July 2025

Tomorrow is August 1st, Are you Ready?

Can you believe it? August is here! This year is flying by, and for us in merchant services, that means the holiday season is rapidly approaching. It’s not too early to start planning – in fact, it’s crucial. Let’s make sure we’re set up for a record-breaking holiday season.

Your August Action Plan:

CRM Review: Your Holiday Headquarters: Now is the time to dive into your CRM.
- Clean and Organize: Is your data up-to-date? Are your contacts properly segmented? A clean CRM is essential for efficient prospecting and follow-up.
- Identify Holiday Prospects: Who needs your services before the holiday rush hits? Think retailers, restaurants, and any business anticipating a surge in transactions. Tag these prospects in your CRM for focused outreach.
- Automate Follow-Up: Set up reminders and automated email sequences to keep your leads engaged. Don’t let any opportunities slip through the cracks.
Prospecting Power:
- Think Seasonal: What businesses will be particularly busy during the holidays? Consider pop-up shops, holiday markets, and businesses offering seasonal products or services.
- Leverage Your Network: Reach out to existing clients for referrals. Happy customers are your best advocates.
- Craft a Sense of Urgency: Emphasize the importance of getting their payment processing in order now to avoid headaches during their busiest time.
Follow-Up is Key: Consistent follow-up is the difference between a closed deal and a lost opportunity.
- Personalize Your Approach: Reference previous conversations and tailor your message to their specific needs.
- Offer Solutions, Not Just Services: Focus on how you can help them increase sales, streamline operations, and improve their customer experience.
- Be Persistent, Not Pushy: Follow-up regularly, but respect their time and avoid being overly aggressive.
Goal Setting: Chart Your Course for August:
- What are your revenue targets for August? Be specific and measurable.
- How many new clients do you want to acquire?
- How many calls/emails will you make each day/week?
- What specific actions will you take to achieve your goals?
  - Example: “I will dedicate the first hour of each day to prospecting.”

Accountability and Support

It’s easy to let goals slide, but accountability makes a huge difference. If you’d like someone to help you stay on track this month, let me know. I’d be happy to help!

Let’s make August a month of focused action and strategic planning, setting the stage for a successful and profitable holiday season. What are your biggest goals for August? Share them in the comments below!

Happy Selling,

David

Beep, Beep! 4 Sales Lessons We Can Learn from Wile E. Coyote and the Road Runner

Just the other day, I was catching up with an old client of mine, and as it often happens, our conversation drifted off topic to the cartoons we grew up with. We reminisced about Saturday mornings, bowls of cereal, and the endless antics of characters like Bugs & Daffy, Tom & Jerry and Wile E. Coyote and the Road Runner. Suddenly, it hit us: buried within those hilarious chases and elaborate failures were some surprisingly insightful lessons about, of all things, selling.

As a sales professional, we’re no stranger to the chase. We are constantly pursuing new leads, trying to outmaneuver competitors, and sometimes, it feels a lot like Wile E. Coyote’s endless pursuit of the Road Runner.

While Wile E. rarely, if ever catches his speedy prey, his persistent (if misguided) efforts offer some surprisingly valuable, and often humorous, lessons for anyone in sales.

Let’s rev up our engines and take a look at four key takeaways from this classic cartoon duo:

1. The ACME Trap: Don’t Overcomplicate Your Solutions

Wile E. Coyote’s biggest downfall? His unwavering faith in ACME products. From rocket-powered roller skates to giant magnets, his elaborate contraptions always backfired spectacularly. He spent more time building Rube Goldberg-esque traps than understanding the simple, effective ways to catch a bird.

Sales Lesson for Merchant Services: Are you overcomplicating your pitch? Do you lead with a dizzying array of features and obscure pricing structures when a merchant just needs a reliable, cost-effective way to process payments? Sometimes, the simplest solution is the best. Focus on the core value you provide – building value, simplifying their operations, or improving their customer experience – rather than burying them in technical jargon or unnecessary add-ons. Don’t let your “ACME solutions” become a trap for your prospects.

