Starting your own small business is a fantastic way to build an income. Whether you already have a full-time job and you’re looking to develop your second income, or you want to become a full-time business owner yourself, there are many markets you can go into. One lucrative market you can enter is that of a merchant services agent, also known as a credit card processing agent. Within this market, how much you are able to generate is determined by the amount of work you put into selling credit card processing services. Leading merchant sales representatives can generate over $100k per year using fantastic sales techniques alongside hard work and grinding.
Due to the competitive nature of the market, as well as unfortunate stereotypes that are commonly attached with salespeople, getting your foot into the door can be challenging at first. Many people may have felt selling mislead or even lied to by merchants in the past, which has made it difficult to become a credit card processing agent. Here are some steps to help you in your journey to selling payment processing services and developing the six-figure income you have always dreamt of.
Know the Ins and Outs of Your Business
When it comes to selling merchant services, you cannot undermine the importance of knowing your product. Within the market, there are very few merchants who are actually able to make sense of their merchant statement. Even those with experience within the industry may not completely aware of the details, which is a fantastic way to help you stand out from the competition.
By understanding the economics behind selling merchant services you are able to efficiently explain the cost-savings opportunity that you are providing. You will be able to answer any questions that are thrown in your direction, which will help to fill your potential client with confidence.
The second benefit of understanding your business is that you can understand the financial impact from your perspective. It is known throughout the industry that the best merchant sales representatives understand how much profit is built into each merchant account. This knowledge can be used in a variety of ways, especially when it comes to selling. You will be able to determine which deals are best and when you should choose to walk away. Understanding your business is the best way of understanding how to sell merchant services.
Develop Your Own Sales Plan
In order to produce the highest number of merchant services sales, you must build and refine your sales plan. Every top sales agent within the credit card processing industry has an understanding of how they go about their day to day business. They understand how they can increase their monthly income and how to sell. However, there is no ‘optimal plan of attack’. Every agent builds up their own plan that works around their routine and style of selling. Some may choose to target certain parts of the industry, whilst others may make use of referrals or cold calls. Many ISO agents will choose to do a mix of all three of these options to decipher the best results. Learn what works for you and then build upon this foundation to optimize your sales ability.
Build Long-Term Relationships with Local Businesses
Within the industry, building up long-term relationships is crucial so that you can become a successful merchant sales representative. Unfortunately, many sales reps will choose to make a sale, then move onto other opportunities to increase their revenue. There are several faults in this tactic and in the long run, it will work against you. Whilst you are scanning the market for the next sale, it is common for your clients to be approached by competitors within the market. Here, they will be offered cheaper rates, as well as other enticing deals. By building up long-term relationships with your client base, you can protect and build your portfolio. Your unique relationship with the local business will differentiate you from competitors and will become a key selling point when it comes to expanding your own portfolio.
Focus on Referrals
At the end of the day, cold calling is not the most efficient way to make a sale. For many people, it can be outright draining. At the start of your business there is no way around it. At the start of your career, it is simply something you will have to. However, it is not something that you will have to do forever. Referrals will become the most efficient and eventually the best way to grow your business. There are a number of ways in which you can get the most from referrals and become a successful merchant services agent.
Start by setting up a streamlined way in which you interact with your clients, allowing you to maximize your referral potential. Begin by informing your client that you will be back for referrals after you have proven the value of your services. This should be done from the very onset of your relationship, this way you can set the expectation. After your client has been working with you for around a month, show them the benefits that you have benefits you have brought. Once you have shown them the value you have to offer, you can ask for specific referrals. It is important to be as specific as possible. Ask for the doctor they use, the mechanic that fixes their vehicle or the vet who helps their dog. The more specific the question, the more specific the answer.
Summary: Whith these steps won’t guarantee your success within the industry of selling merchant services, they will definitely set you up in the right direction. With the market expanding exponentially, getting started it vital to your success. Make sure that you truly understand everything about what you are selling, as this will provide you with the best foundation to set yourself up for success in the future. Once started, you can always choose to learn more as you advance and develop your business.