Author: David Matney

Let’s be real. This industry isn’t always sunshine and rainbows. We face rejection, skepticism, and sometimes, even downright negativity. You’ve probably heard it all: “We’re happy with our current provider,” “This is too expensive,” or even the dreaded, “You’re just trying to rip me off.”

It can be tough. It can wear you down. But today, I want to share a powerful quote that’s been resonating with me, and I hope it does the same for you:

“Whoever is trying to bring you down is already below you.”

Let that sink in.

I’m not sure who said it but this quote is a game-changer. Why? Because you, my friends, are offering real value. You’re providing solutions that help businesses thrive. You’re empowering entrepreneurs to streamline their operations, boost their sales, and ultimately, achieve their dreams, all while putting money on theirs and your bottom line.

Those who try to diminish your efforts, those who try to drag you into negativity, are often driven by their own insecurities or limitations.

Here’s how this quote applies to YOU, the incredible salesman you are

• Don’t take it personally: Rejection is part of the game. It’s not a reflection of your worth or your abilities. It’s often a reflection of the other person’s mindset.
• Focus on the climb: You’re on an upward trajectory. You’re learning, growing, and building a valuable skill set. Keep your eyes on your goals and don’t let anyone distract you.
• Elevate your mindset: When you encounter negativity, remind yourself that you’re operating from a place of strength and value. You’re offering solutions, not creating problems.
• Let your success speak for itself: The best response to negativity is success. Let your numbers, your client testimonials, and your professional growth prove your value.
• Stay positive and professional: Even when faced with negativity, maintain your composure. A positive attitude and professional demeanor will always set you apart.
• Remember the value you bring: You are helping business owners streamline their payment processes, saving them money, and providing them with tools to increase sales. This is a very important service.

Instead of getting caught up in the negativity, channel your energy into:

• Building strong relationships with your clients.
• Expanding your knowledge of the industry.
• Honing your sales skills.
• Celebrating your wins, big and small.

You are a vital part of the business ecosystem. You are a problem solver, a facilitator, and a partner.

So, the next time you encounter negativity, remember this: You’re already on top. Keep climbing, keep shining, and keep providing the exceptional service that sets you apart. The results will speak for themselves and let the haters hate.

Go out there and crush it! You’ve got this!

Happy Selling,

David

Getting ready for a fantastic June? I am! And to help you make it your best month yet, this Friday I’ll be dropping my Top 10 list of ways to seriously improve your selling skills in just 30 days. These are real, actionable things you can start doing now. You won’t want to miss this!

In true David Letterman fashion,

from the home office in Terramuggus, Connecticut, here are

the Top 10 TOP 10 Ways to Improving Your Sales Skillset in Only 30 Days,

10. Discipline

You have to be disciplined in how you use your time and what you spend your effort on. You cannot allow yourself to be caught up in the shiny objects. You have to be disciplined to know exactly what you are going to achieve, and then be actively achieving it. Do not waste your effort; if salespeople would simply be more disciplined in how to use their time, it is amazing how much more successful they would be.

9. Consistency

This means consistency with your prospects. You cannot sit there and call some prospects once, then not call them back for six months or even a year. You have to have a consistent sales process that you are using more than anything. More than anything, I always hear people say, 

“Well, I don’t have a good plan.”

 Me: “Well, what’s your plan?”

 Them: “I don’t have a plan.”

 Well, that’s your problem! I almost say this: It does not matter what your plan is, just be consistent with it. Just be consistent. When you are consistent with your prospecting, it is astonishing how much more disciplined you are – you see how these two things really fit together?

8. Learn From Your Existing Customers

I want you to learn from your existing customers. You see, your existing customers are full of a lot of knowledge.

I want you to learn from them and be reaching out to them, even if your sales process is one where – after you sell a customer – you don’t have any more engagement. I want you to reach back out because you are going to learn from them. They are going to help tell you, show you and guide you.

7. Less is More

It’s not about having 10,000 prospects. It’s not about having 1,000 prospects. It’s really about having fewer prospects that I can spend more time on. Less is more in everything I do. I don’t need 10,000 scripts. I don’t need 10,000 emails sent out. I need four or five because less becomes more. What happens when you adopt this mindset is you become more efficient and more effective in how you use your time.

6. Tight Customer List

Here’s the thing: You do not have time to chase every opportunity out there.

If the opportunity, lead or prospect that you see does not line up with what you believe is going to be potentially profitable to you, then do not. Go. After. It.

