← Melio
Melio role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Online bill pay and B2B payments tool that lets small businesses pay vendors by bank transfer, card, or check.
Who you'd be calling
Small business owners, office managers, and bookkeepers or accountants who handle bills for small companies (contractors, agencies, shops, services).
Your opener
“Hi Sam, this is Alex from Melio. I know I'm calling out of the blue. I work with small business owners on getting bills paid without the check-writing and typing. Do you have 30 seconds to see if that's even a problem for you?”
Problems you solve for them
- Paying bills by hand or by paper check eats hours each week
- Vendors want cards but the owner wants to pay later, or the reverse
- Messy bill tracking and late payments hurt vendor relationships and cash flow
Discovery questions to ask
- How do you pay your vendors today: checks, bank portal, card, or something else?
- How many hours a week go to bills and chasing approvals?
- Does your accountant or bookkeeper have to re-enter anything into your accounting software?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Is bill paying something you'd even want to spend less time on, and if so, could we do 10 minutes tomorrow?
“Not interested.”
→ Fair enough, I called out of the blue. Out of curiosity, who takes care of paying your bills at the moment?
“We already use something for that.”
→ Good, that means you already care about this. What do you like about it, and is there anything that still takes more time than it should?
“Just send me an email.”
→ Happy to. So I send the right thing, what is the biggest headache with bills right now: time, cash flow, or vendor payments?
Competitors worth knowing
Bill.com, Paymode-X, Routable
Interview tips for this company
- Use the product yourself, or watch a demo, so you can describe how a bill gets paid in plain words.
- Prepare to talk to a non-finance owner who is short on time: keep it simple, no jargon, and focus on hours saved.
Written from public information about Melio to help you practice. Ask an insider what their role play looked like; it's the best prep there is.