Author: David Matney

You think you’re not in sales, but everybody is in sales. Everyone is selling something, and everybody has to find new customers. I’m sure you know a small business owner who says, “I need to find more customers. How do I go out and do that?” Let’s walk through The Top 10 things that you can be doing right now to be prospecting for the reluctant salesperson.

From the Home Office in Chugwater, Wyoming, Here are The 

Friday’s Top 10 – Prospecting for the Reluctant Salesperson

10. Relax, it’s only a conversation. 

You are not solving world hunger. You’re not creating perpetual motion machines. No, you’re just having a conversation. Whatever means you use to reach prospects, just relax and dial it down. 

9. Leverage your network. 

You already have relationships out there. Use them. Talk to them. Have them become your supporters. They probably know customers who could benefit from your service. They may even be people who could benefit from your service. As I work with non-salespeople in helping them sell,  they find a tremendous amount of business just from their existing network.

8. Find your fans. 

This is a subset of your network because you probably know hundreds of people. But who are those five or ten fans of yours who can help you by talking you up to other people, or introducing you to other people. You want to find raving fans because they’re going to give you the best advice and input. They are a huge source of new opportunities.

7. Your current customers. 

Just because you’ve served your customers once doesn’t mean it’s over. Go back and talk to them again. Your current customers are a tremendous source of referrals—that means new business! You may have customers from two or three years ago. Pick up the phone and call them, “Hey, we haven’t talked in a couple years. How are things going for you?”

6. Focus your effort.

Don’t try to boil the ocean. What are the outcomes that you can create for customers?  Look at your current customers, and how you’ve been able to help them. Now, who are other people like that? 

When you realize the outcomes you create, it’s going to make you more knowledgeable. As you have those conversations, as you leverage your network, you’re going to be able to be more confident and competent about talking and asking questions and getting conversations going.

5. Give referrals to get referrals. 

Many non-sales people are afraid to ask for referrals. Referrals are the easiest way to get business! One of the easiest ways to get referrals is to give referrals. How many referrals are you giving? 

I take every opportunity to give out referrals—I don’t know if it’s going to be a straight line back to me, but I have noticed that the more referrals I give, the more referrals I get.

4. Share information.

You have knowledge about something—just share it with other people. Share it with other people in your network, your fans, your customers. Share it with anybody and everybody because it allows you to be seen as an expert. It raises your confidence level, and raises your competence level as well as that of the individuals you share with. 

3. Treat your prospects like a customer. 

If there’s information that you give to customers, send it to your prospects. Treat your prospects exactly like your customers, and it’s amazing how very quickly they will become your customers.

2. Think vertically. 

“If anybody calls me and anybody talks to me, I’m going to try to sell them what I have.” No, think vertical. Not everyone is your ideal customer. Know exactly who you can really help, who you can benefit, and stay tight in that lane. Stay within the companies you’re already prospecting. There are probably other customers you can ask, or maybe another division, another company, another person they know, etc. For example, let’s say you provide a part or a service that gets used on a production line. Tell people, “Hey, I want to go out and look at the production line, see how it’s being used.” Talk to other people. Think about how your product or service helps people do their job. When I go downstream, I may find other customers, other people who I should be talking to.

And the #1 Tip for Prospecting for the Reluctant Salesperson is …

1. Never forget your goal is to help them. 

So many people who are in a non-sales role think, “I can’t prospect because I’m selling.” You’re not selling, you’re helping them. Remember, the objective of prospecting is very simply this: if you know you can help someone, you have an obligation to reach out to them. 

If I had a problem and I knew that you could help me, I would want you to reach out to me. Of course, when you call me, I don’t know who you are. You’re right. But you know what? You’re interrupting to help me. That is huge.  

Always remember your objective for every communication you have is to help others. You’re going to help them see and achieve what they didn’t think was possible.

Have a great weekend,

David

Life has a funny way of throwing curveballs. Just when you think you’ve got a handle on things, a personal struggle can emerge – a family emergency, a health challenge, financial stress, or relationship difficulties. These aren’t just minor inconveniences; they can feel like a tidal wave, threatening to engulf every aspect of your life. And for those of us in demanding roles like sales and customer service, where being “ON” is crucial, the pressure to maintain your professional stride amidst personal turmoil can feel insurmountable.

It’s a delicate dance, isn’t it? One moment you’re trying to comfort a worried loved one or grapple with a difficult diagnosis, and the next you’re expected to confidently close a deal, patiently resolve a customer complaint, or flawlessly present a new product. The mental and emotional energy required to keep up appearances, to sound enthusiastic and knowledgeable when your mind is miles away, is immense.

