Sample of Training Material Created

1. New River Leads Basic Scripting & Call Flow

2. Merchant Cash Advance (MCA) Many small businesses need a readily accessible means of obtaining additional funds to expand their business or cover seasonality. However, in this current economy, many traditional sources such as banks are not lending money to small businesses. If they do it usually requires collateral and a personal guarantee plus a very strong credit rating. If a company accepts credit cards as payment for goods and services from their customers, a Merchant Cash Advance allows the business owner to receive a cash advance based on the business’ monthly credit card revenue not collateral, personal guarantee or credit rating. Our Services

3. Merchant Cash Advance (MCA) The funds received are not based on a fixed term or fixed monthly payment. Each day (or other period) when the merchant receives their credit card proceeds; a small amount is deducted and used to repay the advance. As banks have tightened their credit requirements merchant cash advances have increased in popularity. A company interested in any of the services offered by New River Leads would receive several and even up to five (5) calls from vendors that provide the service. This represents great value to the company because it has an opportunity to “shop” and receive calls from vendors who want to compete for the business. Our Services

4. Merchant Services A company would be interested in receiving information and quotes on merchant services if they either do not currently accept credit cards as a form of payment from their customers or would like to reduce their current merchant services costs. Since most consumers prefer to pay for products and services with credit cards, a company has an opportunity to increase their business significantly by offering credit cards if they don’t already. Our Services

5. Website Design and Development Many small businesses either do not have a website or can’t afford the time to build a high quality site. If the company sells products in a retail or catalog setting, then a website that can transact business would improve sales and also attract new customers that may not be local to the business. When you identify a prospect for web design or development you will help the prospect by providing them with several quotes that will help them make the most cost effective decision. Our Services

6. Search Engine Optimization (SEO) Having a website is not enough to generate additional sales and acquire new customers. The key is being found on the Internet. There are millions of websites and only a few will be found on the first page search on any of the popular search engines. Companies looking to increase their website traffic, either from local search or national/worldwide search need to work with an SEO specialist who will change their websites so the search engines will not only find the business site but give it priority on the first page search results. Our Services

7. Cold calling to acquire leads is much easier than cold calling to sell a product or service. When an agent is calling a prospect they are simply asking some questions to identify if the prospect has an interest in getting competitive quotes from several vendors that supply the service they are interested in. There is no obligation and they do not pay for anything unless they decide to do business with the vendor that contacts them. The concept is to reach the proper decision maker or call back at a time that the decision maker will be available and find out if they are both interested in the specific service and ready to receive several quotes from qualified vendors. How to call a lead

8. Lead programs use minimal rebuttals. If a prospect is unclear about the service you may explain the benefits of receiving quotes. Either the prospect has a need and an interest in the service or they don’t. DO NOT mention that it is free information. If the prospect simply says yes for free information without the intention of evaluating a merchant cash advance, it will be considered not valid. How to call a lead

9. After the lead is posted and disposed as a lead, a quality assurance agent from New River will call the prospect and verify that the information posted is accurate and that the prospect fully understands that they will receive several calls from vendors looking to compete for their business. Call Verification

10. The New River QA agent will validate the lead as follows: Identify themselves as calling because the prospect requested a call for Merchant Cash Advance information. Identified that the contact is the decision maker. Verify all the information provided on the previous call. Include additional important information such as volume of credit card cash receipts. A valid MCA lead must have at least $2,500 of credit card revenue per month and have accepted credit cards for at least 6 months. A valid SEO lead must be able to spend at least $500 per month for search engine optimization A valid Web Design lead must be able to spend at least $500 on web design services. The prospect is still interested in receiving information and quotes from several vendors. Call Verification

11. The New River QA agent will validate the lead as follows: If the lead passes this criteria it is considered a valid lead. Call Verification

12. There are not many rebuttals that need to be used since this is simply a call to identify if a company has a need and desire for Merchant Cash Advance, Credit Card Processing, Web Design or Search Engine Optimization. However, here are some ideas that will help you overcome questions when they arise. Rebuttals

13. If a prospect asks what service we offer: “One of the benefits of Local Business Services is that we can provide your business with competitive quotes from up to 5 suppliers so you can make the best decision for your company. Are you interested in this service for your company?” Rebuttals

14. If a prospect asks what service we offer: “One of the benefits of Local Business Services is that we can provide you with competitive quotes from up to 5 suppliers so you can make the best decision for your company. Are you interested in obtaining cash without a personal guarantee in as little as 48 hours? OR Are you interested in accepting credit cards? OR Are you interested in Building a website? OR Are you interested in upgrading your website? OR Are you interested in Search Engine Optimization?” Rebuttals

15. If the customer asks how cash advance works. “You receive an advance based on your monthly credit card sales. When you receive your credit card payments a small amount is deducted to repay the advance. If you are interested you can get the answers to your questions from the vendors and determine which one provides the right service for you.” Rebuttals

16. If the customer says they do not want credit card processing. “Most businesses accept credit cards because the large percentages of their clients or customers prefer using credit cards. You can increase your revenue by offer them and it is not expensive. Would you like to talk to a few merchant processors and find out if it is right for you?” Rebuttals

17. What is the interest rate or how do you know that I qualify. “Those are great questions and that is the reason you will receive a follow up call in 24 – 48 hours from a cash advance agent to discuss the program with you and answer these questions.” General rebuttal “If you have an interest in _____________________, then you can ask all your questions to the vendors who contact you to compete for your business.” Rebuttals