2. Gravity Always Wins: Understand the Fundamentals

No matter how high Wile E. launched himself, or how far he ran off a cliff, gravity always, always won. He consistently ignored fundamental laws of physics in his pursuit.

Sales Lesson for Merchant Services: In merchant services, the “laws of gravity” are the fundamentals of business: cash flow, customer satisfaction, and operational efficiency. Are you truly understanding your merchant’s core business needs and challenges? Or are you just trying to quickly close them with the latest shiny terminal without understanding how it fits into their existing operations? Ignoring these fundamentals will lead to your own metaphorical plummet. Take the time to listen, learn, and then tailor your solution to their specific business gravity.

3. The Tunnel Trick: Be Prepared for the Unexpected (and Adapt!)

How many times did Wile E. paint a fake tunnel on a rock, only for the Road Runner to zoom right through it, leaving Wile E. to smash into the solid wall? It’s a classic gag that highlights the Road Runner’s unpredictable nature and Wile E.’s inability to adapt.

Sales Lesson for Merchant Services: The merchant services landscape is constantly changing. New technologies emerge, clients pivot, and competitors innovate. Are you like Wile E., consistently running into the same “rock wall” because you’re stuck in an old way of thinking or selling? Or are you agile enough to adapt to new market conditions, new merchant needs, and unexpected objections? Be prepared for the “tunnel trick” – that unexpected question or challenge – and be ready to pivot your approach rather than crashing head-on.

4. The “Beep, Beep!”: The Power of Speed and Simplicity

The Road Runner’s success isn’t just about speed, it’s about its simplicity. It runs fast, says “Beep, Beep!”, and avoids every trap with seemingly effortless ease. There’s no overthinking, no elaborate plans, just pure, unadulterated efficiency.

Sales Lesson for Merchant Services: In today’s fast-paced business world, merchants value speed and simplicity. How quickly can you respond to inquiries? How easy is your onboarding process? Is your proposal clear and concise? While Wile E. was busy drawing up blueprints, the Road Runner was already miles ahead. Embrace efficiency in your sales process. Make it easy for merchants to understand your offer, get answers to their questions, and ultimately, say “YES” to YOU.

So, the next time you’re feeling the grind of the sales chase, take a moment to reflect on Wile E. Coyote and the Road Runner. While Wile E. may never catch his meal, his misadventures offer a hilarious, yet insightful, guide to what not to do in merchant services sales. Now go forth, and may your sales efforts be more “Beep, Beep!” and less “Splat!”

P.S. By the way, did you know that in reality, coyotes are actually much faster than roadrunners? Coyotes can hit speeds of 40 mph, while roadrunners top out around 26 mph. And real roadrunners? They’re relatively small, weighing only about 1 pound , smaller than a chicken and measuring about 24 inches from tail to beak, nothing at all like the ostrich-sized bird from the cartoons. Our childhoods were a lie… but the sales lessons still stand!

Happy Selling,

David

Scrapin, Stranded, and Sweet: Our Gulf Coast Adventure and a Lesson for All

A few weekends back, my amazing bride and I got a spontaneous itch for a quick getaway. The plan? A breezy trip down to the Mississippi Gulf Coast. Our mission: check out the shiny new Buc-ees (because, priorities!) and soak up some of that coastal charm. What could go wrong with a simple overnight trip, right?

Oh, sweet summer child, if only we knew.

Our first hint of trouble came as we cruised south. The lanes started to thicken, then tighten, then become a solid, shimmering river of custom cars, gleaming chrome, squatted trucks and bass so deep it vibrated our fillings. We had, unwittingly, driven directly into the heart of Scrapin’ the Coast. For those unfamiliar, imagine what seemed to be thousands upon thousands of highly modified, often lowered, and meticulously detailed vehicles converging on Biloxi for one of the biggest car shows in the Southeast. It was spectacular, bewildering, and utterly traffic-jam inducing. For several hours, we were an unintentional part of the Scrapin’ the Coast parade, with no escape route for miles.