The Invisible Load

One of the biggest challenges is the “invisible load” – the constant background processing of your personal struggles that nobody else sees. While you’re smiling on a video call, your mind might be racing through doctor’s appointments, budgeting scenarios, or difficult conversations. This internal conflict can lead to:

• Decreased Focus: It’s hard to truly listen to a customer’s needs when your thoughts are elsewhere.
• Reduced Energy: Personal stress is exhausting. This can manifest as fatigue, making it harder to maintain high levels of activity or enthusiasm.
• Emotional Volatility: Even if you try to suppress it, underlying stress can lead to irritability or a shorter fuse, impacting customer interactions.
• Burnout Risk: Continuously pushing yourself to perform without addressing your personal struggles can quickly lead to exhaustion and a complete breakdown.

Maintaining Your “Whereabouts” – Professionally and Personally

The phrase “maintain your whereabouts” takes on a deeper meaning here. It’s not just about knowing where you physically are; it’s about maintaining your mental and emotional presence in both your personal life and your professional one.

1. Acknowledge and Validate Your Feelings: The first step is to be kind to yourself. It’s okay to not be okay. Denying your struggles only makes them heavier. Acknowledge the difficulty of what you’re going through.

2. Communicate (Wisely): This is perhaps the trickiest part. While you don’t need to overshare personal details, discreet communication with your manager or a trusted colleague can be incredibly beneficial. A simple, “I’m dealing with some personal challenges right now and might need a little flexibility, but I’m committed to meeting my responsibilities,” can open the door for understanding and support. Many workplaces have employee assistance programs (EAPs) or resources that can help.

3. Prioritize Ruthlessly: When life gets hard, not everything can be a top priority. Identify your absolute non-negotiables at work (e.g., critical customer issues, sales deadlines) and focus your dwindling energy there. Delegate where possible, and don’t be afraid to say no to non-essential tasks if your plate is overflowing.

4. Lean on Your Support System: This applies to both personal and professional life. Reach out to friends, family, or a therapist for personal support. At work, identify colleagues who can offer backup or a listening ear. A strong team can make a significant difference.

5. Protect Your Boundaries: During tough times, it’s more important than ever to guard your personal time. Try to avoid working late, and ensure you’re getting enough rest. Even small breaks can help you reset and regain some mental clarity.

6. Find Small Moments of Recharge: You might not have time for a full vacation, but even 15 minutes of mindfulness, a quick walk, or listening to your favorite music can help you briefly step away from the pressure and recenter yourself.

Navigating personal struggles while maintaining professional performance is a testament to incredible resilience. It’s a reminder that we are all human, and sometimes, simply showing up and doing your best in the face of adversity is an achievement in itself. Be compassionate with yourself, seek support, and remember that even in the stormiest weather, you possess the strength to steer your ship.

Happy Selling,

David

We’ve all been there. You have a great client who’s saving a ton of money, and you’ve built a solid relationship. Then, out of nowhere, a friend of the business owner — let’s call him “the expert” — gets in their ear and gives them some misinformation.

Recently, I was speaking with a fellow sales pro who’s in this exact situation. His client, an auto repair shop owner, is on a dual pricing program and saving thousands of dollars a year. But a friend told him that dual pricing and cash discounting are illegal.

The agent, who has years of experience, explained to his client that these programs are perfectly legal and are a huge benefit to his bottom line. However, the client is insistent. He wants to be taken off dual pricing and put back on traditional pricing, even though it will cost him significantly more.

This is a good residual account for the agent, and moving the client to a traditional Interchange Plus model would reduce his residuals a good bit.

So, what would you do?

This is a tricky position to be in. You want to keep the client happy and maintain the relationship, but you also know that what they’re asking for is a financially poor decision for their business.

Here are a few options to consider:

• Educate, Educate, Educate: Your first instinct might be to double down on the facts. Provide the client with clear, concise, and verifiable information from reputable sources. This could include a link to a major credit card brand’s policy on cash discounting or a state-specific legal guide. Sometimes, seeing it in writing from an official source can sway a stubborn merchant.
• A “Trial” Run: Propose a temporary solution. Suggest that the client try traditional pricing for a month or two. This allows them to see the difference in their monthly statement firsthand. When they see the higher costs, they may come back to dual pricing on their own. This gives them control and shows that you respect their wishes while letting the numbers do the talking.
• The Honest Conversation: Sometimes the best approach is the most direct. Have an honest conversation with your client about the impact this will have on their business and your relationship with them. You can say something like, “I’m happy to switch you over, but I want to be transparent about what this means for your business. You’ll likely see your processing costs go up by X amount, and it’s difficult for me to see you give up those savings.” This positions you as their trusted advisor, not just a salesperson.

