Tuesday, June 30 2020
If you have been in sales for long, then you know what it is like to try to sell software and other solutions over the phone. It’s a tough industry and job that requires hard work, patience, and a winning formula. Calling someone is easy--convincing them to stay on the line is hard. If you are in merchant services sales and want to increase your phone sales and your overall revenue, then this short guide is a must have. In this short tutorial, we will cover some of the key tips to having success in merchant services and conducting merchant services sales over the phone with maximum optimization and earnings potential.
When you think of selling merchant services over the phone, your mind might automatically turn to just setting appointments, touching base, and otherwise communicating with the potential customer over the phone. However, that’s not all that selling merchant services over the phone entails. Actually selling merchant services over the phone consists of every step of the process including consultation, implementation, and even signing the contracts. This all occurs from a remote location.
While this makes the business model somewhat convenient, it also makes having success in phone sales extremely difficult. In traditional sales, you have the opportunity to interface with your clients directly and speak with them. With phone sales, however, you will have to do all of this over the phone and digitally. The barrier is greater, and that is why so many fail when they don’t have a plan to address these issues.
However, it doesn’t mean that selling merchant services over the phone is impossible. Actually, hundreds of reps all over the country have success selling these services over the phone on a daily basis. Those with a good plan, sales skills, and some experience interacting with clients over the phone most definitely have a path to success.
Since you want to have success and selling merchant services over the phone takes a specific skill set, there are some merchant services agents that should avoid having to sell merchant services over the phone if possible. For beginners, it’s a good idea to get an in-person meeting when possible. Here are some of the characteristics that might make it difficult to succeed when selling merchant services over the phone.
If you are an individual that has little or no experience with selling merchant services over the phone, then some practice beforehand would be helpful. Selling merchant services can be difficult, and selling anything over the phone can be difficult. Together, they make for an increasingly difficult combination. Having success in merchant services over phone sales is entirely possible, but it is an ideal situation for those that at least have a bit of experience with selling over the phone.
Selling without a good supply of leads is difficult for any industry, let alone merchant services. If you are going to sell over the phone, then you need to make sure that you have enough information to go off of. With a steady supply of leads that contain the information you need to make the sale, you will increase the chances of your success drastically. You should always make sure that you have a steady pipeline of leads before you begin your foray into merchant services phone sales.
Now that that is out of the way, we can give you some actionable tips for having success with merchant services sales over the phone and giving yourself a leg up on the competition. Here are some of the most actionable tips and actions that you can take to have more success in phone merchant services sales.
If you’re going to call a merchant looking to talk about how you can provide them a service, it’s best that you have a good reason for the call. If a merchant believes that you are only calling to sell them something that they don’t need, then they aren’t going to hang around on the call for very long and they will be immediately defense. However, if you can let them know that you have a solution for their problems or you are taking notice of an issue that they are having, you are much more likely to have success in converting them to a customer. Always make sure that you have a reason to be calling your merchant, otherwise they may believe that you are not worth their time.
If you do manage to get on the phone with a merchant, one of the most important things that you can do is to get to your value proposition early. Merchants especially have very little patience for people calling them to sell products and services, since they get it so much. So, it’s helpful if you are able to show them right away that you have actual value and benefits to offer instead of just trying to make a sale. If you can make your point and show why you are valuable very early on in the process, the merchant is much more likely to be receptive to your pitch for a longer period of time.
It’s very important to keep your merchant on the phone for as long as possible. The longer that you are able to keep your merchant on the phone, the greater the chance that you have at converting your merchant into a customer. That’s not to say that you should keep them on the phone without regard to their needs. You should ask questions and start conversations that lead the merchant to simultaneously stay on the phone longer and learn more about the services that you have to offer. When you are conducting phone sales with a merchant, be sure to do your best to have a lengthy conversation with them so that they can become more familiar with you and start thinking of you as a business partner instead of a salesman.
When you are interacting with a merchant on the phone, it’s best to keep the asks small. By that, we mean that you shouldn’t go for the big sale right away. When conducting phone sales, it is best to take it in baby steps instead of trying to sell them on your most comprehensive solution that you have to offer. For instance, you should explain the benefits of an affordable and smaller-scale service first to allow them to see the benefit before going into the other options that you have to offer.
