You only get one shot to match the first card you’ve flipped over by flipping over one of the other cards on the table. You have dozens of cards laid out in rows on the table and your job is to find matches by flipping the cards over. The children’s game memory is a great illustrator of what I’m talking about. Worse yet, it almost always leaves money on the table. But the point is, the dialing for dollars as the only mechanism to bring in business is too haphazard. Obviously, your call script is much more sophisticated than that and you are likely calling on small business owners who you know are probably in the need for an MCA. “Need a merchant cash advance? No? Okay.” Click. You may have a list of 10,000 small business owners to call and you know that somewhere in that list there are 100 or so that will need a merchant cash advance. The numbers game is random and requires a ton of work. But what if I told you that… You’re Playing the Wrong Game It’s a numbers game, reach out to enough merchants from a high quality list and you’re bound to hit a few winners because the odds are some of them need capital for their business. ![]() If you are like most ISOs you contact hundreds or maybe even thousands of small business owners each month trying to help them with their funding needs. ![]() ![]() Mike Langford, finServ Marketing | July 2017
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