Networking through professional groups is a time proven way to develop factoring clients. But what do you say to complete strangers?
It’s actually pretty simple to keep the conversation rolling if you use these seven questions.
What type of business are you in?
How did you get started?
How long have you been doing this?
What do you like most about your business?
What are the biggest challenges in growing your business?
Do you ever have to wait for customers to pay you?
Would it be helpful to have access to cash without debt, whenever you wanted?
Why do these questions work?
Most people, especially business owners, like to talk about what they are doing. The questions help break the ice without being threatening. They let you shine as an attentive listener, all the while gathering information and gently directing the conversation towards the factoring services you provide.
At some point there will be an opportunity to tell them about your business.
Then you can simply respond:
“I help businesses get the money they need to grow, meet payroll, or pay bills. We provide financing solutions by turning invoices and accounts receivable into cash, in as little to 24-48 hours. Please give me a call if you or anyone you know ever needs working capital without debt.”
Be sure to exchange business cards and follow up the meeting in a couple of days with a phone call, brochure, or personalized email. Even if the new contact does not need to discount invoices, they might refer other companies in need of factoring services.
Networking for factoring prospects does not have to be painful when you use these friendly questions to let the business owners do the talking!
Looking for more ways to market your factoring services?
Be sure to read Marketing Tools For Small Factors and Consultants, a compilation of the best marketing techniques shared by 7 successful factoring professionals.
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