What I would probably do…

Personally, I’d probably start with the “Trial” Run option. It’s a low-pressure way to empower the merchant to make their own decision based on real data, rather than misinformation from a friend. It demonstrates that you’re on their side and want what’s best for their business, even if it means a temporary hit to the residuals.

So, fellow sales pros, what’s your take? How have you handled situations like this in the past? Let me know in the comments below!

Happy Selling,

David

In our line of work, it’s easy to get caught in the day-to-day grind. We can become so focused on the next signature that we forget the bigger picture: we were created to achieve incredible things.

So many in our field are taught to think small. They’re told, “Just get the easy accounts,” or “Don’t waste time on the big fish.” This thinking is not only limiting, it’s damaging to your true potential.

Thinking small is finding comfort in the simple, low-volume deals. Thinking big is understanding that your real value isn’t in saving a merchant a few dollars, but in providing them with technology and service that transforms their business.

It’s time to unlock your potential:

1. Set Architectural Goals: Don’t just aim to “sign 5 accounts.” Aim to become the go-to payment expert for an entire industry in your city, like “all the dental offices” or “the downtown restaurant district.” That’s a goal that builds a legacy.
2. Curate Your Circle: Your time is your most valuable asset. Spend it with mentors who have the seven-figure portfolios you want, not with reps who complain about the market. Surround yourself with resources—podcasts, books, training—that support massive growth.
3. Embrace Productive Failure: The pursuit of large, complex accounts will involve rejection. It will require more research and more sophisticated proposals. See these challenges not as failures, but as the tuition you pay for learning how to close game-changing deals.

Never let a prospect’s small-minded focus on price dictate the size of your ambition. You are a consultant, a problem-solver, and an architect of business solutions.

Begin today. Identify one “outrageous” goal for this quarter. Pursue it relentlessly. Step out of the “rate-quoting” comfort zone and into your role as a leader.

Your potential is waiting. Go realize it.

Happy Selling,

David

Happy Labor Day, sales pros! The last gasp of summer is here, and with another bank holiday, I’m sure some of us will get a few texts and calls about deposits today. But beyond the barbecues and pool parties, Labor Day holds a deeper meaning.

In sales, we know a thing or two about hard work. We’re constantly striving to meet goals, build relationships, and provide essential solutions to businesses. We navigate complex payment processing landscapes, educate clients, and celebrate every successful partnership. It’s a demanding but rewarding field, and the dedication you bring to your role truly makes a difference.

This Labor Day, take a moment to appreciate the effort you put in every single day. Whether you’re closing a big deal, troubleshooting a technical issue, or simply connecting with a new prospect, your commitment fuels the engine of commerce. This holiday is a recognition of that invaluable contribution.

From Sales Goals to Grill Goals: Recharge and Refocus

Just as a successful sales strategy requires thoughtful planning and execution, so does a truly relaxing Labor Day. This is your opportunity to step away from the phones, emails, and cold calls. Use this time to decompress, pursue hobbies, and enjoy the fruits of your labor.

For some, that means an adventurous hike; for others, it’s a quiet day with a book. And for many, it means gathering around good food with good company. With that in mind, I’ve included below my famous Rib recipe to help you make the most of your holiday. It’s a labor of love that promises delicious rewards – just like a successful sales career!

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DAVE’S BBQ BABY BACK RIBS

These ribs are a guaranteed crowd-pleaser and the perfect centerpiece for your Labor Day feast.

For the Rib Rub

• 2 full racks baby back pork ribs (about 5 to 6 pounds)
• 3 tablespoons kosher salt
• 2 tablespoons chili powder
• 2 tablespoons Tony’s Creole or Slap Ya Mama seasoning
• 2 tablespoons packed dark brown sugar
• 2 tablespoons paprika
• 1 tablespoon garlic powder
• 2 teaspoons ground mustard
• 1 teaspoon freshly ground black pepper

For the Barbecue Sauce

• 1 1/2 cups ketchup
• 1/2 cup low sodium beef or chicken stock
• 1/3 cup packed dark brown sugar
• 1/4 cup light or dark molasses (not blackstrap)
• 2 tablespoons cider vinegar
• 2 tablespoons Worcestershire sauce
• 1 tablespoon chili powder
• 2 teaspoons garlic powder
• 2 teaspoons paprika

For the Barbecue Sauce:

Place all of the ingredients in a medium saucepan and bring to a simmer over medium heat, whisking occasionally. Reduce the heat to low and continue to simmer, whisking occasionally, until the flavors have melded and the sauce has reduced to about 2 cups, about 30 to 40 minutes. Remove from the heat and set aside until ready to grill.