When you do make a sale, your next task is to get them through the paperwork and make sure that they remain a merchant under your account. To do that, you should provide superior service and walk them through the paperwork process as a team instead of leaving them to fend for themselves. This cooperation and the help that you are able to provide them will lead to a long and productive relationship between merchant and agent.
Saturday, June 27 2020
Are you planning to become a merchant service provider? When it comes to merchant services, there are thousands of merchant services agent programs for you to choose from. It is very exciting to become a merchant services provider. However, without the necessary information and details, it is very easy for you to fail. The merchant services business is both complex and lucrative. There are several merchant services ISO programs available. Choosing the one to suit your specific needs can be very tricky, but luckily we are going to give you expert advice and tips on choosing the best one. Some factors to consider in order to become a merchant service provider include the tools offered by the company you chose, technology use, and customer supports. This article paints a clear picture of what a great merchant services agent program should look like.
9 Characteristics of a Good Merchant Service ISO Program
The following are some of the key characteristics that define a reliable merchant service ISO program. A company with the following traits increases your chances of being successful in your credit card processing business.
Exceptional Customer Service
This is one of the most critical characteristics of a good merchant services ISO program. However, it is one of the most overlooked things when an agent wants to become a merchant services ISO and when seeking out an ISO partner. In the merchant services business, the worst-case scenario would be to receive complaints from your clients, and you are unable to get in touch with your merchant services agent program. This can really ruin your business. It is a great practice to look for merchant services ISO program that provides 24/7 customer support. In addition, the customer care representatives should be able to attend to any questions, both general and technical, within the shortest time possible.
Same-Day Funds Deposits
This is another important feature to look out for when choosing a merchant services agent program. Clients do not have to wait for long to get their funds deposited into their bank account when a transaction is made. The same day funding is a great incentive that will leave your clients happy and also help you when promoting your business.
Ability to Handle High-Risk Merchant Accounts
Though you might not be dealing with clients who have high-risk transactions such as travel agencies, CBD companies, bail bonds, credit collections, medical marijuana, etc. it is important for the merchant services ISO program you choose to handle high-risk merchant account. You might get clients who operate high-risk operations, and therefore the benefit of this is to ensure that the business of your clients is running smoothly without any payment glitches.
Great Discount Opportunities
The fees associated with credit card processing are quite high. These high fees have been causing businesses to scramble. The cash discount programs enable merchants to implement a service fee to customers who pay via credit card and issue discounts to those who pay via cash. The merchant does not have to pay a fee for each transaction they run, and therefore this saves them money. You should, therefore, ensure you find a merchant service agent program that offers discount opportunities.
Assistance on Marketing
When it comes to credit card processing business, marketing can be the hard part. However, with a great team behind you to offer marketing assistance, it becomes easy. For you to turn cold leads to warm leads, you will need an effective marketing team. They will assist in providing marketing information as well as design about merchant services.
Flexible Compensation Plan
Getting paid is one of the most important steps as a merchant services provider. It is critical to get compensated for the work and effort you put into your merchant services business. Look out for a credit card processing agent program that will help you realize your goals and meet your needs. Note: Pay attention to the agreement document to make sure you understand all the details.
Residual Income Tracking
A good credit card processing agent program will help you get residual analytics; this is very important for your business. The use of technology and the latest software to track residual income is a must for a good merchant services agent program that you are going to choose. You should be able to see, at a glance, these details: number of clients, average profit, average ticket, top 10 merchants, and more.
For the success of your credit card processing business, it is critical to look for an ISO partner who readily avails the necessary infrastructure to you. The payment technology is very dynamic, and each year, there are new changes and improvements. There are several other payment methods that have come up. A good credit card processing agent program should give you access to these assortments of payment processing products. All these will give your clients payment processing options to choose from, which helps them to run their business smoothly. A good merchant services agent program should be in the capacity to support most of the following infrastructures:
Multi Relationship with Various Banking Options
A great credit card processing agent program should facilitate a solid relationship with several banks. This creates options to resort to incase one bank declines an account. With this feature, you will have peace of mind and be able to easily close deals and get paid. Shaw Merchant Group Can Help You To become a merchant service provider and to succeed in it can be tricky, especially if you do not have the necessary information, but with the above expert tips, you will be a step closer to being successful. At Shaw Merchant Group, we pride ourselves as being the best merchant services agent program providers. We are ready to help you become a merchant services ISO and succeed in your credit card processing business.