By the time we finally disentangled ourselves from the traffic of the coast, the second shoe dropped. We pulled up hotel after hotel, only to be met with the same apologetic smiles: “Sorry, 100% booked.” It wasn’t just Scrapin’ the Coast; apparently, a massive kids’ baseball tournament had swallowed up the remaining rooms. Every single hotel. Booked. Solid.

After a delightful (and much-needed) dinner to soothe our travel-weary souls, the hunt for a room began in earnest. An hour north of the Coast, we finally found a room. It wasn’t ideal, but after hours in traffic and the realization that our spontaneous “quick trip” had turned into an unplanned odyssey, it felt like a five-star resort.

The next morning, armed with a fresh perspective, a free breakfast and a newfound appreciation for advanced planning, we ventured back to the Coast. We finally got to see the legendary Buc-ees (it was glorious, by the way), enjoyed a little beach time, and savored the Gulf breeze.

And Then, The $20 Watermelon Ransom

As we headed home, we spotted it: a small trailer on the side of the road, absolutely loaded with sun-ripe Smith county watermelons. My bride’s eyes lit up. Of course, we had to get one. I hopped out and walked over to what seemed like a kind lady and her husband. “How much for a melon?” I inquired.

“Twenty-five dollars,” she replied, “but since it’s late, I’ll do twenty.”

Me, being completely ready to just get back on the road and finally be home, paid the ransom for the watermelon and quickly loaded it into the backseat. Once I was back in the driver’s seat, my wife asked what I paid. My clueless “$20.00” was apparently not the correct price I should have paid. Let’s just say I was in a bit of “trouble” for the next 50-80 miles back home. That watermelon tasted like victory, and a touch of regret.

The moral of our story? Even for a “quick trip,” a little planning goes a long way. Seriously, check for major events! A few minutes of research could have saved us hours of traffic, a frantic hotel hunt, and a domestic dispute over fruit prices.

A Tip for Sales Professionals:

Our chaotic “Scrapin’ the Coast” adventure offers a valuable lesson for those in merchant services sales, especially when targeting small businesses:

Don’t Assume They’re Prepared for Their “Scrapin’ the Coast” Moment.

Just like we stumbled into a massive event unprepared, many small businesses are caught off guard by sudden spikes in demand, unexpected events, or even just the everyday rush of a busy weekend. This can lead to:

Lost Sales: If their payment processing system is slow, unreliable, or can’t handle the volume, customers will abandon purchases.
Customer Frustration: Long lines due to slow terminals, technical glitches, or limited payment options create a negative experience.
Operational Headaches: Staff spending more time troubleshooting payment issues than serving customers.

Your Actionable Tip:

When you’re pitching to a small business, go beyond just talking about rates. Ask them:

“What’s your busiest day or week of the year?”
“Do you ever experience unexpected rushes or events that dramatically increase your customer traffic?”
“How confident are you that your current payment system can handle a sudden surge in transactions without slowing down or crashing?”
“Do you have a backup plan if your internet goes out or your main terminal fails during a peak period?”

By understanding their potential “Scrapin’ the Coast” scenarios, you can highlight how your solutions (faster terminals, wireless options, robust online payment gateways, reliable customer support, backup systems like mobile readers) provide resilience and peace of mind. You’re not just selling a service; you’re selling the ability for them to thrive, even when the unexpected happens. Help them avoid their own “no hotel rooms and stuck in traffic” moment, and you’ll build a much stronger, more valuable relationship.

Happy Selling,

David

Fueling Your Monday with Personal Growth!

