Rebuttal for “We are happy with our current processor.”
Rebuttal for “We are happy with our current processor.”
Jun 19Podcast: Play in new window | Download
Here is a quick rebuttal for the objection, “We are happy with our current processor.”
Prospect: “We use XYZ company and we are happy with them?”
Me: “Now, is that a local company or is that one of the big corporate processors? Do they have someone local that services your account?”
Prospect: “I think it is a big company?”
Me: “Let me ask you one question and I will let you go. If you were purchasing XYZ (Something their business type would purchase a lot of) from Walmart and you were happy with the product you were getting but, a local vendor came in and said, “I think I can get you a better price for the same quality product as you are currently purchasing at Walmart” would you at least let that vendor give you an estimate to support our local small business community?”
Prospect: “Yes, I would.”
Me: “That is all I am asking for today, you are using a big processing company and I am a local business owner and I actually think I can beat their price and provide you with better service since I am local, would you at least allow me to give you a free cost comparison?”
Thanks!
James Shepherd
What would be your response if the merchant said yes its a local company and yes they do have someone local….. NEXT?
Then I would say, “That is great, I am glad you are supporting the local small business community. One thing I have noticed with my local competitors is that most of them only have access to one processing partner and that can be a problem since each business has different program and pricing needs. Because I have access to several different processors I can usually offer you a custom pricing and program package for your business type. I would like to give you a free cost comparison, do you have a recent processing statement handy or should I come back by and get that later in the week?”
You the man! Thanks for the reply