Tuesday, June 23 2020
Are you looking to get involved in the merchant services industry, but you're not sure how to start? A good approach might be to sign up for our merchant services agent program, and we will pay you based on quality leads that you bring to us. You can get as involved in the process as you would like, and depending on your contribution, you can receive lucrative commissions and even residuals. These residuals can continue to pay for the life of the merchant's account, as well.
For some salespeople, referring their existing clients and making a small commission per sign-up may be enough, while for others, the prospect of monthly residuals and working closely with merchants to maintain accounts may be more attractive. It depends on your goals, as well as whether you want to become deeply involved with the merchant services industry as a whole. Needless to say, on all levels, there is nearly unlimited income potential because the field of merchant services is vast and constantly growing. No matter what your circumstance, chances are that many business owners around you are in need of a merchant account, and we are willing to reward you handsomely for the opportunity to serve the leads that you bring to us.
Here is the breakdown of our credit card processing referral program and its different levels:
Very Little Involvement - If you're interested in a relationship that is more akin to affiliate marketing, where you find the leads, refer them to us, and then move on, then we have a program that can accommodate that. Whether you're a long-time affiliate marketer who is looking for a new niche, or you simply work with many merchants and would like a way to make some money from your contacts, this is an easy way to earn commissions without too much commitment. At this level, you do not need to contact merchants any further after you have made the referral.
Simply refer a merchant to us, and you will get $50 for every successful sign-up. The various techniques that you use to promote our services depends on you. If you run a website related to merchant services or that is targeted largely towards merchants and their needs, you could easily mention us and make commissions by referring your visitors. Similarly, if you run a newsletter or an online community, you can promote us to your audience and send them to our website using a custom link.
If in-person contact is more your style, you might try out passing around business cards with your custom link included. If you run a business-to-business enterprise yourself, you may find many opportunities to offer our services to your clients, allowing you to maximize your revenue.
Some Involvement - If you want the chance to earn some residuals, then this might be a good choice. Like the program above, you can earn $50 dollars upfront for every sign-up, but if you have 10 active accounts from merchants that you have referred, then you will be eligible to receive a portion of the revenue that they generate every month. As you can imagine, these residuals can certainly add up as you begin to accumulate more and more accounts.
Just as with the less involved referral program or credit card processing agent program, you may find leads from any number of sources, including leveraging an existing audience of yours or simply visiting local merchants and telling them about what we have to offer.
When you reach the point where you are receiving residuals, you may become much more interested in maintaining your relationship with the merchants to ensure that they stay on board. After all, the lower the account attrition, the better your chances of receiving continuous residuals. If that is the case, you might actually consider getting more involved, and perhaps even targeting local merchants specifically so that you can begin walking them through the process of signing up for our services.
High Involvement - Do you want to help the merchant set up his account step by step? Do you want to make sure that clients get what they need in order to keep the high quality accounts that you have worked to acquire? At this level, your commissions depend on how involved you want to get with the program, but it can be hundreds of dollars upfront per account, plus residuals. The more work you want to put into our clients, the more you will make in terms of commissions.
As you can see, we can accommodate all kinds of salespersons with varying levels of interest in our program. No matter what kind of approach you want to take, you are bound to make money with our high quality merchant services agent programs. We provide tools as well that will help you make the most of your partnership with us, including:
So whether you are a sales agent, a marketer, or merely someone who is in constant contact with merchants and would like to build another revenue stream, we have a solution for you. Send us your leads and we will reward you. Get into contact with North American Bancard Agent Program to learn more about our merchant account referral program.
Download PDF: Best Merchant Account Referral Programs
Saturday, June 20 2020
When you are selling merchant accounts or looking for a merchant services agent program to work with, one of the major things that you will have to consider is whether you want to offer your customers free terminals or whether you want to offer them a leasing deal. As with so many other factors in this business, it really depends on the specific customer. You must spend some time examining their needs before you can decide which option to sell them. You will find that different merchants have different goals, as well as different amounts of capital that they can provide upfront.