Now… for the Ribs!

1. Place all of the rib rub ingredients except the ribs in a medium bowl and stir to combine; set aside.
2. Cut 4 (24-by-12-inch) pieces of aluminum foil; set aside.
3. Pat the ribs dry with paper towels. Remove the thin membrane attached to the underside of the ribs by doing the following: Flip the ribs over so they’re bone-side up. Starting at the end of 1 rack, slide the tip of a paring knife between the membrane and the bone, then lift and cut through the membrane. Grasping the membrane with a paper towel, pull it toward the other end of the rack and completely remove it. Repeat with the second rack.
4. Cut 1 rack in half crosswise and place the 2 pieces side by side on a sheet of foil. Repeat with the second rack and a second piece of foil.
5. Evenly coat both sides of the ribs with the spice rub. Pull the foil up and over each set of ribs to create 2 completely enclosed packets. Place the packets side by side on a rimmed baking sheet. Cover the baking sheet tightly with the remaining 2 pieces of foil. (At this point, you can roast the ribs immediately, but for the best flavor and texture, refrigerate them for up to 24 hours.)

To Grill the Ribs – Preferred Option

1. Heat a gas or preferably charcoal grill to medium (350°F to 450°F).
2. Remove the ribs from the foil, place them meaty-side up on the grill, and brush them with some of the sauce. Cover the grill and cook for 5 minutes. Flip and brush the ribs and cook another 5 minutes. Continue to cook, flipping and brushing every 5 minutes, until the sauce has thickened and the ribs are heated through and have grill marks, for a total grilling time of 20 minutes tops.
3. Transfer the ribs to a cutting board and cut the racks between the bones. Transfer the remaining barbecue sauce to a serving bowl and serve with the ribs.

If It’s Raining – Oven Time

1. Heat the oven to 325°F and arrange a rack in the middle. (If you put ribs in fridge, remove them and set aside till room temperature while the oven is heating, at least 20 minutes.)
2. Place the ribs in the oven and roast until fork-tender, about 2 hours.

However you choose to celebrate, we hope you have a fantastic and restorative Labor Day. You’ve earned it!

Happy Selling,

David

Good morning, everyone! Can you believe summer is winding down? As we wave goodbye to those long, sunny days, we’re also looking forward to this last long weekend of the season.

This weekend across the country, families will be celebrating with all the classics – picnics, barbecues, those essential road trips to Home Depot for new dishwashers and grills (because what’s a long weekend without a project?), and of course, plenty of college football! It’s truly the final hurrah before the fall routine kicks in.

Since Labor Day is a federal holiday, government offices, schools, and banks will be closed.

And if you’re a regular here, you know that Fridays are reserved for an old-fashioned Top 10 list,

So, from the Home Office in Why Not Mississippi,

Let’s dive into the Top 10 things you might not know about Labor Day!

10. A Canadian Beginning: Labor Day actually started in Canada in 1872 in Toronto as a significant demonstration demanding worker’s rights before making its way south to the U.S.

9. New York City’s First Celebration: The very first U.S. Labor Day was held on Tuesday, September 5, 1882, in New York City, orchestrated by the Central Labor Union. About 10,000 workers took unpaid leave to march from City Hall all the way to 42nd Street, ending with a concert, speeches, and a picnic. Talk about dedication!

8. Oregon Led the Way: Oregon was the first state to officially make Labor Day a holiday, passing legislation back in 1887.

7. Federal Holiday Status: On June 28, 1894, Congress passed an act declaring the first Monday in September a legal holiday in the District of Columbia and U.S. territories.

6. Celebrating the American Workforce: What are we really celebrating? The incredible contributions and achievements of the 155 million men and women who make up the U.S. workforce.

5. A Tough Climb for Workers: In the late 1800s, the average American often worked 12-hour days, seven days a week, just to get by. Even children as young as 5 or 6 years old were toiling in factories and mines. Those were some hardcore closers back then, for sure!

4. The 8-Hour Day Arrives: The landmark year for the 8-hour workday was 1916, with the passage of the Adamson Act. This was the first federal law to regulate the hours of workers in private companies.

