Yeah, I’m still in the driver’s seat of the GMC Sierra. My usual ride is still in the shop waiting to know IF they can fix it. Now it didn’t take me more than five minutes to adjust the mirrors, sync my phone, and turn this temporary truck into a rolling battle station. It’s still got the space for mt back pack, a center console deep enough to hold a laptop and three backup chargers, and it commands the exact same respect when you pull up to a loading dock.
Being in a rental reminds me of a fundamental truth about our industry: It doesn’t matter if you own the assets yet; what matters is how hard you drive them.
Let me explain. Our talent, our script, and our work ethic don’t change just because we’re driving something temporary. But you know what else this truck reminds me of? Fuel. And just like this Sierra, your merchant services career runs on one specific type of fuel.
No fuel, no movement. You’re just sitting on the curb looking stylish in a borrowed truck.
For us sales people, that fuel is Prospecting and Lead Generation.
The Full-Tank Mindset: Why Mondays Matter
It is incredibly easy to wake this Monday morning and trick yourself into “working.” You check your existing residual reports. you look at processing volumes. You tidy up your CRM. You stare at that one deal that’s been “pending signature” since last Thursday.
The Harsh Truth: Managing your current pipeline isn’t growth. It’s maintenance. If you aren’t actively putting new names into the top of the funnel today, you are actively organizing your own future dry spell.
Every business with a front door, a website, or a smartphone is paying too much for processing, dealing with old hardware, or getting terrible customer service from some giant, faceless bank. They need us. But they aren’t going to find us while we’re hiding behind our emails.
3 High-Octane Ways to Generate Leads This Week
If we want to put premium fuel in our tank today, let’s pick one of these strategies and execute it before noon:
- The “Ancillary Neighbor” Drop-In: Don’t just walk into random retail shops. Go visit the businesses that support them. Talk to commercial landlords, local web developers, or POS repair techs. When a new restaurant or retail shop opens, who do they talk to first? Not you. They talk to the landlord and the tech guy. Build those relationships.
- The Statement Challenge: Stop asking, “Are you happy with your processor?” (The answer is always “fine” or “I don’t know”). Instead, ask: “When was the last time your processor automatically lowered your rates because interchange fees changed?” When they say never, you ask for the statement.
- The “Local Love” Digital Hunt: Spend 30 – 45 minutes on local community Facebook groups or Yelp. Look for businesses getting slammed with 1-star reviews specifically about “slow checkout lines” or “card machine always broken.” There’s your warm intro. You aren’t selling; you’re solving a public headache.
Pop the Hood: Look at Your Numbers
Let’s do some quick, honest math today. Our Confidence = Our Pipeline Size
When our pipeline is empty, we sound desperate on the phone. We chase bad deals, we cut our margins to zero, and we let difficult merchants walk all over us because we need the account.
Hit the Gas
I’m about to put this rental Sierra in drive. The plates might be out-of-state, but my goals are right here. I’ve got three business owners to see before lunch, and none of them know my name yet by noon, they will.
Let’s stop overthinking it. Stop waiting for some magic call to drop a golden lead into your lap. Let’s Put our boots on the ground, get our face in front of business owners, and fill that tank.
What’s your exact prospecting goal for today? How many cold doors are you cracking open before the sun goes down? Drop your target in the comments below and let’s hold each other to it!
Let’s go get it.
Happy Selling,
David
