Set Sail for Success This Columbus Day!

Ahoy, Today’s is Columbus Day! Beyond the parades and historical reflections, this day offers a unique opportunity to channel the spirit of exploration and discovery into our sales strategies.

Just as Christopher Columbus set out to find new routes and lands, we too can use this time to discover new avenues for growth and success in our merchant services endeavors. Let’s cast off the lines of routine and embark on a voyage to uncharted business territories!

Fun Facts to Fuel Your Exploration:

Did you know these interesting tidbits about Columbus Day?

• Columbus Day officially became a federal holiday in the United States in 1937, though celebrations date back to the late 18th century.
• The actual landing of Columbus in the Americas was on October 12, 1492, but the holiday is observed on the second Monday of October.
• While often associated with Columbus’s journey, the holiday’s interpretation has evolved over time, becoming a day for many to celebrate Italian-American heritage and culture.
• Columbus made four voyages across the Atlantic Ocean, never realizing he had discovered a “New World,” believing he had reached the East Indies! Imagine that kind of sustained effort and belief in your mission, even when the outcome is different than expected!

Charting Your Course for Business Growth:

Now, how can we, as merchant services professionals, apply this spirit of exploration to our sales?

1. Discover New Leads:

Just as Columbus sought new lands, we should be actively seeking new leads. Don’t just rely on your existing network. This Columbus Day, dedicate some time to exploring new industries, new business types, or even new geographic areas that you haven’t extensively targeted before.

• Action: Research local business directories, attend virtual networking events, or even just take a drive through an unfamiliar commercial district. You might be surprised at the hidden gems you uncover!

2. Unearth Unmet Needs:

Columbus’s journey was driven by a need for a new trade route. In the same vein, your sales efforts should be driven by identifying and addressing unmet needs within businesses. Instead of just pitching your standard services, truly listen to your prospects. What are their pain points? What challenges are they facing with their current payment processing?

• Action: Practice active listening. Ask open-ended questions. Dig deeper than surface-level responses to truly understand their operational bottlenecks and financial goals.

3. Explore New Solutions & Services:

The world of merchant services is constantly evolving, with new technologies and solutions emerging regularly. Are you fully aware of all the innovative tools and services your company offers? Are there new POS systems, e-commerce solutions, or loyalty programs that could benefit your clients?

• Action: Use this time to refresh your knowledge. Explore your company’s product catalog. Understand the latest features and benefits so you can confidently present new, value-added options to your clients.

4. Navigate Your Sales Process:

Take a critical look at your own sales process. Are there inefficiencies? Areas where you’re getting stuck? Perhaps your follow-up is inconsistent, or your initial outreach could be more engaging.

• Action: Map out your typical sales journey from initial contact to close. Identify bottlenecks and brainstorm ways to streamline and optimize each step. Think about what’s working and what could be improved for a smoother voyage to success.

5. Build Stronger Alliances:

Columbus relied on his crew and patrons. In sales, building strong relationships is paramount. This isn’t just about closing deals, but about fostering long-term partnerships with your clients and colleagues.

• Action: Reach out to past clients for a friendly check-in. Connect with colleagues to share best practices. A strong network can be your most valuable asset when navigating challenging waters.

Your Ship Awaits!

This Columbus Day, let the spirit of discovery inspire you. Don’t just rest on your laurels; instead, explore the vast ocean of opportunities that lie before you in the merchant services industry. By proactively seeking new leads, understanding unmet needs, exploring new solutions, refining your process, and building strong alliances, you’ll be well on your way to a truly prosperous voyage.

Happy Selling & Columbus Day,

David