You might also notice that, more and more, merchants will expect that at least their basic, entry-level terminals will be free to use. Lots of newer, innovative merchant service companies have taken to lending free equipment to their customers, as well as supporting the hardware and software for free, so you will want to take this into consideration as well.
Let's go over what these two options really are in a bit more detail:
Free Terminals - “Free” isn't exactly accurate here, since the merchant doesn't really keep the equipment. Basically, they are allowed by the service provider to borrow the POS terminal at no charge until they end their contract, and then the equipment is returned. You can think of this as being similar to how many broadband Internet companies loan routers or modems to their customers, which are then returned when the customer terminates their service.
This is an easy option for many businesses, especially those that are just opening their doors, because it requires essentially no upfront cost. There are sometimes monthly fees tacked onto this option, such as the cost to insure the machine, but for the most part, the merchant pays a lot less than they would have if they opted to buy their own equipment. Since POS terminals can be expensive, this is not a bad option for you to suggest to very lean startups.
Always make sure that a merchant services partner program that you are signing up with has some kind of free terminal plan, since a lot of merchants will want this. “Free” is also not a very hard sell, so you might find that it will be easier to close deals with a loaned terminal. Your job is first and foremost to sell your clients on the merchant account, and you will want to do everything in your power to make it easier for them to use it—that means making it easy for them to get the terminal that they need.
Leasing Terminals - With the popularity of free terminals, this has sort of fallen out of favor as of late, but it still has a certain amount of relevancy. Some merchants want to have their own equipment, and this could be for a number of reasons. Most commonly, a merchant may simply want to be able to switch service providers without going through the arduous process of re-learning how to use a completely new terminal.
Leasing terminals is not without its problems, however. Compared to simply buying a terminal outright, leasing one may actually be a raw deal for the merchant. Because they will be paying little by little for their equipment, they may not even notice that their money is trickling away over the course of months or years, and that they might end up paying five or ten times the market price for their POS system. It's nice to make small monthly payments, but as business owners, these merchants can't afford the delusion that those costs don't add up.
On the other end of things, leasing equipment can make lots of money for an ISO and a merchant services sales agent. Just as those monthly fees add up for the merchant, they can add up for the agent, and leasing equipment can mean a handsome addition to ones residuals. The bigger question is, however, should you sell merchants on such an unfavorable deal?
In general, the answer is no. Now, not all leasing deals are bad. Some equipment is actually quite cost-effective, especially modern, more simple POS systems that are based on popular mobile operating systems and touch interfaces. The leasing options from popular service providers are sometimes quite fair. However, there are still a lot of merchant service companies in existence that use these tactics to rip off potential merchants, and it's best that you avoid associating with them.
Your goal should be to build a long-term, sustainable relationship with your merchants. After all, this is what is going to give you sustainable, long-term residuals month after month. Being honestly concerned with your merchant's problems and offering them the best solution is also what will get you repeat business whenever it is time for them to buy added value products and services. You will want to cultivate trust, and it is difficult for a merchant to trust you if they feel that you have been trying to take them for all they have right from the beginning.
That being said, there is nothing wrong with selling a fair leasing option to a merchant if that is what they honestly want. By all means, listen carefully to the client's needs, and if you feel that leasing a terminal is a better fit than providing one for free, then give them what they need.
Regardless of what option you ultimately decide to give to your merchants, remember that no terminal is the least bit useful if your clients don't know how to use it. Make sure to partner with a company that not only offers various terminal options for your clients, but that has great training material and customer service to get your customers up to speed. After all, the sooner they are using your terminals to take in revenue, the sooner both you and the merchant service company can start seeing a new income stream. Make sure that your clients get what they need from the beginning, and you will be rewarded with few complaints, a strong reputation, and a consistent stream of residuals trickling into your bank account every month.
The best merchant services agent ISO reseller program is North American Bancard Agent Program. Choosing North American Bancard as your primary merchant services partner with earn you the largest commissions, give you access to the most powerful industry sales tools, and total sales support for you and your merchants.
Friday, June 19 2020
If you have any sales experience, you probably already know that it can be an extremely lucrative field to get into. As a merchant cash advance agent, you are basically in charge of your income, and as you get better at serving your clients, you see more and more returns. This is no different when you're working with businesses instead of simply consumers. If you've ever sold POS equipment or other necessities to business owners, then you likely realize the huge potential for income that such a venture represents. Businesses always need more products and better technology, and if you can help them to succeed, chances are that you will be able to benefit lucratively when it is time for them to upgrade.
