EventSpan

Speaker:

Nick Miller - Clarity Advantage

Full description:

Who knew? All small businesses - from the home-based solo entrepreneur to the engineering services consulting company - use and need cash management products and services. These business owners' needs range from the most simple checking account and online banking products to very complex deposit, transfer, investment, and payment services.

Odds are most business owners don't know what bank and other products and services are available to help them save time, reduce their costs, or reduce risks like fraud. And, perhaps more importantly, they likely are unaware that their needs will change over time as their businesses grow, they hire new employees, and technology changes.

The funny thing is that nobody but a banker talks to them about cash management! Not their CPA. Not their attorney. Not their real estate broker. Their banker!

Unfortunately, most bank sales team members who work with small business owners and managers don't talk to them about it, making cash management a huge missed opportunity for banks to enhance their small business banking relationships.

Join Nick Miller, President of Clarity Advantage, author of "The Sales Accelerator" and "Winning at Prospecting" books, and writer of the popular Weekly Sales Thought for Talking Cash Management with Small Businesses - a fast-paced and high-value one-hour web seminar on Thursday, October 15, 2009 at 12:00 PM EDT.

During this one-hour session, Nick will reveal tips and techniques for having good cash management conversations with small business owners. He will focus on the typical cash management needs of businesses with annual revenues between $100,000 and $3 million along with a structure for opening, facilitating, and finishing a conversation with owners of these businesses about their cash management procedures.

Intended audience: Business Banking Relationship Managers, Commercial and Corporate Banking Relationship Managers, and First-Level Sales Managers

What you will learn:

• Recognize opportunities for the bank's cash management services faster, across a broader range of client challenges
• Lead effective discovery conversations about cash flow management challenges
• Increase the quality and size of referrals to bank cash management experts