How to Target Specific Business Types Selling Merchant Services

Join me for an exciting new mini-series on how to sell specific business types.  Learn different value propositions and other tips to sell the most commonly targeted businesses in the merchant services industry.  Three great benefits revealed in today’s introductory episode.  I’m enjoying presenting these mini-series.  They allow me to “batch” and get a lot of content out at the same time.  They also allow deeper consideration and understanding of important topics.  Let’s discuss why you should target specific business types when you’re selling merchant services.  Three great benefits:

Read the next article here:  http://bit.ly/2BwGgfp  4 Solutions for Pizza Shop Processing – How to Sell Merchant Services to Pizza Shops

1. To create a custom opening pitch. Having a customized pitch encourages a better response during those first few seconds at the beginning of the sale.  Any good sales person will tell you that is the most important segment of time in the sales process.  Either you grab the attention of prospects or you don’t.  And if you don’t grab their attention, you have no chance of selling them!

2. To customize your value proposition. How should your pricing change if you are selling a pizza shop versus a jewelry store?  In upcoming episodes I’ll discuss challenges of each business type and how to create a value proposition specifically for each one.  Different business types need different technology solutions, also.  Certain point of sales systems work very well with some business types.  However, some business types don’t need a point of sales system.

3. To customize your marketing materials. Doing this is going the extra mile, but it makes total sense.  I’m a big believer in looking at your merchant services operation as a business, not just a job.  Viewing your operation as a job rather than a business will cause you to miss many opportunities.

In the past I or my team of sub agents have targeted pizza shops.  For this I got new business cards and little trifold brochures customized for pizza shops.  Perhaps you’re thinking that would be too expensive.  However, consider that you only have so many pizza shops in your area.  You need probably no more than a hundred.  Staples will supply business cards for about $10.00.  The brochures are a bit more expensive.  Take a day or two to set up a 30 to 90-day campaign; invest as much as $100 or $200.  If you spend that money and work very hard for 30 to 90 days, you will probably make thousands of dollars from that campaign.  That is an excellent investment.

Hopefully you’ll stay with me on this mini-series.  If you’re watching this right when I publish it, you’ll see the first targeted business episode tomorrow.  I plan to go through some business types we most commonly sell in the industry.  I’ll discuss the value proposition and what you need to sell these specific business verticals.

My name is James Shepherd.  Thanks for reading!

Read the next article here:  http://bit.ly/2BwGgfp  4 Solutions for Pizza Shop Processing – How to Sell Merchant Services to Pizza Shops