3. The Unofficial End of White (and Seersucker!): Traditionally, people would put away their white and seersucker clothes after Labor Day, as it unofficially marked the end of summer fashion.

2. Football Season is HERE! Perhaps one of the most exciting aspects for many of us: the football season typically kicks off around Labor Day, with many teams playing their first games of the year during this very weekend. Ahhh, football season is here!

And the #1 Thing You Should Know About Labor Day Is…

1. The True Purpose of the Day: While it’s a day for parades, barbecues, and finally getting that dishwasher installed, the real reason Labor Day exists? It’s the one day a year we officially acknowledge that your boss actually needs you. Just kidding… mostly. It’s truly about celebrating the American worker, so go ahead and enjoy that extra day off – you’ve earned it!

So, take some time during this last summer hurrah to relax, enjoy your family, and savor the end of summer! Then, come Tuesday, be ready to follow up, close deals, and make some money!

Have a safe and happy weekend, everyone!

David

Last month we lost to gen X icons. I was probably in my car, stuck between appointments, scrolling through my phone when I saw the news alerts. First Ozzy. Then Hulk Hogan.

My first thought wasn’t sadness, not really. That comes later. My first thought was a quiet, cynical, Gen X, “Of course. Of course, they went out together.” The Prince of Darkness and the Immortal One. The bookends of our latchkey kid afternoons, flipping between MTV and WWF. One taught us to bang our heads, the other taught us to cup our ears.

And as I sat there, thinking about a world without either of them, it hit me: their entire careers are a masterclass for those of us grinding it out in sales.

We, the generation raised on analog grit, now sell digital solutions. We remember the ‘cha-chunk’ of the knuckle-buster, and now we’re explaining the benefits of a cloud-based POS system with integrated inventory management. The world changed. Ozzy and Hogan are perfect roadmaps for how to survive it.

Here are the lessons we need to take from the legends.

1. The Art of the Comeback (and the Pivot)

Remember when Ozzy was just the “fired-for-being-too-wild” singer from Black Sabbath? He came back with a solo career that eclipsed his former band. Then, when the ’90s grunge wave made ’80s metal seem cheesy, what did he do? He created Ozzfest, making himself the godfather of a new generation of heavy music. Then he became a reality TV star, for crying out loud.

And then there’s Hulk Hogan? When Hulkamania felt stale and the kids started cheering for the anti-heroes, he did the unthinkable. He traded the red and yellow for black and white, became “Hollywood” Hogan, and created the nWo – arguably the most successful pivot in entertainment history.

Our Sales Takeaway: Our old pitch on rates is dead. That terminal we loved selling five years ago is a dinosaur. The “lowest rate” promise was always a race to the bottom that a kid with a Square dongle can beat. If we are not constantly reinventing our value proposition, we will become a relic. Are we selling processing, or are we selling business solutions? Are we a rate-quoter, or are we a technology consultant? We must – Pivot or perish.

2. “Whatcha Gonna Do?!” – Your Personal Brand is Everything

In the ’80s, Hulk Hogan wasn’t just a wrestler. He was a brand. The bandana, the mustache, the shirt rip, the “say your prayers and take your vitamins” mantra. You knew exactly what you were getting. He was Hulkamania.

It’s the same with Ozzy. The round glasses, the long black coat, the shuffle, the mumbling “Shaaaaron!” He is an instantly recognizable, one-of-a-kind persona.

Our Sales Takeaway: In the commoditized payments space, you are the brand. Your clients can get a Dejavoo terminal from a dozen different reps. They can get IC+ pricing from the guy who called them 10 minutes ago.

Why are they going with you? Because of your brand. Your reliability. Your follow-up. The way you explain a confusing statement. The fact that they know when they call your cell, you will actually answer. Your personal brand is the only unique selling proposition that your competition cannot copy.

3. Surviving the Bat’s Head – Resilience is the Job

Ozzy bit the head off a bat (and a dove, take your pick). Hogan faced career-ending controversies. They were both written off, declared irrelevant, and counted out more times than a jobber in a handicap match. And yet, they always came back. They endured.

They understood that the main event isn’t about avoiding getting knocked down. It’s about getting back up before the 3 count.

Our Sales Takeaway: This is the most important lesson. You’re going to have a perfect deal, a multi – location restaurant group, fall apart at the last second over a $10 monthly fee. You’re going to have a client you saved thousands for leave you for his brother-in-law’s new processing company. Let’s face it, you are going to get told NO 47 times before your 10 AM coffee break.

This job is a series of “bat’s head” moments. It’s brutal. Your ability to shake it off, say “whatever,” and walk into the next business unfazed is not just a skill; it is the job description.

