Tell me, have you had days like this? You wake up with a killer hit list of local businesses to walk into. You’ve got your pitch polished, a full pocket of biz cards, and your coffee is hitting just right. You are ready to dominate the pavement.
Then… life happens.
The Wi-Fi drops. Your kid forgets their lunch. That “quick” doctor’s appointment turns into a two-hour waiting room marathon. By the time you finally sit down to actually work, it’s 2:00 PM. Your momentum is shot, and you find yourself “just catching up on emails” or cleaning your desk instead of actually prospecting.
In merchant services, if we aren’t out there doing what we do—prospecting, following up, and networking—we aren’t getting paid. Here is how to handle the days when the world seems to conspire against our residuals.
1. Identify “Productive Procrastination”
Be honest: sometimes we let the distractions win because prospecting is hard. It’s easier to spend three hours “reorganizing the CRM” or “researching a new POS” than it is to walk into a dry cleaner and ask for the owner.
- The Rule: If it doesn’t involve talking to a merchant or a referral partner, it’s not “work”—it’s maintenance.
- The Fix: Limit maintenance to “low-energy” hours (early morning or late evening).
2. The Power of the “Micro-Pivot”
When a computer crash or a family emergency eats four hours of your day, the instinct is to write the whole day off. Don’t fall for the “All or Nothing” fallacy. The Pivot Strategy: If you lost the morning, don’t try to do a full 8-hour day. Pick three high-impact activities for the afternoon. Three cold visits or five follow-up calls are infinitely better than zero.
3. Build a “Bunker” for the Unexpected
Since you know the universe will eventually throw a wrench in your gears, prepare for it:
- The Mobile Office: Keep a physical folder of lead sheets or a tablet with your CRM in your car. If you’re stuck at the mechanic or the doctor, use that time to send follow-up texts or LinkedIn messages.
- The 15-Minute Rule: If a distraction takes less than 15 minutes, do it and immediately return to your task. If it takes longer, schedule it for after 5:00 PM.
Selling merchant services is a game of momentum. A doctor’s appointment might steal your morning, but it doesn’t have to steal your “hunter” mindset., and the doctor’s office may be an opportunity, just saying. The best in the business aren’t the ones who have perfect, distraction-free days—they’re the ones who can get back on track the fastest after a wreck.
Stop “getting ready to get ready.” Close the laptop, step away from the broken printer, and go talk to a human being who accepts credit cards.
Happy Selling,
David