Forget the comfort zone – that’s not where success takes root. The journey to achievement? It’s paved with you becoming more. No matter how far you’ve climbed, the view from the top just reveals new peaks to conquer.

Think of personal growth not as a destination on a map, but as the exciting, ever-unfolding road itself! Set those goals ablaze with passion, then map out your winning strategy. That first step of crystal-clear intention? Linger there as long as you need – it’s the bedrock of everything.

Now, it’s time to step boldly outside that cozy bubble. Visualize each action, each stride towards your vision.

Your mindset? That’s your superpower! Banish those negative whispers. Cultivate a vibrant, positive inner dialogue that propels you forward. Be the vigilant guardian of your thoughts.

Find your center. Meditate. Stay laser-focused, no matter the bumps in the road. Understand that stumbles are just part of the dance. Resilience isn’t about avoiding falls; it’s about the unwavering spirit to rise again, stronger and wiser. The path to success? It’s often delightfully (and sometimes frustratingly!) uneven. Learn from every misstep and keep climbing.

Your only true competition? That amazing individual you see in the mirror. Don’t get tangled in the draining game of comparing yourself to others. Channel that energy into your own race, your own unique goals.

Persistence? That’s the engine of personal growth. Don’t let laziness or setbacks derail you. Consistent, steady movement towards your aspirations is key. Nail those daily goals, and watch that determined attitude become woven into the very fabric of who you are. Embrace your authentic self, and then strive to be the most magnificent version of you!

Celebrate those small victories! Treat yourself – it’s fuel for the journey ahead. Acknowledging your progress keeps that fire of motivation burning bright.

And as you evolve, intentionally surround yourself with those who lift you higher. Seeking guidance isn’t a sign of weakness; it’s a smart strategy! Find those who’ve reached the altitudes you aspire to and learn from their experience.

The truly happy? They’re the ones committed to continuous growth. So, make that powerful decision today: keep growing, keep improving, and savor every step of your success journey!

Go make it happen!

Happy Selling,

David

Friday’s Top 10 Merchant Services Objection & How to Handle Them!

When you’re out there selling merchant services, you’re bound to hear a few common concerns from potential clients. These usually boil down to worries about cost, complexity, and security.

From the Home Office In Fees Are Too High, Arizona,

let’s break down this Friday’s top 10 objections you’ll face and how to tackle them.

10. “Your fees are too high.”

Why they say it: Business owners are always keeping an eye on their bottom line. They’re likely comparing your fees to their current setup or what they think they should be paying.
Your move: Don’t just talk about the cost – talk about the return on investment (ROI). Explain how surcharge or dual pricing options can offset fees, or highlight the bigger picture: increased sales, improved customer experience, enhanced security, and the time/money savings your service brings.

9. “I’m happy with my current provider.”

Why they say it: Change is tough! If their current system works, even if it’s not perfect, they don’t see a compelling reason to switch.
Your move: Focus on demonstrating superior value. What makes your service truly better? Highlight unique features, better terms, or specific pain points your service resolves that their current provider doesn’t.

8. “Your system is too complicated.”

Why they say it: Fear of new tech is real. Business owners and their staff worry about a steep learning curve and the time it takes to get up to speed.
Your move: Emphasize simplicity and support. Showcase how user-friendly your system is, and highlight the comprehensive training and ongoing support you and your company provide.

7. “Switching providers is a hassle.”

Why they say it: They’re picturing disruption, downtime, and headaches. They just want their business to run smoothly.
Your move: Reassure them with a promise of a streamlined transition. Explain your seamless switching process, including data migration and how you ensure minimal downtime.

6. “Security of customer data is a concern.”

Why they say it: Data breaches are everywhere. They need to know their customers’ sensitive information is safe.
Your move: Prioritize security assurance. Detail your compliance with industry standards like PCI DSS and the advanced security measures you use, such as encryption and tokenization.

5. “It’s too expensive for a small business like mine.”

