Are They Really a Factoring Prospect? The Telephone Interview

In my early days in the factoring business, prospect calls were few and far between. Whenever the phone rang, I grabbed it quickly and hoped for the best. In those days, the process of qualifying a prospect could take me up to an hour. I would have long detailed conversations, learning everything I could about the client’s business. After these detailed calls, I would hand the client off to the factoring company I thought would help them best. But there were two problems with this strategy. First, it was not a very effective use of my time. Especially when I found out, 45 minutes into a call, that the prospect would not qualify for factoring. And second, it did not scale well. It wasn’t long before I was on the phone eight hours … [Read more...]

Top 10 Accounts Receivable Factoring Questions

What are the 10 most common questions presented by a business considering accounts receivable factoring?  More importantly, how should you address them? If you have to convince a prospect that he/she needs invoice factoring, or your prospect is picking apart everything you are presenting, you are wasting your time. It’s as simple as “the business either needs accelerated cash flow or it doesn’t.” Therefore a true prospect will not be adversarial in dealing with you, but there will be genuine questions and concerns about the process. That is fair and highly predictable. Accordingly you must prepare to educate your prospect and anticipate the very predictable questions. 10 Questions Likely to Come Up In Your Next Factoring … [Read more...]

Handling Customer Questions About Factoring Invoices

Many companies that start using factoring often have questions regarding their customers. How will they be treated? What if they pay me directly? What do I tell them? Here are some common questions and helpful answers. … [Read more...]

Factoring FAQs

Ok, you are considering factoring and you are busy. You are not looking to read volumes of factoring manuals or sit through a weekend seminar. You just want the 60 second big picture overview. Well, this article is for you! … [Read more...]