Depending on where you are in the country right now, it is Hot.
I’m not talking about “nice sunny day at the beach” hot. I’m talking about step-out-of-your-car-and-instantantly-start-sweating hot. The kind of heat where the pavement hums, the air feels like a damp blanket, and your dress shirt is sticking to your back before you even walk through the doors of your first business of the day.
And let’s be honest with each other: When it’s this hot, prospecting feels brutal.
It’s tempting to sit in an air-conditioned car, scroll through your phone, and convince yourself that business owners are too busy, on vacation, or annoyed by anyone walking in their door in 99 degree heat. It’s easy to pull back, slow down, and say, “I’ll hit the pavement harder in September.”
But here is the secret about the merchant services industry that average reps completely miss: This heat is your biggest competitive advantage.
The Summer Slump is an Illusion—For Your Competition
While you are feeling the heat, guess who else is? Our competitors.
Right now, weaker salespeople are making excuses. They’re cutting their days short, staying on the couch, or hiding behind cold emails that go straight to spam. The noise in the market shrinks in the summer.
That means every time you physically walk into a retail shop, auto garage, or restaurant or pick up the phone with high energy you stand out exponentially more.
Business Owners are Looking for Help Right Now
Summer isn’t dead for merchant processing—far from it:
- Seasonal spikes are happening: Local shops, restaurants, and service providers are dealing with high customer volume. Processing fees are top of mind because their monthly merchant statements are larger than usual.
- Decisions happen faster: Owners don’t want to sit through a 45 minute pitch in the middle of a hot summer afternoon. If you walk in, keep it simple, show them clear savings or better tech, and get straight to the point, they will respect your hustle.
3 Tactics to Win in the Heat
If you want to dominate while everyone else is taking a mental vacation, adjust your strategy:
- Block Your Time Strategically: Hit the pavement early in the morning when the temperature is lower and business owners are opening up shop, or schedule phone calls during the hottest hours of the afternoon.
- Hydrate & Gear Up: Keep a cooler of water in your backseat, pack an extra shirt if you need to, and dress sharp but comfortable for the climate. Look professional, but don’t suffer needlessly.
- Lead with Empathy: When you walk into a store, acknowledge the weather! A simple, lighthearted “Man, it’s brutal out there today, I’ll keep this super quick so I don’t waste your time” breaks the ice immediately.
Make It Happen
Residual income doesn’t care about the weather forecast. The deals you and I close today are the checks that will pay us month after month, year after year.
Anyone can prospect on a crisp 70-degree day in October. Champions are built when it’s 99 degrees and nobody else wants to get out of the car.
Drink some water, turn up the AC between calls, and go get those statements. Let’s finish July strong!
Happy Selling,
David
