I was doing my usual late-night Facebook scroll over the weekend and I came across this quote in my feed, just floating against a dark green background with little stars. It immediately made me pause and think about our industry.
“Consistency is more important than Perfection.”
In merchant services it seems we are constantly chasing perfection.
We chase the “perfect” pricing proposal that’s just pennies lower than the competition. We want to land the “perfect” B2B merchant. We look for the “perfect” timing to make that cold call. And if we can’t find it, we often stall.
The Paralysis of Perfection
Our industry moves at light speed. While we are agonizing over making a proposal look just right, or waiting to have “perfect knowledge” of a new point-of-sale system, another rep is already in the merchant’s business, making the pitch.
Perfection is the enemy of action. It creates procrastination. It makes us doubt ourselves.
If we wait for the stars to align perfectly before we start cold calling, we will never get out of the car.
The Power of Consistency
Now look at the other side. Look at consistency.
Consistency is doing the small, unglamorous things. Every single day.
- Consistency isn’t landing a single large chain; it’s closing five mom-and-pop shops every month, year after year.
- Consistency isn’t waiting for the perfect referral; it’s making 50 prospecting calls every morning without fail.
- Consistency isn’t the perfect pitch; it’s the fifth follow-up email you send when your competition gave up after three.
In merchant services, relationships are built on trust. Merchants can spot a “one-hit wonder” sales rep. What they trust is the rep who shows up.
The rep who shows up to help with a statement review even after the deal is signed. The rep who makes their regular check-in calls. The rep whose effort is consistent.
The Merchant’s Perspective
Your merchants aren’t perfect either. They make mistakes. They mess up transactions. They deal withchargebacks. When they are in a bind, they don’t want a “perfect” sales person; they want a consistent, reliable partner.
They want the consistency of knowing you will be the one who answers the phone when they call.
This Week’s Challenge
This quote is a call to action. Stop overthinking. Stop waiting for the perfect moment.
This week, pick one action—making prospecting calls, reviewing statements, or asking for referrals—and commit to doing it consistently every single day. The results don’t have to be perfect. The effort does.
Remember: Your results are a lag indicator. Your consistency is the lead indicator.
Happy Selling,
David