Building Your Legacy, One Basis Point at a Time

Ozzy’s music will play forever. Clips of the Hogan leg drop will be on YouTube for eternity. They left a legacy.

Our legacy? It’s that monthly residuals report.

That’s our version of a platinum album or a championship belt. Every account that sticks with you, year after year, is a testament to the work you put in. That passive income, the fruit of yesterday’s grind, is your legacy in this business. It’s the monument you build to your own resilience and your own brand.

So, as we say goodbye to two guys who were the loud, crazy, and unforgettable background music to our youth, let’s honor them the only way a salesperson can: by getting back on the phones.

Go build your brand. Reinvent your pitch. And run wild on your portfolio, brother.

Happy Selling,

David

Yesterday, we covered the “all rights, all lefts” ground game—the essential, shoe-leather work of canvassing a territory and making those critical first contacts. It’s the foundation of any successful career in merchant services sales. You’ve filled your pipeline with names, notes, and a handful of “Maybes.”

But what happens next? The reality is that 80% of sales require at least five follow-ups after the initial meeting. The initial blitz gets you on the radar, but the sophisticated follow-up is what gets you the signed contract.

If “all rights, all lefts” is about finding the door, this is about finding the key. Let’s move beyond the basics and talk about how to turn those lukewarm leads into long-term partners.

The Mindset Shift: From “No” to “Not Right Now”

The single most common reason salespeople fail is that they give up too soon. They hear “I’m not interested” or “I’m happy with my current provider” and immediately cross the prospect off their list. This is a fatal mistake.

A “no” today is rarely a “no forever.” It’s usually a “not right now.” The business owner could be in the middle of a payroll crisis, dealing with a staffing shortage, or simply having a bad day. Your initial pitch, no matter how good, just wasn’t their priority at that moment.

Your job isn’t to persuade them in that instant; it’s to earn the right to be their first call when their current provider inevitably drops the ball. This requires a professional, persistent, and value-driven follow-up strategy.

The Art of the Value-Add Touchpoint

Constantly calling or emailing with “just checking in” is annoying. It provides no value and positions you as a pest. Instead, every single touchpoint should give them something useful. This transforms you from a salesperson into an industry expert.

Here are some non-invasive, high-value ways to follow up:

• Share Relevant News: See an article about upcoming changes to card network fees (e.g., Visa’s interchange adjustments)? Email it with a note: “Hi Bill, saw this and thought of you. No action needed, just wanted to keep you in the loop on industry changes. Let me know if you have any questions.”
• Provide Solutions to Unrelated Problems: Did they mention they were struggling with employee scheduling during your first chat? Send them a link to a well-regarded scheduling software’s blog. This shows you were listening to their business problems, not just their payment problems.
• Offer a Mini-Audit: Create a simple, one-page “5-Point Payment Security Checklist.” Offer to send it over. “Hi Susan, with data breaches on the rise, I put together a quick security checklist for local business owners. Happy to send it your way—no strings attached.”

The goal is to stay top-of-mind by being helpful, not pushy.

Leveraging Social Proof to Overcome Inertia

The biggest obstacle in merchant services isn’t your competitor’s rate; it’s the business owner’s inertia. Changing providers is seen as a hassle. Your job is to prove the value of the change is greater than the pain of staying put.

This is where social proof and mini-case studies come in. When a prospect says, “I’m happy,” you reply:

“I completely understand, and I’m not here to disrupt something that’s working. Many of my best clients felt the same way. The owner at [Similar Local Business], for example, was happy with their rates but was losing hours each week manually entering sales into QuickBooks. We set them up with a system that integrated automatically. They calculated it saved them nearly 10 hours a month.”

You can even quantify the impact simply.

Value=(Hours Saved Per Month×Owner’s Hourly Worth)−New System Cost

When the value is significantly positive, the conversation shifts from cost to investment. This isn’t a generic pitch; it’s a relevant, data-backed story that makes them think, “Could I be saving that kind of time, too?”

The Re-Engagement Campaign: Waking Up Cold Leads

Go back through your CRM or notebook to find the prospects you spoke to 6, 9, or 12 months ago. They are a goldmine. The business landscape is always changing, and their “Happy” situation may have soured.