Stay tight; I see too many salespeople just start flashing lights when they get into trouble, turning to whatever they can to try to get attention or try to fight. No, stay tight. I would much rather you have 20 prospects you are reaching out to though a consistent process with a very tight message than to be sitting there trying to chase 100, 200, 300 prospects you only reach every couple of months.

Nope, that does not work. Keep a tight customer list.

5. Be Accountable

Be accountable and show up. You have to be accountable to yourself and I want you to be accountable to somebody else. This means, very simply, you need an accountability partner who is going to help hold you accountable for your goals. This means you are sharing with them what your goals are and vice versa.

You know what’s interesting about this? As you coach them, it’s going to help you. A rising tide lifts all boats.

I want you to be accountable now, both to yourself and to your customers. When they say something, you have got to follow up with them. You have to remain engaged with them. Again, I see too many times where salespeople have an opportunity and never call. Them. Back. They never re-engage. I see more salespeople losing business because they failed to follow up on a lead fast enough.

4. Simplify

Do not make it overly complicated. We can screw up a two-car funeral pretty good.

What I want you to do is simplify your message – simplify what it is that you sell because…if it isn’t simple in your mind, how is it going to be simple to your prospects? It’s not.

Too many salespeople get desperate and want to go out and sell every tool in the toolbox. You can’t. I am going to lead with one specific tool, and I am going to zero in on it.

When you simplify, it’s surprising how much faster you’re able to move. Speed comes into play here. Now, of the 10 things I’m discussing with you today, your speed is not one of them. But what I have found is when you make it a point to do the 10 things I am walking through, you will find yourself operating much more efficiently. 

3. Grow Your Mind

You can never allow yourself to stop growing. This means you have to be saying, “How and what am I learning about my industry?”

“How and what am I learning about my customers?”

What are you doing? You have to be continuously growing. You have to take 15 minutes a day – it might be digging into a book or maybe an article pertaining to your industry. No matter what, you have to be continuously and intentionally growing your mind.

What happens? Not only do you gain more knowledge, but you also gain a tremendous amount more confidence. And, when you’re more confident, it’s amazing how much better you listen.

2. Attitude

Nothing fuels your energy more than your attitude.

If you have a bad attitude, you won’t have the energy. If you have a bad attitude, it’s noticeable how it comes across in your phone calls, your emails, on and on. When you have a bad attitude, you don’t listen as much. Your attitude drives a lot more than you would think.

And the #1 Way to Improve Your Sales Skill set in Just 30 Days is …

1. Don’t Stop

Do not stop. I see too many salespeople get a little bit into the process and think, “Well, we’re not getting the traction,” and they step away. Everyone has heard the stories of salespeople giving up too early, and that is exactly what happens. If you want to be successful, don’t stop!

If you go through and do the previous nine things that I have been talking about and lastly, do not stop, I guarantee you will be more successful with your selling in 30 days or less.

Have a great weekend,

David

We’ve all been there. You’re pitching a fantastic merchant services solution, one that could genuinely save a business owner time and money, streamline their operations, and ultimately boost their bottom line. You lay out the features, the benefits, the competitive rates… and you’re met with a wall of skepticism, indifference, or even outright rejection.

It’s easy in those moments to point the finger outward. “They just don’t get it.” “They’re happy with their current provider, even though it’s clearly inferior.” “They’re just not in a good mood today.”

But what if the key to unlocking that closed door lies not with the prospect’s disposition, but with our own?

The legendary entrepreneur and author W. Clement Stone wisely stated,

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

For those of us in the payments space, these words ring with profound truth. Think about it. We encounter a vast spectrum of personalities and situations daily. Some prospects will be receptive and eager to learn. Others will be wary, busy, or even downright negative. We can’t control their initial mood or past experiences.

However, we can control the energy we bring to every interaction. Our attitude acts as a powerful, often unspoken, influence.