However, there is a little known opportunity in the world of credit card processing that many people are unaware of. As consumers, some us might have dealt with cash advances at some point in our lives. Did you know that businesses have a similar option, as well? In the case of small enterprises that need quick liquid cash to get things flowing, they can strike up a deal with their merchant account agents and get some cash immediately without the need to go through a lengthy approval process as they would with a bank.
This process is not a loan, exactly, but rather the merchant account company makes a short-term investment in the business by buying future credit card and debit card payments. In other words, they pay a certain amount upfront to the business, and when customers pay with a credit cards, a percentage of these transactions are sent directly to the merchant account company to pay them pack. It's not as risky as a normal loan because there is much less of a chance of the debtors defaulting; they would essentially have to go out of business to not be able to pay. The business owner is happy because he has the liquid cash that he needs without the need for any monthly loan payments to worry about; the payment processor company is happy because they receive what is essentially interest for their trouble and are practically guaranteed to be automatically paid back, and the sales agent is happy because he makes a portion of this. It is a win-win-win situation.
Now, you may not be a sales processor and you might not be interested in exploring the red tape that it might take to get into the position where you might provide people with merchant accounts. This is perfectly fine because, you see, you can simply work as a sales agent for a payment processing company and receive a cut of these profits. There's a lot of opportunity out there and plenty of companies are looking for sales representatives that can send leads their way. On your end, you would be getting a hefty commission for every one of these cash advances.
Let's take a look at a rough sample of the possibilities. For example, let's say that you start working for a merchant cash advance company and they offer you the usual 5 to 10% comission on the merchant cash advance ISO program that your prospect takes out. If the merchant agrees to a merchant cash advance of $30,000 dollars, you would be making $1500 to $3000 on just that single sale. As you can see, this is far more than if you were working selling, say, electronics or other expensive merchandise. Offering financial services greatly expands your income potential because you're working directly with businesses and directly with money. The best part is that there's less red tape for you to deal with in a case like this because you're not working for a bank. Merchant cash advances are simple, fast, low-risk, and don't require much paperwork at all.
If you thought that the initial commission seemed like a lot, most companies that you work with will allow you to receive even more cuts of the earnings. For example, you might receive another cut after the merchant has successfully paid off the merchant cash advance (usually a single-digit percentage). In addition, you might be able to lock in that particular merchant, where you receive a certain percentage of future credit card processing revenue simply because you were the one who brought in the lead. This merchant account residual income can really accumulate, and there's certainly nothing like making money even when you're not working.
In addition to these income streams, there's also an added opportunity in upselling products. The merchant services company probably has many other products that could be useful to your prospect, and you can make a handsome amount by simply offering these as well. After all, when someone buys from you once, they are much more likely to buy other services from you, so you should always try to upsell if the opportunity presents itself. These “added value” products could be anything from marketing services that the merchant service company might offer to POS equipment and other physical goods. Just focus on what problems you think the merchant may have and try to find a way to solve it. Put yourself in his shoes, and you'll be bound to make money.
Finally, when you work as a merchant cash advance agent selling cash advances and other products for a merchant service company, they will probably compensate you for helping them find other sales agents. Unfortunately, not everyone is cut out for sales, so there might be a high turnover. Because of this, a lot of merchant service companies are hungry for new recruits.. Again, this can be a residual income opportunity, where you can make a small percentage of what your recruits are making. This give agents incentive to help each other succeed.
With all these possible sources of income, sales agents can easily make thousands of dollars per month, even working part time. If you have experience in sales and you want to expand your horizons, or even if you just have an interest in sales and need a place to get your start, you should consider getting into selling merchant cash advances. There really is a lot of money there, just waiting to be taken by ambitious salespeople.