Why they say it: Small businesses often feel larger services are out of their league or budget.
Your move: Offer affordable, flexible options. Show them scalable pricing plans that fit businesses of all sizes, proving that advanced services are accessible.

4. “What if there’s a problem with the system?”

Why they say it: Reliability is crucial. They fear technical glitches that could halt operations and annoy customers.
Your move: Build trust and reliability. Share testimonials, case studies, or data on your system’s uptime and the responsiveness of your customer support.

3. “I don’t want to be locked into a long-term contract.”

Why they say it: They want flexibility and don’t want to be stuck if the service isn’t a good fit or their business needs change.
Your move: Present flexible contract options. Highlight month-to-month agreements or trial periods to reduce their perceived risk.

2. “The setup process will disrupt my business.”

Why they say it: The thought of installation and training during peak hours is a nightmare for most businesses.
Your move: Guarantee minimal disruption. Explain how your setup process is designed to be quick and convenient, with options for off-peak installations and training.

And the #1 objection you’ll face and how to tackle them is …

1. “There are too many options; it’s overwhelming.”

Why they say it: The sheer volume of hardware and software choices can paralyze decision-making. They don’t know what’s best for them.
Your move: Offer a personalized consultation. Position yourself as a guide who can help them navigate the choices and pinpoint the perfect fit for their specific needs, rather than just another salesperson.

By truly understanding and effectively addressing these common objections, you’ll be much better equipped to position your merchant services as an invaluable asset to any prospect’s success.

What are your go-to tips for handling client objections? Let’s share some insights!

Have a great weekend,

David

3 Things to Say to Get Past the Gatekeeper

Every salesperson knows the feeling: you’ve got a fantastic offer, you know you can help a business, and you’re ready to share it with the decision-maker. But standing between you and that crucial conversation is often the formidable gatekeeper.

These unsung heroes of the office are paid to filter calls and protect their boss’s time. So, how do you respectfully navigate this hurdle without resorting to trickery or becoming just another annoying salesperson? It’s about being prepared, professional, and providing value.

Here are three things you can say to significantly increase your chances of getting past the gatekeeper today.

1. Lead with a Specific Value Proposition (Not Just Your Name)

The gatekeeper doesn’t care who you are yet. They care about why you’re calling and what problem you might solve for their boss. Instead of starting with, “Hi, this is [Your Name] from [Your Company],” try leading with a benefit that hints at savings or efficiency.

What to Say: “Hi there, I’m calling for [Decision Maker’s Name]. We’ve recently helped other businesses in the area, like [Local Business Name, if applicable] or businesses in [Their Industry], reduce their processing fees by an average of 15-20%, and I believe we could do the same for them. What’s the best way to get a brief moment on their calendar to explore this?”

Why it Works: This immediately signals that your call isn’t a waste of time. You’ve introduced a quantifiable benefit right upfront, tied to something every business owner cares about: saving money. You’re also implying that you’ve done your homework and aren’t just cold-calling everyone.

2. State Your Purpose Clearly and Concisely (No Jargon)

Gatekeepers are looking for reasons to screen you out. Don’t give them one by being vague or using industry jargon they won’t understand. Be direct about your reason for calling, and keep it brief. They need enough information to accurately relay your message without feeling like they’re being sold to.

What to Say: “Good morning, I’m calling because I’ve noticed [Company Name] processes payments, and I have a quick question about their current setup that could potentially identify some significant savings. Could you please connect me with the person who handles your merchant services accounts?”

Why it Works: “Quick question” implies a short conversation, reducing perceived commitment. “Identify some significant savings” is clear and appealing. By asking for “the person who handles merchant services accounts,” you’re not demanding the owner directly, which can sometimes be less confrontational. It also allows the gatekeeper to direct you to the right person, even if it’s not the owner.