Here’s why your attitude is the ultimate game-changer in merchant services sales:

• Enthusiasm is contagious: When you genuinely believe in the value of your offering and approach each conversation with positive energy, that enthusiasm is palpable. It can chip away at skepticism and pique a prospect’s interest, even if they initially seemed uninterested.
• Resilience in the face of rejection: Let’s face it, rejection is part of the sales game. A positive attitude equips you to bounce back from “NO” without letting it derail your momentum. Instead of internalizing it, you see it as one step closer to a “YES.”
• Building trust and rapport: A warm, confident, and helpful demeanor instantly puts people at ease. Prospects are more likely to trust someone who exudes positivity and genuine care, making them more open to hearing about your solutions.
• Finding solutions, not dwelling on problems: When faced with objections or concerns, a positive mindset empowers you to think creatively and find solutions. Instead of getting bogged down by the “can’ts,” you focus on the “how can we?”
• Maintaining focus and motivation: The merchant services landscape can be competitive. A strong, positive attitude fuels your drive, keeps you focused on your goals, and helps you stay motivated even during challenging periods.

Putting it into Practice:

So, how do we cultivate this winning attitude? It’s not about faking it; it’s about genuine belief and consistent effort:

• Know your product inside and out: Confidence stems from expertise. When you truly understand the value you offer, your enthusiasm will be authentic.
• Focus on the “why”: Remind yourself why you do what you do. What positive impact can your services have on businesses?
• Practice self-care: A healthy mind and body contribute to a positive outlook. Ensure you’re getting enough rest, exercise, and breaks.
• Celebrate small wins: Acknowledge your progress and successes, no matter how small. This builds momentum and reinforces a positive mindset.
• Learn from every interaction: Even rejections offer valuable lessons. Approach them with a growth mindset, seeking to understand and improve.
• Surround yourself with positivity: Connect with colleagues and mentors who inspire and uplift you.

In the world of sales, the prospect’s initial mood is often beyond our control. But our attitude? That’s our superpower. By cultivating a positive, resilient, and genuinely helpful approach, we can transform skeptical prospects into satisfied clients. Remember W. Clement Stone’s wisdom: the sale often hinges not on their attitude, but on yours. So, bring your best self to every interaction, and watch the doors begin to open.

Happy Selling,

David

Let’s talk about a movie that, while a bit of 80s cheese, holds some serious gold for anyone hustling in sales: “The Secret of My Success” starring Michael J. Fox.

Now, I’m not suggesting you sneak into the executive suite or pretend to be someone you’re not (admit it, that would be fun). But, there’s a powerful message in that film about ambition, adaptability, and the relentless pursuit of opportunity that resonates deeply with the spirit of a successful salesperson.

Why This Movie Hits Home for Us:

• The Hustle is Real: Remember when Brantley Foster (Fox) was just a mailroom guy with big dreams? That’s the mindset we need! In merchant services, you’re often starting from the ground up, building relationships, and proving your worth. Just like Brantley, you’ve got to be willing to put in the work, make those calls, and knock on those doors and talk to anyone who will listen.

• Adaptability is Key: Brantley’s ability to pivot and learn on the fly is a masterclass in sales agility. The merchant services landscape is constantly evolving. New technologies and shifting client needs require you to be a chameleon. Don’t be afraid to embrace change and learn new skills.

• Confidence is Contagious: Even when he was faking it, Brantley exuded confidence. That’s a crucial trait in sales. Believe in your product, believe in your ability to help businesses thrive, and let that confidence shine through. People buy from people they trust, and confidence builds that trust.

• Networking is Your Superpower: Brantley’s success was built on relationships. In merchant services, your network is your lifeline. Connect with business owners, attend industry events, and build genuine relationships. You never know where your next big deal might come from.

• Don’t Be Afraid to Think Outside the Box: Brantley’s creative solutions to problems, even if they were a bit unorthodox, ultimately led to his success. In merchant services, you need to be a problem-solver. Don’t just sell a product, offer solutions that address your clients’ unique needs. Be innovative and find ways to stand out from the competition.

How to Apply These Lessons Today:

• Embrace the “Can-Do” Attitude: Every “NO” is one step closer to a “YES.” Don’t let rejection discourage you. Stay positive and keep pushing forward.

• Invest in Your Skills: Stay up-to-date on the latest technologies, regulations, and sales techniques. Continuous learning is essential for success.

• Build Authentic Relationships: Focus on building genuine connections with your clients. Understand their businesses, their challenges, and their goals.

• Be a Problem Solver: Don’t just sell a product; offer solutions that address your clients’ specific needs.

• Stay Hungry and Humble: Even when you achieve success, never stop learning and growing. Stay grounded and remember where you started.

“The Secret of My Success” is a reminder that with hard work, adaptability, and a healthy dose of confidence, anything is possible. So channel your inner Brantley Foster. Be resourceful, be resilient, and never stop believing in your ability to succeed.

