Quick reference: Best Questions to Open an FX Conversation
Quick reference: the best questions to naturally surface international / FX activity with a client — even when you're talking to someone in ops or logistics, not finance.
Step 1 — Permission to Proceed (start here)
1. "Do you conduct any part of your business internationally today?"
→ Simple yes/no that opens the door without pressure.
2. "Are any of your customers, suppliers, or operations located outside the U.S.?"
→ Catches import, export, and offshore activity in one shot.
3. "Are there any regions outside the U.S. that are important to your supply chain or workforce?"
→ Logistics-friendly framing your contacts will relate to.
Step 2 — Confirm Relevance (once you have a "yes" above)
4. "When your business operates internationally, does paying in a foreign currency ever become part of the conversation?"
→ Soft bridge from ops into FX.
5. "Is that something your team actively manages, or more something that just happens?"
→ Identifies whether they're proactive or reactive — a big signal.
6. "How comfortable are you with the way international payments work today?"
→ Gauges the contact's familiarity with FX. If familiar, keep going. If not, identify the right owner.
Step 3 — Create Urgency & Advance (when you're ready to move)
7. "If there were a way to simplify foreign currency payments while reducing cost, would it be worth a short conversation?"
→ Clean, low-pressure close that sets up the finance intro.
8. "Most companies don't know what they're actually paying on international payments through their banks — the spread is built into the rate, not the fee. Companies that switch to AFS FX Payments typically find they were leaving 1–3% on the table. At $20M in cross-border spend, that's $200K–$600K annually."
→ A concrete-dollars statement that gets attention and opens the door for a 15–30-minute FX intro.
Green-Light Phrases to Listen For
If a client uses any of the language below, treat it as a signal to move to the next step.
| Phrase | Signal Strength |
|---|---|
| "We pay / get paid in other currencies" or "Non-USD" | Very strong |
| "Wire transfers" or "international payments" | Very strong |
| "Through the bank" or "Wires every week" | Strong |
When You're Ready for the FX Intro
Once FX activity is confirmed and you've identified someone who cares about the P&L, the account is ready for a 15–30-minute FX intro conversation. Loop in the FX team rather than continuing to sell the mechanics yourself.
Internal use only. Questions on FX positioning: route to Brady Merchant, SVP Financial Services.