All of us know that referrals are the lifeblood of a sustainable portfolio. But there’s a massive difference between begging a merchant for a name and having that merchant’s neighbor call you because they saw your value online. So I’m gonna share a valuable secret with you. The secret? The Breadcrumb Strategy.
Continue reading “The Breadcrumb Strategy”Category: Uncategorized
Are you a Partner or just another “Credit Card Guy”?
The air was thick with the smell of fresh bread and competition as Mike and Ike prepared to pitch Mr. Johnson at the local bakery.
Continue reading “Are you a Partner or just another “Credit Card Guy”?”Success is Built on the Days You Want to Quit
“Success is built on the days you don’t feel like showing up, but do anyway.” – Jim Douville
Continue reading “Success is Built on the Days You Want to Quit”Is Procrastination Costing You Sales?
We’ve all been there. That looming task on the to-do list, the prospect you know you should call, or the proposal that’s been sitting in your “Drafts” folder for three days.
Continue reading “Is Procrastination Costing You Sales?”Don’t Take This the Wrong Way…
I was having coffee with a potential referral partner a couple of weeks ago—
Continue reading “Don’t Take This the Wrong Way…”Friday’s Top 10 Things You Might Not Know About Groundhog Day
Happy Friday everyone! While we’re all bundled up waiting to see if Punxsutawney Phil sees his shadow this Monday, Groundhog Day, let’s dive into some fascinating facts about this quirky tradition.
From the Home Office in Punxsutawney, Pennsylvania,
Here are this Friday’s Top 10 Things
You Might Not Know About Groundhog Day
10. It’s Older Than You Think: Groundhog Day’s roots trace back to ancient European traditions, with Candlemas Day being a key influence. Early Christians believed sunny skies on Candlemas meant a longer winter.
9. Phil’s Got a Posse: Punxsutawney Phil isn’t just some random groundhog. He’s got an “Inner Circle” of top-hat-wearing handlers who care for him year-round and translate his “predictions.”
8. He’s a Bit of a Celebrity: Phil’s met presidents, appeared on Oprah, and even starred in his own movie (sort of). He’s the Brad Pitt of the groundhog world.
7. Groundhogs Are Terrible Meteorologists: Statistically, Phil’s accuracy rate hovers around 39%. You’d have better luck flipping a coin to predict the weather.
6. It’s Not Just a “Phil” Thing: While Punxsutawney Phil is the most famous, groundhogs across North America participate in this tradition. Canada has Wiarton Willie, and Georgia has General Beauregard Lee.
5. They Were Once Dinner: In the early days of Groundhog Day, the tradition sometimes involved eating the groundhog. Thankfully, that’s no longer part of the festivities.
4. Groundhogs Are Whistle Pigs: These furry critters get their nickname from the high-pitched whistles they use to communicate with each other.
3. They’re Expert Burrowers: A groundhog burrow can be up to 50 feet long and 5 feet deep, with multiple escape routes! Talk about a luxury condo.
2. Phil’s a Vegetarian: No shadow-hunting for this guy! Groundhogs primarily munch on grasses, plants, and fruits.
And the # 1 Top 10 Things You Might Not Know About Groundhog Day is …
1.”Groundhog Day” the Movie Wasn’t Filmed on Location: Despite the film’s popularity, none of the scenes were actually shot in Punxsutawney, Pennsylvania. Filming took place in Woodstock, Illinois.
So, there you have it! 10 fun facts to impress your friends with this Groundhog Day. Enjoy the festivities, and here’s hoping for an early spring!
Have a great weekend,
David
Beyond the Terminal: Why Passion for People Outperforms Product Knowledge
Yesterday, we talked about stopping the “perfection” trap and just getting out there. But once you’ve taken that first step and walked through the door, what’s the move? If you leading with price and hardware specs, you’re missing the heartbeat of this business.
We are officially in the last week of January. While others are still “getting ready,” the closers are out in the streets. But here’s the truth: if you’re not passionate about helping small business owners, you aren’t really in sales—you’re just an order-taker.
Selling payments isn’t about pushing credit card terminals; it’s about empowering the person behind the counter to reach their dreams.
The Problem: Being a “Walking Brochure”
Too often, training focuses 100% on product knowledge—interchange-plus, surcharging, POS features. This creates “Product-Centric” reps who walk in and vomit facts.
The reality? The merchant doesn’t care about your hardware. They care about their problems. If you’re obsessed with your “killer sound system” while they just want “heated seats,” you’ve lost the connection—and the sale.
The Solution: The “Customer-First” Approach
Sales is a lifestyle. It’s about genuinely caring. When you lead with curiosity instead of a pitch, you become a trusted advisor.
I use a specific technique that works because it’s human. Don’t walk in as a “Sales Rep.” Walk in as a customer. Look around. Admire what they’ve built.
🎤 The “Customer-First” Pitch Drafts
Here are three ways to use this approach today. Notice how we don’t mention “Merchant Services” until the very end.
Option 1: The “Best Seller” Lead (Casual & Warm)
“Good morning! You know, I’ve driven past this place a dozen times and finally had to stop in. Everything looks great in here—how long have you guys been open? (Listen) Wow, that’s a great run. Quick question: what’s your absolute best seller? I want to try what the locals love. (Listen) That sounds awesome. I’m [Your Name], by the way. I’m local to the area—do you guys generally prefer working with local people for your business needs?
Option 2: The “Admirer” Lead (Focus on Growth)
“Hey there! I was just looking at your setup—it’s a great vibe. How long have you been at this location? (Listen) That’s impressive. You clearly know this neighborhood. Do you guys like to keep your business partnerships local, or do you deal mostly with the big national corporations? (Listen) I ask because I live right down the road and I help owners around here keep more of their hard-earned money…”
Option 3: The “Lifestyle” Lead (The Conversation Starter)
“Morning! I’m just checking out the shop—it’s got a great energy! How long have you been the owner here? (Listen) What’s the most popular thing you have today? (Listen) I love that. I actually just finished up an installation for a new POS system/terminal down the road at [Name of Business], and it made me realize I hadn’t stopped in here yet. I’m local to the area—do you value having a local partner you can actually call when you need something, or are you stuck with a 1-800 number?”
The Takeaway:
- Shift your focus: Stop looking for a “sale” and start looking for a “solution.”
- Ask questions first: Understand the person before you pitch the product.
- Be passionate: Let your genuine desire to help shine through.
People quickly forget what you said, but they never forget how you made them feel. Your passion—and your local presence—is your biggest competitive advantage.
Happy Selling,
David