Now go out there and close those deals! You’ve got this!

and if you want to watch this, it’s on Netflix .

Happy Selling,

David

The echoes of the Memorial day weekend still resonate, the scent of lingering barbecue fades, and the relaxed rhythm of a three-day weekend slowly gives way to the familiar hum of the workweek. For us in sales, Memorial Day isn’t just a pause; it’s a moment to reflect on dedication, sacrifice, and the very freedoms that allow businesses to thrive.

Now, three days later from that well-deserved break, from a long weekend to a short week, it’s Tuesday and time to channel that reflective energy into focused action. The initial ease of the long weekend might still linger, but beneath it lies a renewed opportunity to connect, serve, and empower the businesses that fuel our communities.

Think back to the spirit of resilience and perseverance we honored. That same spirit is the lifeblood of entrepreneurship. Our role isn’t just about transactions; it’s about providing the vital tools that enable businesses to grow, innovate, and contribute to the economic fabric of our nation.

So, how do we effectively transition from remembrance and relaxation to impactful results? Here are a few thoughts to reignite that fire:

1. Reconnect with the “Why”: Remember the businesses you’ve helped succeed. Recall the challenges you’ve overcome alongside them. Our work directly contributes to their ability to serve their customers, create jobs, and build their dreams. That “why” is a powerful motivator, especially after a weekend dedicated to appreciating fundamental freedoms.

2. Prioritize Purposeful Outreach: Instead of a scattergun approach, focus your energy on businesses where you can genuinely make a difference. Have you identified specific sectors that could particularly benefit from your solutions right now? Approach your outreach with a mindset of providing value and solving real problems.

3. Sharpen Your Value Proposition: Use the refreshed perspective gained over the weekend to refine your pitch. Are you clearly articulating the benefits of your merchant services in a way that resonates with today’s business landscape? Ensure your communication is clear, concise, and focused on the tangible advantages for your potential clients.

4. Small Wins, Steady Progress: Don’t feel pressured to achieve monumental results overnight. Focus on securing those initial meetings, addressing key pain points for a prospect, or successfully onboarding a new client. Each small victory builds momentum and reinforces your confidence.

5. Leverage the Connection: The spirit of community and connection is often heightened during holiday weekends. Carry that spirit into your interactions. Build rapport, listen attentively to the needs of business owners, and demonstrate a genuine interest in their success.

6. Collaborate and Share: Connect with your colleagues. Share insights from your recent conversations and strategies that are proving effective. A supportive and collaborative environment can provide valuable perspectives and boost overall team performance.

7. Carry Forward the Spirit: The dedication and perseverance we honored on Memorial Day are qualities that resonate deeply within the entrepreneurial journey. Let’s carry that spirit of unwavering commitment into our work. Businesses are relying on us to provide the solutions that will help them thrive in an ever-evolving marketplace.

The long weekend provided a valuable pause, a moment for reflection, and a chance to recharge. Now, let’s harness that renewed energy and focus to continue empowering businesses with the exceptional payment services they deserve. The opportunity to make a real impact is here – let’s seize it.

Happy Selling,

David

Memorial Day isn’t just the unofficial start of summer; it’s a time to remember, reflect, and recharge. As the grills are fired up and families gather, it’s also a great time for salespeople to fire up our sales strategies!

This holiday marks a shift. People are out, spending, and ready to enjoy the summer season. That means opportunities are sizzling for us. Think about all the restaurants, outdoor events, and travel destinations that will see a surge in business. Now is the time to connect with them, offer solutions, and help them thrive during this peak season.

Fuel Your Drive

• Remember your “why.” Just as we honor those who served, remember the purpose behind your work. You’re not just selling a service; you’re helping businesses grow and succeed.
• Recharge your energy. Take some time to enjoy the holiday, but come back tomorrow ready to hit the ground running. Summer is our time to shine.
• Reflect on your goals. What do you want to achieve this summer? Set clear targets and create a plan to reach them.

Dave’s BBQ Baby Back Ribs: A Recipe for Success

Speaking of firing things up, here’s my recipe to enjoy this Memorial Day – and maybe even share with a potential client! They are fall of the bone delicious!

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 your 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

Instructions

1. Make 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.
2. Prepare the ribs: Pat the ribs dry with paper towels. Remove the thin membrane attached to the underside of the ribs.
3. Cut 4 (24-by-12-inch) pieces of aluminum foil.
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.

This Memorial Day, may your sales be as flavorful and successful as these ribs! Have a safe and productive holiday.