Download PDF: Merchant Cash Advance Agent Programs
Thursday, June 18 2020
If I had to make a rough estimate, it seems to me that about 90% of merchant services agents aren't actually very familiar with their residual splits and how they work. This isn't a great position to be in and you don't want to be in the dark, so take a look at these tips to get a good grasp on the subject:
1) First of all, do you actually own your residuals for the life of you account? If not, then years of work on your part could just disappear literally overnight. You could have been working tirelessly to build up a huge portfolio, but it would all be down the toilet simply because you stopped selling for awhile. Many ISOs have these stipulations, where you're required to bring in new accounts every certain amount of time, or your residuals are lost. Does that sound fair to you?
So many agents fall for this racket. Don't do this, no matter how much bigger your part of the split will be. Over the long-term, it's just not worth it. You're trying to build long-term passive income here, not turn your work in sales into an ordinary job—that's a waste of a great opportunity. Make sure you ask about this before you choose a merchant services ISO program. Tell them to give you an exact play-by-play of what will happen if you decide to leave the business. If the answer is “You will lose your residuals,” then walk away. Also, if you can't sell your residuals, then reconsider as well, since this is an indication that you don't really own them.
2) Forget about the percentage of your split. This doesn't really mean anything. To illustrate this better, let's say you're playing monopoly and your friend wants one of your properties. He offers you 30% of his net worth for it. However, another player butts in and raises the stakes. He tells you that he'll give you 50% of his net worth. Finally, a third player screams over your other two arguing friends and declares that he'll give you 10% of all of his cash if you will sell him the property. How do you decide which deal to take?
Well, obviously, you don't have enough information to make a good decision, do you? Before you know which deal is the best, you need to know the net worth of each of the players! After all, if Player 1 and Player 2 only have 100 monopoly dollars to give you, then you know that what they're offering is a raw deal if Player 3's net worth is 5000 dollars. Even with only 10% of that, it's far more than what the other two players were offering.
The same goes with credit card processors. Ignore their bragging about how they will give you 70% or 80% or whatever inflated number. It doesn't actually mean anything unless you know how they calculate the profit in the first place. Always get some context for these numbers, or else they are just going to be completely useless to you.
3) Always keep an eye on costs and the fees that the processor is going to charge you, as this will have much more influence on your profit than the actual split. You can find out what these fees are by looking at the Schedule A that your credit card processing agent program will provide for you. You will also need to ask yourself a few things when considering cost. For example, do they add basis points before they calculate the profit? What are they going to charge you for the transaction fee?
Some processors give you a true interchange pass through, while others will mark up the fees a few basis points above interchange before they start to calculate the profit. With the former kind of processor, things are a bit more obvious. For example, if your transaction fees are $0.03 and you in turn set up your merchant's transaction fee as $0.09, the profit per transaction is $0.06. If you had a 50/50 split, then you would get half of that in the end. It's a case of simple arithmetic. However, if you're having to deal with a huge mark up of dozens of basis points first, a lot of that profit is lost, and even if you had a 90% split, it wouldn't be worth it.
By the way, stay away from “buy rate” programs, as they don't offer you good deals. If you have any doubts about this, then be sure to get into contact with me and I will tell you all about it. You might be tempted to go with one of these programs, but I assure you that after I break it down for you, you will change your mind. Always go with a revenue sharing plan, as it's much more lucrative in the long run, especially if you choose a good processor to work with. I've even heard of processors trying to set up these kinds of deals with merchant services ISOs themselves, which is very silly in my view. You're trying to run a business here and build your empire, so don't settle for a buy rate.
4) The pricing is not as important as the cost structure when you want to get accounts of a significant size. Aim for a low cost structure for your clients. If your processor is charging more per transaction than $0.04, then you probably won't be able to pass on a reasonable deal to your merchants, so think twice about going with a processor that is this pricey, even if you're making 80% of the split. Make sure to have more than one partner so that you have access to the lowest rates and the best deals, and this way you can give your merchants a variety of options. This is especially true for your larger merchants.
5) Finally, keep in mind that you shouldn't get too caught up in either the cost structure or how much of a percentage of the residuals that you get. Ultimately, making the sales is what will determine your success in the long run. You need merchants to make money, and you need to close a lot of deals. Any merchant services ISO program or processor that you're partnering with should know this and help you get the kind of training that will lead you down the right path. If you can't even close deals, then there's no point in worrying about your compensation—you won't be getting it anyway! Whether you make 50% or 90% of $0, it is still $0, and that's certainly not a handsome residual to be getting every month. So choose your associates wisely, as they can help you to succeed—or drag you down.
