Today, I’m going to talk about the single most important habit for merchant services sales professionals. It’s the foundation upon which all other success is built: prospecting.
I know what you’re thinking: “Duh, David! Of course, prospecting!” But let me ask you a question: In the past five business days, did you walk into 20 businesses for the first time prospecting? Or did you make enough calls to speak with 20 business owners every single day? If not, keep reading.
Why is prospecting so crucial? Because it makes everything else fall into place. Think about it:
- Interested Prospect? You’ll Be Back: If you find a prospect who’s genuinely interested, you’ll find a way to get back to them tomorrow, no reminders needed. You want that sale.
- Ready to Move Forward? Paperwork Gets Done: When a prospect says they’re ready, you’ll magically find the time to complete the paperwork. Again, you want that sale.
- Deal Closed? You’ll Follow Through: Once the paperwork is done, you’ll be on top of the submission process. You’re driven by the desire to close.
The point is, when you have a qualified prospect, the other steps become much easier. Just like you don’t need to schedule time for things you enjoy, you won’t need to schedule motivation for the rest of the sales process.
However, the one thing many salespeople avoid is prospecting. Why? Often, it’s overthinking. Stop overthinking it! Just go prospect.
I hear questions like: “Should I target a specific business type?” “Should I canvass a whole street?” “Should I call or walk in?” My answer? YES! Any of those are fine. The biggest problem isn’t how to prospect, it’s that most salespeople aren’t prospecting at all.
Many salespeople prospect for an hour a week and then wonder about strategy. That’s like asking how to steer a car that’s out of gas. Steering is important, but it’s irrelevant if you’re not moving. Until you develop the prospecting habit, no strategy will help.
Prospecting is binary: you’re either doing it consistently, or you’re not. Successful salespeople prospect almost every day. Some dedicate one day a week to closing and follow-up, but the rest of their time is spent prospecting. If you want real success, you must prospect.
Here’s another tip: Use “sticks and carrots” to motivate yourself. Just like training a horse, you need both incentives and consequences.
- Sticks (Accountability): Tell someone you respect about your prospecting goals. Ask them to hold you accountable. For example, text them when you start and finish your prospecting sessions.
- Carrots (Rewards): What do you enjoy? Ice cream? Reading? Treat yourself to something you love after you complete your prospecting for the day. It sounds simple, but it works.
Finally, remember who you value. Be accountable to those people. Make sure you’re doing what you need to do.
Prospecting is the most important habit for merchant services sales success. The key is to do it, consistently, every single day.
Happy Selling,
David
Payment Lynx Daily 