Many small business owners who still receive a paper statement have that statement mailed to or dropped off at their accountant’s office. They do this in order to reconcile the deposits in their bank account with the deposits and fees shown on the processing statement. The problem, of course, is this means the business owner doesn’t have a copy of a credit card statement handy for you to take a look at when selling merchant services.
The good news is that I have a process as simple as 1, 2, 3 to help you get the statement, even when the merchant says the accountant has it! Here is what you need to do:
Step #1 – When the owner tells you the accountant has the statement, quickly reply… “Oh okay. Who do you use?” If you say this quickly almost before the owner has finished his or her sentence, he or she will almost always tell you, “I use Bill or over at Jones and Johnson Associates.”
Step #2 – Now you say, “Oh sure; many of my clients use them. I’ll tell you what: I can save you a trip and run by there myself if you just ask them to make a copy of a recent statement for me. In fact, that would work out great. With your permission, I will give them a copy of your cost analysis as well, so that you can get their advice about your payment processing choice. Should I ask for Bill or is there a secretary who would handle this?”
Step #3 – The owner will usually respond with something about with whom you should speak. And then you say, “Okay, thank you very much. I have a little time available before my next appointment. So if you just let them know I am on my over there, I would appreciate it. Meeting you was great, Susan. I will plan to be back here on Thursday afternoon. Of course, I will return your statement copy to you at that time.
Have a great day!”
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