Let’s be honest, to succeed in the merchant services business as a sales agent is really hard. As a successful agent-turned-recruiter, most agents expect me to tell them how amazing merchant services is and how rich they will become their first month in the business. But that is not reality. When you start in this business, you need to remember you are starting a business. That is one of the most difficult and rewarding things you will ever do. Here are a few tips…
1. Stop choosing to stay or leave. Pick a processing partner who gives you the resources you need and the service your customers want. Then decide you are going to do this business for twelve months before thinking about other options. If that means getting an evening job to supplement income or working like a crazy person, be willing to do that. Your efforts will pay off.
2. Find someone successful and do what they do. This seems so easy, but I hear agents all the time who are making one sale a week say, “I watched your videos, but I don’t like your pitch. So I’m saying…” HELLO! When I was selling full time, I was getting three to five new accounts per week. I still get 8+ accounts per month selling one day a week. There is no special trick; I have just been doing it a while and know what works. Find someone who is currently in the field selling like myself or another agent you know is successful. Steal this person’s pitch; steal the business model; do what he or she does. When you start out in this business, find a system that works. Then use the system until you have enough experience to know how to best customize the pitch to suit your personality.
3. Leverage your customers, your family, and your friends. Again, this is not what people want to hear but. However, you need some leverage if you want to succeed. Tell your family and friends you are going to do this business for at least one year to see what you can build. Most of them will be supportive and even try to help. You would want to help your friend who was starting a new business,right? So why take the same opportunity away from your friends and family? Give them your business cards; let them help you; ask for referrals anywhere in the United States. Give your first few customers the kind of support that you can only offer when you have a few customers. Become their friend and business partner.
Ask them for advice. Say, “Bob, you have been my customer now for about a month and you know the kind of service I offer. I am really trying to grow my business in this area. Any tips from you on how I can do that?” You will get great advice and probably some great referrals. I remember days when I didn’t have enough money to buy a printer cartridge to print an application or enough gas to get to an appointment. I know what it is like to pay bills late in order to pursue my dream. What is the worst that can happen? I am here to tell you this business is AWESOME!!!! You just have to survive long enough to succeed. DON’T GIVE UP; DON’T GIVE UP; DON’T GIVE UP!!!! Stay with the job; pay the price; and build not only a stable income but a bright future for you and your family. I am here to help. If you need anything or have any questions, just let me know.
James Shepherd
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