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Applying for a Small
Business Loan: Preparation Before Meeting Your Bank Manager
We all know the 5 P's when it comes to preparing for a
big event - 'preparation prevents particularly poor performance' and when it
comes to facing your Bank Manager with your begging bowl in your hand, this
has never been more true!
But there are some steps you can take before the meeting
to ensure you don't suffer from a poor performance.
Prepare a Script
If you have prepared in advance your Bank Manager should
have your Business Plan in front of him. Reading a Plan though cannot give
him a feel for the real person behind the business. He needs to see and hear
that for himself and this is your chance to win him over and show what a
great businessperson you are!
To be ready for this you have to prepare a script, which
sells you and the business. Take each aspect of the Plan and come up with a
list of the main points you wish to put across. Against each point, write
down some of your key thoughts and then play around with how you would
phrase it. You don't want to ramble on and put the Manager to sleep, so make
your points exciting, interesting and not too long.
Your pitch should also include the strengths and
weaknesses of both you and your business. Yes, your pitch is about
presenting the positive aspects of your business and the opportunities
within your grasp but it is also the time to acknowledge the negatives. Any
experienced Banker will quickly pick up on the flaws in your Plan or a
questionable background. Be up front and honest and weave this into your
pitch.
Learn Your Script
The interview is your first chance of selling something
-
yourself, your idea and your business. An actor's job is to go on the stage
and make people believe he is the person he's trying to portray. He does
this by thorough preparation, which includes learning his script, how to
stand and sit, how to put across meaning in what he says.
All of this is achieved through knowing and understand
his script and learning it. You have to think like an actor. Your script is
your Business Plan. Spend time to come up with questions you may be asked,
so all that remains for you to do is practice your delivery.
Prepare Strong Opening and
Closing Statements
Two of the key elements of your presentation, which has
to be thoroughly prepared, are your opening and closing remarks. These have
to concisely sum up what you want from the Bank and portray confidence in
your ability to achieve. The words used and the presentation has to be up
beat and positive.
People are more likely to remember the first and last
thing they heard, so make your opening and closing remarks powerful and
compelling. Whatever you do, don't start the interview with an opening line
such as,
"I know you probably can't help me but ..."
Start off with something along these lines, "Thank you
for seeing me today. I trust you have had the chance to review my Business
Plan. As you know, I am looking for a loan to ..."
Similarly, your closing remarks have to be prepared in
advance and rehearsed. Try something along the lines of, "Thank you very
much for your time. I'm sure you can see that I'm fully committed to making
this venture succeed. If you want to know more, give me a call. If not, then
I look forwarding to receiving your answer soon."
A weak close such as, "Oh I do hope you can help me", is
not going to get you very far! Your closing statement has to be upbeat,
positive and demonstrate that you are raring to go!
Knowing what to say and how to say it will make you look
professional and worthy of support and that's your aim. Someone who stumbles
over their words and whose sentences are full of "ums" and "ahs" will not
impress.
A salesperson that has a prepared sales pitch will reap
the benefits, and so it will be for you in your request for finance if you
have a well prepared and practiced presentation.
Robert Warlow
Small Business Success
More information on
dealing with banks can be obtained from Rob's latest e-book
'The Secrets of
Getting Your Bank Manager to Say Yes!' at
http://www.smallbusinessloanhelp.co.uk
Small Business
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