Happy Selling,

David

Memorial Day is right around the corner. While we’re all gearing up for long weekend and summer kick-offs, it’s easy to forget the true meaning behind the holiday. As you’re connecting with your clients—restaurants, retail stores, and service businesses—take a moment to share some lesser-known facts about Memorial Day. It’s a great way to build rapport and show you’re more than just a payment processor.

From the Home office in Memorial City, Texas,

Here are this Friday’s Top 10 things about Memorial Day that you might not know (and that can spark interesting conversations):

10. It Wasn’t Always Called Memorial Day:

• Initially, it was known as “Decoration Day,” originating after the Civil War. This is a great point to bring up how holidays evolve and show that change is constant. Just like how payments are evolving.

9. The Red Poppy Connection:

• The red poppy became a symbol of remembrance after the poem “In Flanders Fields” was published during World War I. You can relate this to how small symbols, like a secure payment terminal, can represent larger concepts like trust and security.

8. Waterloo, NY, is the Official Birthplace:

• While many towns claim origin, Waterloo, New York, was officially designated the birthplace of Memorial Day by President Lyndon B. Johnson in 1966. This shows the importance of official recognition, much like being a certified payment provider.

7. Not All States Recognized it Initially:

• Southern states were slow to adopt Memorial Day, as they had their own days to honor Confederate soldiers. This highlights how regional differences can impact adoption of practices, much like different payment preferences.

6. It Used to Be Celebrated on May 30th:

• The Uniform Monday Holiday Act of 1968 moved Memorial Day to the last Monday in May to create a three-day weekend. This is a good example of how legislation can alter traditions, similar to how regulations influence payment processing.

5. The Tomb of the Unknown Soldier:

• The Tomb of the Unknown Soldier in Arlington National Cemetery is guarded 24/7, 365 days a year. This dedication is a powerful symbol of unwavering commitment, much like the support you offer your merchants.

4. Presidential Proclamations:

• Every year, the President of the United States issues a proclamation calling on Americans to observe a National Moment of Remembrance at 3:00 p.m. local time. This shows the importance of national unity and shared experiences, much like the reliability you provide.

3. Memorial Day and Decoration Day Were Not the Same For Awhile:

• For years, they were celebrated at different times, and for different reasons, by different parts of the country. This can be compared to how different payment types serve different customer bases.

2. The Civil War Roots Run Deep:

• The practice of decorating graves with flowers began as a way to honor the fallen soldiers of the Civil War. This is a powerful reminder of the holiday’s somber origin. You can relate this to how foundational security is to modern payments.

And the #1 Top 10 things about Memorial Day that you might not know (and that can spark interesting conversation is ….

1. It’s a Day of Remembrance, Not Celebration:

• While barbecues and sales are common, the core purpose of Memorial Day is to honor those who died serving in the U.S. Armed Forces. It’s a day for reflection and gratitude. This reminds us that even when business is booming, we must remember the greater values that bind us together.

As you engage with your clients this Memorial Day weekend, remember that a little knowledge goes a long way. Use these facts to connect, build trust, and show that you’re a partner who understands the bigger picture.

Have a safe and reflective Memorial Day weekend!

David

Let’s face it, “salesman” often conjures up a specific image: the slick used car salesman. You know the type – promises of “low mileage” that conveniently ignore the rust underneath, pressure tactics, and a handshake that feels more like a contract with the devil. Unfortunately, sometimes, the merchant services industry gets painted with that same brush.

We’ve all heard the horror stories: hidden fees, confusing contracts, leases, and promises of “guaranteed savings” that evaporate upon closer inspection. As merchant services professionals, we must acknowledge this perception and actively work to dismantle it. We need to ditch the “sleezy used car salesman” playbook and embrace a model built on trust, transparency, and genuine value.

Why the Comparison?

The parallels are clear:

• Complex Products: Both used cars and merchant services involve complex products with numerous variables (interest rates, fees, processing costs). This complexity can be exploited by unscrupulous individuals.
• Emphasis on “Deals”: The focus on “deals” and “savings” can overshadow the importance of understanding the customer’s actual needs.
• High-Pressure Tactics: The urgency to “close the deal” can lead to pressure tactics that leave customers feeling rushed and uninformed.
• Lack of Transparency: Hidden fees and unclear contract terms can erode trust and leave customers feeling betrayed.