We're happy to help you on your endeavor, so we offer all kinds of resources, from informative material, to help with your marketing, to training. If you're curious or have any questions about how to move forward in this career, then don't hesitate to send us an email.
Final Tip: Contact North American Bancard Agent Program to set up your agent offices and become a successful merchant services agent.
Download PDF: Your Residual Split: Understanding How It Works
Wednesday, June 10 2020
If you are a merchant that is discussing the possibility of enrolling in a cash discount program to save you money on your processing, then you are no doubt wondering what to expect and whether it's a good decision for your business. Every decision that you make concerning your business must be made carefully. You care a lot about your business and you would never want to endanger it by making a decision too early or without enough consideration. If you want to truly get the most out of your merchant services experience, then you must at least explore the possibility of enrolling in a cash discount program.
However, you might not even know where to start. If you’ve never enrolled in a cash discount program, you probably don’t know what to expect or how the program could affect your business. We are here to provide you with some guidance and give you the information that you need to make an informed and well-timed decision for your business. In this overview of the cash discount program, we’ll provide a fair and balanced summary of the benefits of the program and also show you some of the potential downsides.
If you run a business, you are probably familiar with cash discounts. However, cash discounts have become a dying practice. This is mostly because processing cost have put a burden on businesses and they would rather keep the extra margin from the cash to help fund operations. However, a cash discount program offered by a merchant services company is a completely different concept that has been helping to restore these programs across the country.
A modern-day cash discount program is the same in theory as the "cash discounts" of the past in that it incentivizes the customer to pay with cash to provide them with a cheaper price. However, it is much different in the way that the savings are applied. With a traditional cash discount offering, a percentage of the transaction would be deducted from the total when customers choose to pay with cash. This saves the customer and the merchant each a little bit of money, but nothing significant.
In a merchant services cash discount program, the rate is applied to any transaction that is being paid with plastic. The advertised price on your products and services will be paid if the transaction is paid in cash. This passes the cost to those that choose to pay with credit cards and saves the merchant money on processing.
As you can ascertain from our summary of cash discount programs, there are quite a lot of benefits to like about cash discount programs and what they have to offer for businesses that use a lot of processing services. Here are some of the benefits that you can enjoy when you choose a cash discount program for your business.
When you accept fewer card payments as a merchant, it will inevitably mean that you are paying less in processing cost. Processing cost don't sound like a lot at first, but they can certainly pile up and make a difference in your balance sheet. If you want to avoid processing cost as much as possible, then the best way to do so is to enroll in a cash discount program with your merchant services provider.
The main benefit of a cash discount program from the merchant's point of view is that it enables the merchant to pass on the cost to the consumer through a cash discount program. This leaves the merchant with basically no cost to pay in the end.
Many merchants shy away from these sorts of programs because while they would be beneficial for the merchant, many fear that they are difficult to implement. Without the right partner, this might be the case. However, if you choose the right merchant services partner, the implementation can be incredibly easy and painless. Most merchant service providers will provide their merchants with signage to explain the switch and guidance on how to change the process without angering customers. In addition, merchants might be able to gain access to free POS equipment to assist in the system change.
When you implement a cash discount program, it only stands to reason that you will start to incentivize more cash payments. More cash payments mean savings for your customer and more margin for you. Once the merchant's customers realize that they can save money by paying in cash, they will be incentivized to do so and it will ease the burden that processing and card payments have on your business. In addition, the business can charge just as much as it was before the switch for the products, except they will not have to adjust for processing cost.
With fewer credit card transactions going through your business, you will also be opening yourself up to less fraud and chargebacks. One of the most common issues with credit card payments is the fraud that often occurs in credit card transactions. When a merchant is accepting more cash than cards, the chances of fraud, and the cost to your business decreases with every transaction.
Though there are many benefits of using a cash discount program, there are also drawbacks that prevent some businesses from making the leap. One of the most common reasons for hesitant businesses is the fact that not many consumers prefer to use cash in the modern era. Many transactions are done exclusively with credit cards, and many consumers even dislike using cash altogether. Forcing customers to use cash to get the cheaper price could put your relationship with them at risk. This risk can be mitigated by making it clear why the program is in place, how it benefits both consumer and merchant, and how easy the process is. With open communication, participating in a cash discount program should be a breeze for your business.
