Outbound Qualification Call

Before you dial

• The lead is inside its local calling window (the dialer confirms; never override)
• Consent status for calling is confirmed in the CRM, and the number is not on any do-not-call list
• The state is cleared for your campaign
• CRM record open: source, date of inquiry, any past notes
• Product Guide and Qualification Standard open in another tab
• Application link and secure upload link ready to send (only through a consented channel)
• Your recording disclosure wording ready

The flow

1. Opening (about 30 seconds)

You: Hi, is this (MERCHANT NAME)? Them: Yes, who's this? You: Hi (MERCHANT NAME), this is (YOUR NAME) with (COMPANY NAME). This call may be recorded for quality. You: You asked us about business funding for (BUSINESS NAME) a little while ago. I'm calling to see if that's still something you're looking at. Do you have two minutes now, or is there a better time?

Why it works: you say who you are, why you are calling and give them control in the first 20 seconds. Honest openings get honest conversations.

If they say "Who are you with again? How did you get my number?"

You: Of course. I'm with (COMPANY NAME). We help businesses find funding. Our records show a request from (SOURCE, FOR EXAMPLE OUR WEBSITE FORM) on (DATE). If you'd rather not hear from us, I'll remove you right now.

If they say "I'm busy right now"

You: No problem at all. When is a better time today or tomorrow? Mornings or afternoons?

Book the callback inside their calling window, confirm the number, end the call.

If they say "Take me off your list" or "Don't call me"

You: Understood. I've removed you. Sorry for the interruption, and have a good day.

Mark the opt-out in the CRM, dialer and texting platform immediately. No second pitch.

If someone else answers (manager, staff, family)

You: Thanks. I'm calling for (MERCHANT NAME) about a request they sent us. Is there a good time to reach them?

Do not share details about funding with anyone except the owner or decision maker.

If they say "I already got funding"

You: Glad you found what you needed. Do you mind if I ask how it's going? If anything changes later, would it be OK for us to check in, say, in a few months?

If yes, note it and set a nurture task. If no, remove them.

2. Discover the need (1 to 2 minutes)

You: Great. So I point you in the right direction, what would the funding be for? Them: (USE OF FUNDS) You: That makes sense. And when would you ideally need it? Them: (TIMING) You: OK. So you want to (USE OF FUNDS, IN THEIR WORDS), ideally (TIMING). Did I get that right?

Why it works: starting with the reason, not the amount, tells you the product. Repeating it back proves you listened.

If they say "I just need money, as much as I can get"

You: Understood. The amount is decided by the funders based on your business, so let's start there. Is this mostly for day-to-day costs, for something specific like equipment, or to deal with existing payments?

If they say "Just tell me what you can give me"

You: I wish I could, but I'd only be guessing, and that wouldn't be fair to you. The funders decide amounts after reviewing your statements. My job is to make sure the right funders see a complete file. A few quick questions and I'll know which programs fit.

3. Qualify (3 to 5 minutes)

Ask in a natural, relaxed way. Short questions, one at a time. Write their exact words.

You: Let me ask a few quick questions so we only send your file where it fits. You: What's the legal name of the business? And do customers know you by a different name? You: Which state are you in, and what does the business do? You: When did you open? You: Roughly how much are you looking for? You: On average, how much comes into your business bank account each month? A rough range is fine. You: Are you paying any cash advances or business loans right now? Them: Yes, one. You: Thank you. Is it a daily or weekly payment, and roughly how much? You: Any others, including any small ones? You: Roughly where is your personal credit score? I'm not checking it, just a range. You: Any open bankruptcy, tax liens or court judgments I should know about? You: Last one: who owns 20% or more of the business?

Then ask the product-specific questions from the Product Guide.

Why it works: small, plain questions get honest answers. Asking "any others, including small ones?" is how you find positions merchants forget.

If they say "Why do you need all this?"

You: Fair question. Every funder asks for these same basics before anything else. If I get them right now, you won't be asked the same thing five times later, and we won't send your file to funders that can't help you.

If they hesitate on existing advances

You: I ask because funders will see every payment on your statements anyway. When we list them up front, the file looks honest and organised, and that helps. It's very common, nothing to worry about.

If an answer clearly fails every product's minimum

Example: open 2 months, deposits around 5K a month.

You: Thank you for being straight with me. Right now, the programs we work with need a bit more history than two months. I don't want to waste your time or put your information out there for a no. Can I suggest what would help, and set a time to check back in?

Move to the Decline Handling script.

4. Match and explain the next step (1 to 2 minutes)

You: Thanks, (MERCHANT NAME). Based on what you've told me, you look like a fit for our (PRODUCT PATH) programs, so it's worth submitting. You: Here's how it works. You sign a short application, which also gives us permission to share your file with funders. You upload your documents through a secure link. Our team reviews everything and sends it only to funders that match your business. If a funder approves, you get a written offer with the full terms and cost, and you decide. No obligation. You: I can't tell you a rate or an amount today. Anyone who does before seeing your statements is guessing.

Why it works: you describe the process honestly and set expectations, which builds more trust than any promise.

If they say "So am I approved?"

You: Not yet, and I won't say yes until a funder does. What I can say is that you fit what our programs look for, so it's worth putting together a file.

If they say "How fast can I get it?"