Why We Must Be Better:

The stakes are higher in merchant services. We’re not just selling a car; we’re providing the tools that businesses rely on to operate. A merchant’s payment processing system is the lifeblood of their revenue stream. If we fail them, we’re not just losing a sale; we’re potentially jeopardizing their livelihood.

Here’s why we must strive for a higher standard:

• Building Trust is Paramount: Trust is the foundation of any successful business relationship. We need to be transparent about fees, contracts, and potential risks.
• Focus on Education: We’re not just salespeople; we’re consultants. Our role is to educate merchants about their options and help them make informed decisions.
• Long-Term Relationships: We’re not looking for a quick sale; we’re building long-term partnerships. We need to provide ongoing support and ensure our clients’ success.
• Ethical Practices: We must adhere to the highest ethical standards. This means being honest, fair, and putting our clients’ needs first.
• Value Proposition: We must sell the true value we bring. Not just the lowest rate, but the best solution for the business, including support, security, and tools.

How to Shift the Perception:

• Transparency is Key: Disclose all fees and contract terms upfront. Explain the complexities of payment processing in clear, understandable language.
• Listen to Your Clients: Understand their specific needs and tailor solutions accordingly. Don’t push a one-size-fits-all approach.
• Provide Ongoing Support: Be a reliable resource for your clients. Offer ongoing support and address any concerns promptly.
• Build a Reputation for Integrity: Strive to be known for your honesty and ethical practices. Let your reputation precede you.
• Embrace Technology: Use technology to provide clear and concise information. Digital contracts, transparent pricing, and online support can build trust.
• Education and Certification: Seek out and complete sales certifications that emphasize ethical sales practices.

We have the opportunity to redefine the perception of merchant services sales. Let’s move beyond the “sleezy used car salesman” stereotype and become trusted advisors who empower businesses to thrive. By prioritizing trust, transparency, and genuine value, we can build a more ethical and sustainable industry. Let’s trade in the pressure tactics for genuine partnerships, and replace the hidden fees with clear, honest communication. It’s time to tune up our approach and drive the industry forward with integrity.

Happy Selling,

David

We all reach points in our lives where we feel the pull to expand, to connect, to find our tribe. Whether it’s for professional growth, personal development, or simply a sense of belonging, the desire to join a group or network is a natural human instinct. I remember a few years back, feeling that very urge to spread my wings and connect with other professionals in my area.

I stumbled upon a local group that seemed promising. It was structured similarly to a BNI, emphasizing exclusivity by allowing only one representative per industry. This aspect, I thought, could be incredibly beneficial for focused networking. Eager to participate, I signed up online for a meeting.

Shortly after, I received a call from one of the group’s organizers. During our conversation, he mentioned a less-than-pleasant history with a close friend of mine – someone I deeply valued and whose side of the story I knew. I addressed this head-on, assuring him that this past issue wouldn’t affect my desire to be part of the group, as my intention was solely to connect and collaborate within the professional sphere.

Interestingly, this gentleman also operated within the payments industry, my own field. However, he had transitioned into real estate. When I inquired about other payment professionals in the group, he informed me that there was one member, primarily focused on security cameras, with payments being a secondary aspect of their business. He assured me there wouldn’t be a conflict.

I attended several weekly meetings, even bringing a guest who I thought could be a valuable addition. I was actively engaging, building connections, and feeling like I was finding my footing in this new circle. Then, after about four weeks, I decided it was time to formally join.

That’s when the rug was pulled out from under me. This gentleman who had previously said there would be no conflict informed me that I couldn’t join under the “Payments” category because the security camera company already held that slot. Instead, he suggested I join under “Point of Sale (POS) Systems.”

Now, to some, this might seem like a minor distinction. But for me, it felt disingenuous. While POS systems are a part of what I do, my expertise and primary focus have always been broader, encompassing terminals and e-commerce payments. It felt like being asked to fit into a box that didn’t truly represent my work.
To say I was disappointed would be an understatement. I voiced my frustration, explaining that, in my professional reality, payments and POS are intrinsically linked. Needless to say, I didn’t join the group.

Looking back, I seldom cross paths with those individuals. My business has continued its upward trajectory, and I have no doubt theirs has as well. But the experience served as a potent reminder: not every circle is meant for you.

There’s a subtle but significant lesson in this story. Even before this experience, my close friend had indirectly cautioned me about this particular individual. Perhaps I dismissed it, eager to forge my own path and make my own judgments. But sometimes, those whispers of caution, those gut feelings, are worth heeding.

