash their checks."

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable with Rapid! cards, 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 Rapid! cards. Would you be interested in learning more about them 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 Lockbox service after having used the qualifying questions.

   I really think you would love to take advantage of a service we offer called Rapid! cards. Most business clients I work with enjoy this service because it keeps them from having to write payroll checks. If you sign up for it, your employees will receive a card that you will electronically deposit their check onto weekly. Would you like to speak with a Treasury Management representative regarding this service? 

   
   

   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 Rapid! cards.

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: "I don't mind writing checks to my employees."

   Feel: I understand that this currently does not bother you. 

   Felt: Many of my clients have had the same thought. 

   Found: Writing out each payroll check can take a long time and a lot of headaches to make sure everything is correct. Once you write out the checks, then you have to deliver the checks to each employee, then they have to wait in line at the bank or check cashers office to receive the funds. When you consider the fact that once you put the payroll into the system, it electronically deposits the funds onto a card for them to use. No writing checks or no waiting in line. This will ultimately save your business money by limiting the amount of checks you have to order. Would you like me to get this started for you? 

   
   

   Non-sales Associates

   Client Objection: "I'm not sure I want to spend any 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 Rapid! cards with no strings attached. Would you like me to have one of 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 Rapid! card agreement now?  
   • Do you want to sign up for Rapid! cards 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 setting up your Rapid! cards? 
   • 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 Rapid! cards, 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 agreement. I will have a Treasury Management representative forward you this agreement to you. 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 Rapid! cards to be completed by the qualified associate.
     
     

   Additional Information on Sale Processing

   See the Synapsys referral instructions.