Follow Up

The Fortune is in the Follow-Up: Why Your Merchant Services Career Depends on the “Second Ask”

I’ll never forget my first “big fish.” It was a local auto shop owner named . I gave him a killer pitch, showed him he was overpaying by 40 basis points, and left him with a shiny new terminal proposal. He looked me in the eye, shook my hand, and said, “This looks great, let me just talk to my partner.”

WWYD Wednesday: The “Big Catch” That’s Slipping Off the Hook

Welcome back to another edition of WWYD Wednesday! Since it’s officially April Fools’ Day, we’re looking at a scenario that feels like a cruel joke, but for many of us in merchant services, it’s a reality we’ve lived through.

The “Draft” Trap: Why Perfection is the Enemy of Your Next Sale

Welcome to post number 936.

How Often Do You Follow Up?

I recently saw a thread in a Facebook group for ISOs and agents where the “Never Stop” mentality was on full display. When someone posted and ask, asked, how often to follow up and when to quit, and the veterans didn’t hold back.

The Gift of Reliability: My Most Successful Sales Follow-Up Strategy

As merchant services salespeople, we live and die by the deal. But during the rush of the holiday season, when merchants are juggling inventory, staffing, and massive transaction volumes, the stakes are even higher.

The secret to landing—and keeping—those crucial Q4 deals often lies not just in the initial pitch, but in what happens after the meeting.

The “Buy or Die” Follow-Up: Are You Annoying Your Prospects or Earning Their Business?

We’ve all heard the old-school sales adage from a grizzled veteran manager: “How many times do you follow up? You follow up until they buy or die!”

Just a Blip? Why Follow-Up is Everything in Sales

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.