Month: July 2025

Do You Remember this Movie? part 6

One of the quintessential 80s flick about two nerdy teens who create their dream woman, might seem an unlikely source of sales wisdom. But beneath Weird Science’s cheesy special effects and over-the-top antics, there are some surprisingly relevant lessons for sales professionals. Let’s dive in and “hack” our way to sales success.

1. Define Your “Lisa” (Your Ideal Client Profile):

Gary and Wyatt meticulously crafted Lisa to fulfill their specific desires. In merchant services, you need to define your ideal client profile. Who are you trying to attract? What are their specific needs and pain points? Understanding your “Lisa” allows you to tailor your approach and messaging for maximum impact.

  • Lesson: Don’t cast a wide net. Laser-focus your efforts on the clients who are a perfect fit for your services.

2. “Program” the Perfect Solution (Tailored Product Offering):

Lisa was programmed to be everything Gary and Wyatt wanted. In merchant services, don’t offer a generic, one-size-fits-all solution. Customize your offerings to meet the specific requirements of each client.

  • Lesson: Understand your client’s needs and “program” a solution that addresses their unique challenges.

3. Leverage “Technology” (Your Sales Tools):

Gary and Wyatt used their computer to create Lisa. In sales, leverage the technology available to you. CRM systems, analytics tools, and marketing automation can help you streamline your processes and improve your efficiency.

  • Lesson: Embrace technology. Use the tools at your disposal to enhance your sales efforts.

4. Overcome “Obstacles” (Handle Objections):

Gary and Wyatt faced numerous obstacles in their quest to make Lisa real. In sales, you’ll encounter objections. Learn to address them professionally and persuasively.

  • Lesson: Don’t let objections derail you. View them as opportunities to demonstrate your expertise and build trust.

5. Create a “Party Atmosphere” (Build Rapport):

Lisa knew how to create a fun and engaging atmosphere. In sales, building rapport is essential. Make your clients feel comfortable and valued.

  • Lesson: Connect with your clients on a personal level. Create a positive and engaging sales experience.

6. “Hack” Your Confidence (Project Expertise):

Gary and Wyatt gained confidence through their creation. Project confidence and expertise in your interactions with clients.

  • Lesson: Believe in your product and your abilities. Confidence is contagious and inspires trust.

7. Deal with the “Chet” (Difficult Personalities):

Chet was a difficult and obnoxious character. In sales, you’ll encounter challenging personalities. Learn to navigate these situations with diplomacy and professionalism.

  • Lesson: Stay calm and professional, even when dealing with difficult clients. Focus on finding solutions and maintaining positive relationships.

“Weird Science” might be a far cry from a sales training manual, but it offers valuable insights into the importance of customization, technology, and building relationships. By applying these lessons to your merchant services sales strategy, you can “hack” your way to success and create your own “perfect” sales experience. Just remember, no need to create a physical person, just the perfect client relationship.

Happy Selling,

David

July Has Arrived

Each morning, my routine usually starts with a glance at my calendar. Typically, it’s a quick, cursory view—checking my first event and then scanning what the rest of the day holds. This time, however, a familiar chill ran down my spine. I noticed that a period I approach with apprehension each year has arrived: the month of July. Another Year, Another Hot July, Another 4th and another 3-4 Day Weekend.

You see, every year I harbor high hopes for July. I envision business booming, merchants eager to sign up for services, and our sales professionals maintaining their strong marketing pace. Yet, year after year, as July draws to a close, I find myself sorely disappointed.

While processing volume from our existing merchants often shows growth, new production tends to stagger. By the month’s end, production typically hits its second-lowest point of the year, just a notch above December. It truly shouldn’t have to be this way.

It was about nine, maybe ten years ago now when I first became aware of this unsettling trend. Initially, I attributed it solely to the Independence Day holiday, especially when it fell mid-week, effectively creating a lost week of productivity. So, naturally, production was lower.

However, I soon observed that even when the 4th landed on a Monday or Friday, minimizing disruption, July’s production figures still seemed to dip. Over the years, I’ve written several similar blog posts discussing this phenomenon, offering suggestions on how to combat the slowdown.

Unfortunately, my suggestions don’t seem to have made a significant impact. That’s why this year, I decided to take a different approach. Instead of offering my own theories, I reached out to my contacts at various credit card processing companies and asked for their perspective on why July, well, often underperforms. Here’s a sample of the responses I received:

  • “It seems like a good time to take a break. The year is half over, the kids are home, and it’s been a good year. A vacation seems warranted.”
  • “No one else seems to be out working. I can be confident my merchants aren’t getting hammered with offers, so I usually use the month to catch up on a few things.”
  • “It’s too hot.” (my personal favorite)
  • “July is going to be slow, so I just accept it as a fact and make plans for August.”

All these responses share a common thread: they indicate that calls on prospects for credit card processing services either slow down significantly or cease altogether for a period. The inevitable result? Any momentum built over the preceding three months vanishes, and the effort required to regain that momentum leads to a sluggish start to August.

Interestingly, when I asked if they would be open to proven techniques that could improve their July productivity, most admitted they probably wouldn’t use them. To me, this suggests they either find the July slowdown acceptable or perhaps even view it as an expected part of their annual business cycle.

However, I must highlight two contrarian viewpoints that emerged:

  • “I have found over the past several years that July has been one of my better months. You know why? There’s no competition. I walk into a merchant and I am not the fifth, tenth, or twentieth merchant salesperson to walk in the door. They have more time and they listen.”
  • “July is the month when I can sign merchants without pitching better rates. In fact, it’s a month when most merchants aren’t demanding cost savings because there isn’t some ‘salesperson’ out there making a bunch of bogus promises.”

Notice the common theme here? These individuals find that less competition creates an environment where substantial business can still be found. Without the usual barrage of competitors, they feel less pressure and can sign merchants with greater ease.

It doesn’t matter how hot it is or if there are opportunities for time off. Instead, they save their vacation time for later. They leverage their existing momentum, knowing that the merchants they sign in July are likely to be more profitable and more loyal in the long run.

July still gives me pause, primarily because the majority of merchant services salespeople still seem to align with the first group. However, for those who choose to stay focused, persevere, and perhaps seek out effective sales strategies from credit card processing resources, success and a strong start to August await.

Happy Selling,

David