Craft a specific re-engagement campaign based on a trigger:

• New Technology: “Hi David, it’s been a while. We just rolled out a new ‘Text-to-Pay’ feature that’s been a huge hit with other service businesses in Flowood, and I immediately thought of your plumbing company. Would you be open to a 15-minute demo next week?”
• Changes at Their Business: Did you drive by and see they have a new patio? “Hi Maria, congratulations on the new patio, it looks fantastic! I imagine you’ll be seeing a lot more volume. I wanted to ask how you’re planning on taking payments outdoors.”
• The Annual Review: “Hi Tom, I know you decided to stick with your provider last year, and I respected that. I make it a point to offer a free, no-obligation annual payments review for local businesses to ensure they’re up-to-date on compliance and technology. Would you be open to a quick chat next month to make sure you’re still in a good spot?”

This long-term, consultative approach is the final piece of the puzzle. The initial canvassing fills the funnel. The strategic, value-based follow-up guides prospects through it. While your competitors are burning through leads and moving on after the first “no,” you’ll be building a network of trust. And when the time is right—when their current terminal breaks, when their rates creep up, or when they finally get fed up with bad service—you’ll be the expert they call.

So what are you waiting for? The strategies are laid out, and the leads are sitting in your pipeline. The groundwork you lay today is what will set you up for success tomorrow.

Now go make those follow up calls, turn those “not right nows” into “let’s do its,” and get those agreements signed. It’s time to build momentum and start the 4th quarter strong.

Happy Selling,

David

In yesterday’s post, we looked at Building Your Residuals One Day at a Time. As sales professionals , you know that consistent, effective prospecting is the lifeblood of our business. In fact, when I speak to new agents about their prospecting efforts, I always tell them to walk into 25 -30 businesses per day and record every interaction in their CRM or notepad, ensuring they keep good notes on what was discussed at each call. But in a world saturated with digital noise, how do you stand out and genuinely connect with potential clients?

The answer might be simpler (and more systematic) than you think: physical, boots-on-the-ground territory saturation.

Recently, I was chatting with a good friend of mine who’s also a veteran in the payments space. He shared with me a prospecting plan he learned early in his career, one that’s surprisingly methodical and incredibly effective. It’s what we call the “All Rights, All Lefts” plan – a systematic, almost meditative approach to covering every single business in your target area. The U.S. Postal Service actually uses a similar method for mail carriers, ensuring every address on their route is covered efficiently.

This isn’t just about knocking on doors; it’s about building an intimate understanding of your community and ensuring no potential lead is left behind.

Why “All Rights, All Lefts”? The Power of Methodical Madness
The concept is straightforward: you pick a starting point within your designated territory and, for a defined period (say, a block or a few streets), you ONLY make right turns. Once you’ve exhausted that segment, you return to a logical starting point and then ONLY make left turns, systematically moving through the remaining businesses.

Here’s why this seemingly rigid approach is incredibly effective for merchant services:
* No Stone Unturned: This method guarantees you visit every single business within your target zone. No more guessing if you missed a potential client tucked away in a strip mall.

* Efficiency: By eliminating arbitrary turns and backtracking, you optimize your time and energy, covering more ground in less time.
* Local Expertise: You’ll quickly become an expert on the types of businesses in specific areas, allowing you to tailor your pitch and understand their unique needs. Is it a cluster of restaurants? Retail shops? Service providers? This intel is invaluable.

* Building Relationships: Consistent presence fosters familiarity. Business owners will start to recognize you, even if they aren’t ready to switch providers immediately. This builds trust over time.

* Opportunity Spotting: You’ll notice new businesses opening, businesses that have recently changed ownership, or even signs of frustration with current payment processing solutions. These are all prime opportunities!

How to Execute the “All Rights, All Lefts” Prospecting Plan

Step 1: Define Your Territory (and Your Tools)
Before you hit the streets, clearly define the geographical area you want to prospect. Use a map (digital or physical) to outline your boundaries.
Essential Tools:
* Comfortable Walking Shoes: You’ll be doing a lot of walking!
* Professional Attire: First impressions matter.
* CRM or Prospecting App: Immediately log every business you visit, even if they aren’t interested. This helps you track your progress and build a robust database.
* Business Cards: Always have plenty on hand.
* Brief, Value-Oriented Pitch: Practice a concise opening that highlights the problems you solve and the value you bring.
* Tablet/Smartphone: For quick research on businesses and logging information.
* Positive Attitude: Enthusiasm is contagious!

