Discover how Quincy McKnight is creating a referral network to help his company, Covenant Pay Partners, build a book of big business accounts. And stick around for Patti's report on the latest developments in crypto payments, and James' take on the 3 pillars of effective training.
The question this week is from a director of client services for a processing company. He also partners with marketing companies to create very personalized, niche specific cold email campaigns to generate appointments. He asks, “What kind of messaging or angle could be used in a cold email message to encourage a 10-15 minute conversation with business owners in the payment processing industry?”
Learn how and why Phil McCuiston, President of Wholesale Payments Direct, sold his portfolio of Canadian merchants to build a book of U.S. businesses, relying solely on telemarketing. Hint: cash discounting plays a role. Then stick around for Patti's report on upcoming PayPal fee hikes, and tips from James on firing up agents to sell more.
The agent’s question today involves a big account - a 45 location fast food chain doing a few million per month and as many as 200,000 transactions per month. An irate customer felt there was extra tax charged. How do I explain that to satisfy the customer and the merchant?
Did you know that 8 in 10 SMBs outsource payroll processing? This week, Robert Heinrich, VP of Sales at Simpay, explains why and how MSPs should pitch payroll processing to their merchants. "It's a lifetime residual opportunity," he says. Plus Patti reports on the latest state to greenlight surcharging, and James has some pointers for accessing capital to grow your portfolio.
The agent today is newer to the world of cash discounting. He has a car dealership client seeing more customer dissatisfaction than expected toward cash discounting. What advice can James give to make easier implementation of the program and offer better training to business staff?
To get the attention of any merchant and close the sale, a salesperson must be a good STORYTELLER! Here's why...
Learn how chargeback solution providers work with ISOs and merchants to protect against chargeback losses. Chargeback solutions will help improve the lifetime value of a merchant relationship, says Colin Eddy, Partner & Alliance Guru at Chargeback Gurus. Then Patti reports on EMV compliance hurdles at fuel stations, and James offers advice on getting slow-to-sign merchants across the finish line.
The question today comes from an agent who’s getting objections to cash discounting. She wants to know how to overcome these objections.
The leap to integrating cash discounting and surcharging to POS, card not present, gateways, etc. is more possible than you may believe. Here's how...
Tune in to learn how Dynamic Merchant Processing has succeeded in selling cash discounting to large merchants. These monster merchants are seeing minimal customer pushback, and their valuations are rising because of cash discounting, says Dustin Wilkins, President at Dynamic. Plus Patti reports on a new Square-Plaid collaboration and James answers questions from the field.
The agent today is from the UK. She asks what to do when the merchant says, “You’re the sixth person to call today about card services!” How can you get past that instant barrier?
With over 1,000 POS system providers in the market, identifying those that address your merchants' needs, are processor agnostic and payment processing friendly, can be challenging. POSHeros.com simplifies the task. It's a comprehensive directory of POS software and processor compatibility, and it's creator, Derrick Hess, explains what went into creating the directory and how it works in this week's featured interview. Then James offers tips on pitching merchants not using processor-agnostic POS...
Here is my take on the approach YOU should take when choosing to start your own ISO or merchant service company!
Learn first-hand how Beyond is building a software and services sales powerhouse. The big payback is lower attrition, explains Brent Rose, Chief Revenue Officer at Beyond. And stick around for James's tips on selling software and Patti's report on consumer and small business payment trends. Learn first-hand how Beyond is building a software and services sales powerhouse. The big payback is lower attrition, explains Brent Rose, Chief Revenue Officer at Beyond. And stick around for James's tips on...
Learn how integrating payment processing with ISVs and VARs leads to a pipeline flush with solid leads that become sticky customers. "ISOs and agents should really be thinking about these strategic opportunities," says Gary Liu, President of Priority IS. Plus Patti reports on the latest developments in QR code payments, and James talks about making the transition from payment processing to software sales.
Discover how you can offer a native processing solution for companies using Netsuite and Salesforce. It's a sticky proposition, explains Ben Frisch, Director of Business Development at Accept.Blue. Then stick around for Patti's report on the latest in crypto payments, and James' take on barriers to successful sales strategies.
The agent this week has several prospective clients who use Shopify. She asks how to overcome the objection of penalty fees for switching? What is the talking point?
Your beliefs may be holding you back from earning more money and happiness! Here's why...
No ISO/MLS wants one of their merchants placed on the MATCH list. But it's not a death knell either, says James Huber, an attorney who specializes in helping merchants get off the card brands' "naughty list." Plus, Patti shares promising economic news, and James offers advice on how to drive sales successes by transforming negative beliefs.
This week’s question is from an agent whose clients are mostly eCommerce merchants. Many eCommerce merchants are well satisfied with Stripe. She asks, “What is the talking point and strategy to engage satisfied Stripe customers?”
Tune in to discover how Dylish helps ISOs and agents go toe-to-toe with national restaurant delivery services, undercutting the big guys' fees and dishing out big margins on delivery and processing fees - upwards of 700bp, says Dylish's John Sarabia. Plus, Patti reports on card fraud trends, and James tackles the question of when is the right time for an agent to go out on their own.
The question this week is from an agent whose cash discount client has some concern about legal threats from that ½ of 1% of disgruntled customers. The client is a 45-location well-known fast-food chain in the southeast which has completed the first month with the agent.
Tune in to learn how Level 2 and Level 3 optimization works, and why ISOs and MLSs should care. "B2B is a $20 trillion opportunity," says Roger McNamara, President of Guide2Interchange. Plus Patti reports on the latest legal salvos targeting interchange, and James discusses the top 3 criteria for selecting a processing partner.
The question this week comes from an agent concerning a large client he’s had for a couple of years. Work is in progress for a custom solution which will allow the business to surcharge through a virtual terminal environment. However, will compliance issues prevent this business from picking and choosing which customers receive the surcharge?
Tune in to learn about NMI's recent acquisition of USA ePay and how the combination will help ISOs and agents deliver omnichannel solutions and expand into new markets. "We're a bring your own MID gateway provider," explains Vijay Sondhi, NMI's CEO. Plus Patti reports on one powerful U.S. Senator's reaction to Visa and Mastercard plans to raise interchange, and James explains how and when to make a one-call close.
Discover how gift card programs help businesses improve cash flow and customer engagement, while improving your merchant retention. SwipeIt.com will even convert merchants with existing gift card programs for free, Gift Card Guru Larry Rubin told us. And stick around to learn about upcoming interchange fee changes, and leveraging LinkedIn to land more sales.
The question this week is from an agent with a big opportunity to sell a multi-location business of drive-through coffee shops. This is a small transaction business with average ticket size of $5 to $6. They are currently processing with PayPal at 2.7% and no swipe fee and they are open to eliminating their processing fees.
Fresh off a legal victory regarding the constitutionality of merchant surcharging in Kansas, Jonathan Razi, CEO at CardX, talks about the lawsuit and what the court decision means for credit card surcharging in Kansas. Then Patti reports on retailers' 2021 priorities in tech and customer engagement. And James explains why it's important to act strategically when presenting merchants proposals.
Discover how Elevate Payment Alliance helps card-not-present merchants benefit from cash discounting. The solution leverages the low-cost ACH network, Hawkins Siemon explains , Elevate's Founder & CEO. Patti gives an update on consumer spending. James answers the question: What's the value of a merchant statement?