Trying to force yourself into a group that doesn’t quite align, where you feel misunderstood or misrepresented, can be draining and ultimately unproductive. It can lead to frustration and a feeling of being undervalued.

The beauty of life lies in finding your authentic connections, the people and groups who truly see you, understand your value, and support your growth without trying to mold you into something you’re not. These are the circles where you can thrive, where your contributions are genuinely appreciated, and where you feel a true sense of belonging.

Don’t be afraid to step away from circles that don’t feel right, even if they seem promising on the surface. Trust your instincts and prioritize finding those who resonate with your values, understand your vision, and celebrate your successes.

Surround yourself with a circle that has your back. These are the people who lift you higher, who champion your endeavors, and who stand by you through thick and thin. These are the connections that truly matter, the ones that fuel your journey and make the challenges worthwhile. Choose your orbit wisely, and watch yourself shine.

Happy Selling,

David

The word “blip.” It’s kind of funny, isn’t it? Short, suggesting something fleeting and insignificant. But lately, that little word has been echoing in my mind, especially when I think about us – salespeople, particularly those of us selling merchant services.

Have you ever heard someone say, “We aren’t even a blip on their radar”? It’s a phrase that gives the feeling of being overlooked, of our efforts going unnoticed in the grand scheme of things. And honestly, when we’re out there prospecting, trying to connect with busy business owners, that feeling can be all too real.

Think about it from their perspective. They’re juggling a million things: managing inventory, dealing with customer complaints, navigating the ever-changing landscape of their industry, maybe even fixing a leaky faucet in the back room. Their day is likely a whirlwind of tasks, decisions, and unexpected fires to put out.

Our brief introduction, our carefully crafted pitch, our attempt to offer a solution that could genuinely benefit their business… in the context of their chaotic day, it can feel like just that – a blip. A momentary interruption, a fleeting interaction that quickly fades into the background noise of their demanding schedule.

This realization, this understanding of our potential insignificance in their immediate priorities, isn’t meant to be discouraging. Instead, it should be a powerful motivator, a stark reminder of the absolute necessity of consistent and strategic follow-up.

We’ve talked about the importance of follow-up before, but framing our initial contact as a mere “blip” really drives the point home. It highlights the fact that our first touchpoint is often just the seed. It’s the subsequent nurturing, the consistent presence, the demonstration of genuine value that allows that seed to take root and eventually blossom into a fruitful business relationship.

So, how do we ensure we’re more than just a blip? How do we move from a fleeting interruption to a valued partner? Here are a few crucial tips for effective follow-up in merchant services sales:

1. Be Prompt, But Not Pushy: After your initial contact, a timely follow-up is crucial to stay top-of-mind. However, avoid bombarding them with calls and emails. A well-timed follow-up within a day or two shows you’re serious and respectful of their time.

2. Personalize Your Follow-Up: Don’t just send generic “checking in” emails or drop ins. Reference specific points from your previous conversation. Did they mention a particular pain point? Did they express interest in a specific feature? Tailor your follow-up to show you were truly listening and that your offering is relevant to their needs.

3. Provide Value in Every Interaction: Your follow-up shouldn’t just be about you. Offer valuable insights, industry news, or resources that could benefit their business, even if they don’t immediately become a client. This establishes you as a helpful resource, not just another salesperson.

4. Vary Your Communication Methods: Don’t rely solely on visits. Consider phone calls, personalized video messages, or even a handwritten note (depending on the context and your relationship). Different methods can break through the noise and leave a more lasting impression.

5. Be Persistent, But Know When to Step Back (for Now): Follow-up is key, but there’s a fine line between persistence and being a nuisance. If you’ve made multiple attempts and haven’t received a response, it might be time to temporarily step back. However, don’t completely give up. Set a reminder to reach out again in a few weeks or months, as their circumstances or priorities may have changed.

6. Document Everything: Keep meticulous records of your interactions, including dates, topics discussed, and agreed-upon next steps. This helps you stay organized and ensures your follow-ups are relevant and informed.

Cold calling and building relationships with prospects is our life blood. Our initial contact might indeed feel like just a blip on their radar. But by understanding this reality and implementing a strategic and value-driven follow-up process, we can transform that fleeting moment into a meaningful connection and ultimately, a successful partnership.

Let’s strive to be more than just a blip – let’s aim to be a valuable and lasting presence in their business journey.

Happy Selling,

David