As I sit here this morning, the soft glow of our Christmas tree lights fills the room. The garland draped across the mantel sparkles, casting that unmistakable, cozy winter feeling. I know this is Wednesday and we usually do a WWYD thing but today it’s impossible to look at this scene and not feel a deep sense of gratitude.
We, in the merchant services world, are fortunate. We work hard, and we serve an essential function in our economy. While we chase down leads, present proposals, and navigate the tricky waters of prickly personalities, it’s easy to get lost in all the holiday chaos.
But this time of year—it just feels different.
It’s a time for reflection. For realizing that just like the strings of lights on my mantel, our lives, and the lives of our clients, are interconnected and complex. And while my home is bathed in a warm glow of holiday cheer, I know that for many, the lights aren’t quite so bright right now.
The True Meaning Behind the Sparkle
The beautiful truth is, not everyone is enjoying the season. Financial strain, health crises, family struggles—the holidays can amplify the tough times.
This realization isn’t meant to be depressing; it’s meant to be centering. It’s the essential grace note we need to carry into every sales call and client meeting right now.
The Guiding Star: A Foundation of Faith
As we look at the decorations, we are reminded that Christmas has a central, divine meaning. The entire season points to the birth of Jesus Christ. If we are truly grateful, we must acknowledge the ultimate gift of salvation and the hope that transcends any earthly struggle.
In the pursuit of success and stability—in business and in life—the greatest need we all share is the foundational strength and forgiveness offered through a relationship with Jesus. This need for something eternal and unshakeable should inform how we view all our relationships, including our clients. It gives us a perspective that is bigger than any commission.
1. The Light of Gratitude (The Tree)
The Christmas tree is the centerpiece—the beacon of the season. What is the centerpiece of your business? Your clients.
- Actionable Insight: Take a moment to genuinely acknowledge how much you appreciate your top 10 clients. Write a personal card or make a quick, non-sales phone call just to say, “Thank you for your business this year. We know you have choices, and we appreciate you trusting us.” Gratitude is the highest form of client retention.
2. The Golden Rule of Grace (The Garland)
Garlands are used to frame and highlight existing features, like a doorway or a mantel. They don’t demand attention; they complement the space.
- Actionable Insight: This season, approach your prospects with grace, rooted in the understanding that we are all in need of it. Assume they are dealing with year-end stress, budget constraints, or personal issues. Respond with understanding: “I completely understand you’re busy with the holiday rush. How about I just send over a quick summary that you can review later this week?” Grace disarms resistance and builds trust.
3. The Power of Connection (The Plug)
All those beautiful, twinkling lights need to be plugged in to work. They need a reliable source of power. In merchant services, you are the plug—the reliable connection to a better, more efficient business future.
- Actionable Insight: When speaking to a prospect who is hesitant, don’t just focus on the lower rate. Focus on the reliable power you provide: stability, dedicated support, and simplified reconciliation. This season, your sales pitch should emphasize peace of mind more than profit margin. For a struggling business, that stability is priceless.
A Gift You Can Always Give
The greatest gift we have been given is the birth of our Savior. In turn, the most valuable gift you can offer your clients and prospects is something entirely free: Empathy and Perspective.
Remember the individual behind the business owner, the person behind the desk, and the family behind the merchant account. Be the salesperson who listens not just to their processing needs, but also to the underlying stress of running a small business.
May your holiday season be filled with success, but more importantly, may it be defined by the quiet, powerful glow of gratitude, grace, and the true meaning of Christmas.
Happy Selling,
David
Payment Lynx Daily 