You: That depends on the funder and on how quickly the file is complete. The clock really starts when the funder has everything. If you can get me the documents today, I can give you a clearer picture once the team has reviewed them.

5. Application and documents (2 to 3 minutes)

You: May I send the application and the secure upload link to you now? Would you prefer text or email?

Send only through a channel the merchant has consented to.

You: Did it come through? You: For your file we'll need (DOCUMENT LIST FOR THE PRODUCT). The bank statements need to be the PDF versions downloaded from your bank, every page, plus this month so far. You: When do you think you can upload them? Them: (TIME) You: Perfect. I'll note that. My teammate (TEAMMATE NAME) will check in at (FOLLOW-UP TIME) if anything is missing.

If they say "Can I just email you the statements?"

You: Please use the secure link instead. Your statements include account numbers, so we keep them out of regular email to protect you. It works from your phone too.

6. Close

You: Thanks for your time, (MERCHANT NAME). You'll hear from (TEAMMATE NAME OR "ME") at (FOLLOW-UP TIME). If you have questions before then, you can reach us at (COMPANY PHONE). Have a good day.

If you reach voicemail: prerecorded drops and cold texts

On cold and aged lists, use a prerecorded voicemail drop when the call reaches voicemail, then send one first-touch text a few minutes later.

• The number is on your campaign's approved list and not on any do-not-call list
• The merchant is inside their local calling window (texts follow the same hours)
• Drops are recorded once from the client's approved wording, under 25 seconds, with the callback number said twice
• The first text to a number ends with "Reply STOP to opt out"
• One drop and one cold text per number per day at most. Log both in the CRM, for example "DROP D1" or "SMS C1"

D1: Prerecorded drop, cold list

"Hi, this is (CALLER NAME) with (COMPANY NAME). We help business owners all over (MARKET) find working capital for things like inventory, equipment, payroll or growth. If that could help your business, call us at (COMPANY PHONE). Again, that's (COMPANY PHONE). If you'd rather not hear from us, call that number and we'll take you off our list. Thank you."

D2: Prerecorded drop, aged form lead

"Hi, this is (CALLER NAME) with (COMPANY NAME). A while back you asked about funding for your business, and we're checking in to see if it's still something you need. If it is, call us at (COMPANY PHONE). That's (COMPANY PHONE). If not, no problem. Just tell us and we'll take you off our list. Thanks."

D3: Prerecorded drop, past client or renewal list

"Hi, this is (CALLER NAME) with (COMPANY NAME). We're reaching out to business owners we've worked with before to see if additional working capital would help this season. If you'd like to talk, call us at (COMPANY PHONE). Again, (COMPANY PHONE). Thank you."

C1: Cold text, first touch

"Hi, this is (YOUR NAME) with (COMPANY NAME). We help business owners in (MARKET) find working capital. Is funding something your business could use this year? Reply STOP to opt out."

C2: Cold text, owner and business name on file

"Hi (MERCHANT NAME), (YOUR NAME) from (COMPANY NAME). Are you still the owner of (BUSINESS NAME)? We help businesses like yours with funding options. Reply STOP to opt out."

C3: Cold text, after a voicemail drop

"Hi, (YOUR NAME) with (COMPANY NAME). We just left you a short voicemail about funding options for your business. Is now a good time for a quick call? Reply STOP to opt out."

Never put rates, amounts, approval words or "pre-approved" in a drop or a text. If anyone replies STOP or asks not to be contacted, mark it in the CRM, dialer and texting platform at once.

Objections

They say	Go to
"What's your rate?"	Objection Handbook: Pricing and rates
"Am I approved?"	Objection Handbook: Approval
"I get ten calls a day"	Objection Handbook: Trust and spam
"Why do you need my SSN?"	Objection Handbook: Privacy
"Don't pull my credit"	Objection Handbook: Credit
"Just email me something"	Objection Handbook: Stalls
"I'll ask my bank first"	Objection Handbook: Alternatives

After the call

Disposition the lead and write the note in this format:

QUAL · (DATE TIME) · (YOUR NAME) Product path: (PRODUCT) · Reason: (ONE LINE) Use of funds (their words): (TEXT) · Amount requested: (AMOUNT) · Timing: (TIMING) Legal name: (NAME) · DBA: (DBA) · State: (STATE) · Industry: (INDUSTRY) · Start date: (DATE) Deposits, self-reported: (AS SAID) · Positions, self-reported: (COUNT, AMOUNTS, FREQUENCY) Credit band, self-reported: (BAND) · Bankruptcy, liens, judgments: (ANSWER) · Owners 20%+: (NAMES AND PERCENT) Consent: call (Y/N), text (Y/N), email (Y/N) · App link sent via: (CHANNEL) Flags: (ANY OR NONE) Next: (ACTION) by (DATE TIME) · Owner: (TEAMMATE)

Next step: hand off to the Application Assistant and Document Chaser with this note, or set the callback, nurture or decline task.

Check yourself

1. What three things must you say in the first 20 seconds?
2. Why do we ask about use of funds before amount?
3. The merchant says "one advance" quickly. What follow-up question do you ask?
4. The merchant asks to email statements. What do you say?
5. Write the "Next" line of a CRM note for a merchant who will upload documents tonight.

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