Edge Cash Discount Program Flyer:
Monday, June 08 2020
One of the most important pieces of equipment for any merchant is their point-of-sale system. As the location through which every transaction that the business takes in goes through, it is important that every merchant have access to a point-of-sale system that is robust, scalable, and has all the functionality that is needed. However, convincing a merchant that they need a POS isn’t the hard part--this is a known fact. Convincing a merchant that your POS is the right choice, however, can be very difficult. To help you get well on your way to selling POS systems as a merchant services agent and helping merchants realize the power of a good POS, we present to you 6 actionable tips that you can take into consideration and implement to help sell POS systems.
If you have been working with merchants for long, then you already know how important POS systems are to businesses. With this knowledge, it is easy to understand why so much importance is placed on the process of selecting a POS system and utilizing it to its full potential. Each business is unique and while all businesses have the same basic need to facilitate payments, the best way to do so will vary by the business.
For merchants, finding the right POS system is absolutely essential because it will ultimately help to determine what a merchant can achieve with its POS system and whether they will have any limitations. In an ideal situation, the POS system that a merchant selects will not have any negative impact on their business and instead will serve as a reliable addition to their suite of technology that they use in their business on a daily basis.
If you are looking to convince a merchant that they need your POS system, then one of the first things that you will need to do is establish yourself as an expert and a person of authority when it comes to POS systems. This can be done in a variety of ways, but what a merchant really wants is to feel comfortable that you know what you are talking about and you know everything that there is to know about the POS system that you are offering.
If you are hoping to make a great impression on your prospective merchant, then make sure you familiarize yourself with your POS system as much as possible so that you can easily answer any questions that they have about your POS systems and their functionality. With the ability to answer any question that comes your way regarding your POS system, the merchant is far more likely to trust you and find you in a favorable light, which could lead to a purchase.
The next very important part of the process if you want to have success with selling merchant accounts and POS systems is nurturing the relationship between the merchant and the agent. There are a variety of ways that this can be done, as well. You must remember that each merchant is unique and is going to require varying levels of customer service and support.
One of the first ways that you can nurture a relationship with a merchant is to get to know them and their business personally. Not only will this make them feel valued and heard, but it will also give you much more knowledge of their areas of need so that you can address them most completely, earn trust, and ensure that your POS system fits the needs and requirements of the merchant you are working with.
With these things in mind, your merchant should be kept happy and satisfied.
If you truly want to satisfy your merchants and make sure that they are taken care of and are more willing to purchase from you again, then you need to make sure that you are meeting their needs. You should start each relationship with a full audit of what your merchant needs and make a plan for how you can address it.
With this fuel at your disposal, you can approach negotiations from a position of power and understanding to increase your chance of closing the sale and making your merchant confident that you can handle their needs effectively.
There are a few properties that merchants look for automatically in a POS system. One of the most important of these is versatility. Many merchants deal with a wide variety of transactions, promotions, discounts, coupons, and other functionalities. With a POS system that provides all of these things, their business will be enabled to operate at its fullest potential. If you need to communicate all the benefits of your POS system, be sure to touch on all the versatility that it has to offer and how it can help the merchant achieve a wide range of goals.
If you want to entice your merchant to sign on with your POS, then there are a few things that you should be able to throw in without breaking the bank. For example, you could throw in maintenance and upgrades for free as an extra benefit to the POS system. This is just one example of a classic sales technique.
If you have a merchant that is on the fence about investing in a new POS system, be sure to make it known that there could be additional benefits to be had by signing on with your POS system.
In sales, you never want to promise or lead someone to believe something that might not come true. That is because as a merchant services sales representative, you want to be seen as someone that follows through on the promises and assurances that you make. Without your reputation for upholding the truth and following through on the promises that you make, you will find that it’s hard to keep a merchant signed on with your POS system.
Always be upfront about the capabilities of the POS system that you are selling as well as the potential limitations that it has. With this honesty in mind and a respect for the merchant, you are bound to have more success than if you were to try and hide the limitations of your POS system.
North American Bancard Agent Program is your premire merchant services sale partner to support you as a merchant services sale rep. Contact us today to get more detailes an start your merchant services business with us today!