Step 2: The “All Rights” Phase
* Choose a Starting Point: Pick a corner of your defined territory.
* Start Walking and Turning Right: As you walk, visit every business on your right-hand side. Engage with the owner or manager, introduce yourself, and deliver your brief pitch.
* Log Your Interactions: Immediately record details in your CRM:
* Business Name
* Contact Person (if you got one)
* Outcome of the conversation (interested, not interested, busy, etc.)
* Notes (e.g., current processor, pain points mentioned, follow-up required)
* Repeat: Continue down the street, making only right turns at every intersection, until you’ve covered all the businesses on your right-hand side within that segment.
* Circle Back: Once you’ve exhausted a logical “right-turn loop” or reached the boundary of your territory, return to a new starting point to begin the “All Lefts” phase.

Step 3: The “All Lefts” Phase
* Select a New Starting Point: Choose an intersection or block that still has unprospected businesses.
* Start Walking and Turning Left: Now, systematically visit every business on your left-hand side, following the same process as the “All Rights” phase.
* Log and Repeat: Continue making only left turns, logging every interaction, until you’ve covered all remaining businesses in that segment.

Step 4: Follow Up and Nurture
The “All Rights, All Lefts” plan is not a one-and-done strategy. It’s the foundation for building relationships.
* Immediate Follow-Up: For interested prospects, send a personalized email or make a follow-up call within 24 hours.
* Nurture Leads: Even for those who weren’t ready, add them to your nurturing sequence. Send valuable content, industry insights, or just a periodic check-in.
* Re-Prospecting: Businesses change! What was a “no” today could be a “yes” in six months. Periodically revisit your territory, especially those businesses you initially logged as “not interested” or “busy.”

Beyond the Turn: Maximizing Your Efforts
* Listen More Than You Talk: Understand their pain points. What are their challenges with their current processor? What would make their life easier?
* Be a Resource: Offer value beyond just payment processing. Can you provide insights on local business trends, marketing tips, or even connect them with other useful services?
* Track Your Metrics: How many doors do you knock on? How many conversations do you have? What’s your conversion rate? Tracking these numbers helps you refine your approach.
* Batch Your Tasks: When you’re in “prospecting mode,” focus solely on prospecting. Avoid getting sidetracked by administrative tasks.

Look for Diamonds in the Rough: While executing your “All Rights, All Lefts” strategy, you might come across residential areas. Don’t skip them! Many home-based businesses operate in these areas. Take note of their addresses, and later, you can look them up online or call them to inquire about their payment processing needs. These “diamonds in the rough” can often be highly receptive to new solutions.

The “All Rights, All Lefts” prospecting plan is a testament to the power of systematic action. It’s not flashy, but it’s incredibly effective for merchant services professionals looking to dominate their territory, build lasting relationships, and ultimately, close more deals.

So, With September and the holidays right around the corner, now is the perfect time to canvas your area. lace up your shoes, open up google maps, and start turning your way to success!

Happy Selling,

David

In merchant services, it’s easy to get lost thinking about the endgame: the six-figure residual portfolio, the financial freedom. You have to visualize that future. You need that dream to fuel your drive.

But here’s the most important truth in our industry:

The future arrives one day, one door, and one call at a time.

Everyone wants a massive book of business, but the fatal flaw is wanting it now. That’s not how residuals are built. Real, lasting success in this field is earned in the daily grind. It’s about focusing on the very next action in front of you and executing it with excellence. Momentum isn’t built by one massive sale; it’s built by relentless, daily consistency.

Your empire is built application by application. That process starts every single day. It’s the consistent work—the extra block you walked, the 20 extra dials you made, the follow-up email you sent at 5 PM—that makes the difference over time.

Let’s be real: the road is tough. You’ll face brutal gatekeepers, appointment no-shows, and deals that fall apart at the finish line. You’ll have days where you question if this is worth it. But when you stay the course and treat each day as its own battle to be won, you will build a business that lasts.

Never let the fear of a “NO” rule your day. Every rejection is intel. Every lost deal is a lesson for the next pitch. Use these moments as training, not defeat. No matter how big your portfolio gets, there is always room to sharpen your approach, and that sharpening happens one conversation at a time.

Your long-term goals are the destination, but you can’t get there by staring at the horizon. You get there by focusing on the pavement directly in front of you. Win tomorrow. That’s it. Decide that tomorrow, you will make progress.

How? By setting daily, controllable goals:

• “Today, I will walk into 25 businesses.”
• “Today, I will collect 3 merchant statements.”
• “Today, I will make 5 meaningful follow-up calls.”

When you wake up, get excited about that mission. When you crush those daily goals, the major ones—hitting your quota, growing your residuals, earning that bonus—begin to fall into place on their own.

Forget the myth of the overnight success story. You build a sales career one day at a time.

Start today. Today is Day One.

Happy Selling,

David