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Introduction to Selling Merchant Residuals
Introduction to Selling Merchant Residuals As an agent selling card acceptance services to merchants, you know your residual stream is golden. And...
How to Sell Merchant Services in 6 Steps If I could write an eBook knowing what I know today and then go back in time and deliver it to myself 10 years ago when I first got into this industry, this would be the one! CLICK HERE TO DOWNLOAD The key to […]
How to Sell Merchant Services in 6 Steps
If I could write an eBook knowing what I know today and then go back in time and deliver it to myself 10 years ago when I first got into this industry, this would be the one! CLICK HERE TO DOWNLOAD
The key to building your pipeline after #1-Learning what you need to know & #2-Prospecting daily, is to track and execute your next action steps. Each day, there are two things you must do to build your pipeline…
As you learn more about the industry and apply that knowledge daily, you will find interested prospects.
If you are not finding interested prospects, I challenge you to review steps one and two, which are…
- Do you feel like a payment processing expert?
- Are you prospecting every day?
If you answered “no” to either of these questions, you will fail in this industry. If you are new to the industry, you need a structured training and prospecting program to take you through the initial learning curve.
“Execute your next action steps…”
The key to building your pipeline once learning what you need to know and prospecting daily is to track and execute your “next action steps.”
I don’t like the word “task;” it is too general. Ask these questions after each merchant interaction:
- “Should I take any further action with this prospect?
- If so, what action should I take, and when should I take it?”
Each day, you must do two things to build your pipeline.
- Do the next action steps you have set for yourself.
- Do your daily prospecting to find new, interested prospects and create new action steps.
These two daily activities will ensure a pipeline of interested prospects, provided you are also following Step #1 and Step #2 which were discussed in the last two episodes.
“Track your next action steps..”
Remember to select the technology solutions that are right for you. Creating a next-action step on a napkin is unlikely to generate the right action at the right time.
In our 6-Week Program, I work with each agent and consult with my ISO clients to find the right tools that will work for each situation.
Track your next action steps. Make sure your organizational system is going to remind you to take those actions.
What system do YOU have in place that’s working great? Please share that in the comment section below. Share your own prospecting experiences – good or bad.
Make it a great day!
James Shepherd
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