3. Ask for Help or Advice (Empower the Gatekeeper)

Gatekeepers are often very good at their jobs and take pride in helping their superiors. By framing your request as seeking their assistance or advice, you can turn them into an ally rather than an obstacle. This subtly shifts the dynamic from “salesperson vs. gatekeeper” to “collaborator.”

What to Say: “Hello, I’m hoping you can help me. I’m trying to reach [Decision Maker’s Name] regarding their payment processing. I understand they’re incredibly busy, so I’m trying to figure out the most efficient way to share some information that could optimize their current processing costs. What would be the best way to do that? Should I send an email, or is there a specific time that works better for calls?”

Why it Works: “Hoping you can help me” is disarming. You’re acknowledging their role and expertise. Offering to email or asking for a specific time shows respect for the decision-maker’s schedule and gives the gatekeeper options, putting them in control and making them more likely to assist. They might even offer to take your information directly or suggest a better approach.

Remember, the goal isn’t to trick the gatekeeper, but to demonstrate that you are a professional with something genuinely valuable to offer. By being clear, concise, and respectful of their role, you’ll find those closed doors opening up much more frequently.

What’s your go-to line for getting past the gatekeeper?

Happy Selling,

David

Conquer External Factors

College football is just a month away and this TikTok popped up on my for you page. Tell me, do any of you remember that time Nick Saban casually dropped some wisdom on College GameDay last year? Ok, he did a lot but check this Tok out below.

@coachcsalt
Nick Saban “Why do you care what some guy puts on the internet”? #coach #process #perspective #champion #alabama #nicksaban #collegefootball #collegegameday #playoffs #cfbplayoff
♬ original sound – CoachCSalt (Carlton Salters)

The life of a salesperson is full of ups and downs. You’re constantly meeting new people, building relationships, and closing deals. But even the best salespeople can be thrown off their game by external factors outside their control.

The shifting economy, new regulations, competition, waffling prospects can all impact our sales cycle. It’s easy to get discouraged when these factors seem to be working against you. But as the legendary football coach Nick Saban once said:

“You can’t control the other team, but you can control your own attitude and your own effort.”

This wisdom applies perfectly to sales. While you can’t control the external factors impacting your sales, you can control how you react to them.

And, to quote Saban again: “Don’t think about what you’re going to do, think about what you’re doing.” Stay present, focused on the task at hand, and avoid getting bogged down by anxieties about things outside your control.

Here’s how to put that into action:

1. Stay Informed:

Economic Trends: Keep an eye on key economic indicators like inflation, interest rates, and consumer spending. This will help you anticipate how businesses might be feeling and tailor your approach accordingly.
Industry News: Stay updated on the latest news and trends in the payments industry. Be the expert who can advise clients on navigating new technologies and regulations.
Competitive Landscape: Know your competitors’ strengths and weaknesses. This allows you to position your services more effectively and highlight your unique value proposition.

2. Adapt Your Strategy:

Value-based Selling: In a tough economy, businesses are looking for ways to save money. Focus on how your services can help them reduce costs, improve efficiency, and increase revenue.
Diversify Your Offerings: Don’t put all your eggs in one basket. Offer a range of solutions to meet the diverse needs of businesses in different sectors.
Embrace Technology: Utilize CRM systems, sales automation tools, and online marketing to streamline your sales process and reach a wider audience.

3. Focus on What You Can Control:

Your Attitude: Maintain a positive and resilient mindset. Obstacles are inevitable, but it’s your attitude that determines your success.
Your Effort: Work hard, stay persistent, and never give up. Consistent effort, even in the face of challenges, will eventually pay off.
Your Skills: Continuously invest in your professional development. Attend industry events, read sales books, and seek mentorship to sharpen your skills and stay ahead of the curve.

External factors will always be a part of the sales landscape. But by staying informed, adapting your strategy, and focusing on what you can control, you can overcome these challenges and achieve your sales goals. Remember, it’s not about avoiding the punches, it’s about learning how to roll with them and come back stronger.

Happy Selling,

David