Break down barriers and provide exactly what your clients need.
There’s something about a new year that makes you reflect on what went well over the last twelve months and what will be critical for success in the future. When you think about how to sell credit card processing, what worked well last year – or well enough – you’re bound to land on some things you could improve.
The old playbook for how to sell credit card processing typically involves partnering with a payments provider and a few software vendors and recommending just one solution to your prospect. Realistically, sales teams will pitch and close more deals for the technology that results in the most revenue, margin, and commission for them. However, that’s not always the best choice for your merchant. Furthermore, when software isn’t a part of your line card, your sales team may view it as a competitor – and therefore, even if it fits the merchant’s use-case perfectly, it probably won’t be recommended.
The problem with the old playbook approach is that it may not result in merchants getting the exact technology they need to keep up with consumer demands and evolve their businesses. For example, top merchant priorities may include better inventory management, ecommerce integration, and a more effective and manageable loyalty program. The one or two POS solutions you resell may not have the exact features they need – or may not have integration options to make it happen.
Merchants are tech-savvier than ever, coming to the table with questions that show they’ve done their research. Moreover, you may not be able to easily convince them that the one solution you are offering is the best investment.
A better approach for how to sell credit card processing.
If your tactics mirror the old playbook, it’s time to re-evaluate how you’re selling credit card processing and what adjustments in your approach will set your business up to meet growth goals.
How to sell credit card processing in a modern market:
- Listen to the merchant’s needs.
- Become platform indifferent.
- Match the ideal solution.
- Partner with an expert to scale.
You’ve heard it before: Client-centric is the key to winning sales in the short-term and growing business relationships in the long term. But digging deep to find the right solutions and provide them to each merchant takes time, expertise, and effort.
But imagine if you could select the ideal solution regardless of what is on your sell sheets. Ideally, your pitch becomes platform indifferent, and sales teams choose from a wide pool of solutions with different features, integrations, and configurations to truly match the best POS solution for each merchant’s business.
Sound unrealistic? Here’s how to put it into practice.
You may be thinking that there’s no way your business has the resources to become certified on dozens of software solutions. The good news is, you don’t have to.
Choosing a key partner can help you take a client-centric approach in ways you may not have ever considered without jeopardizing business resources or current vendor relationships. North American Bancard’s experts help agents find ideal POS solutions for merchants in a manner that truly is platform indifferent.
How it works.
- Your team works with a merchant to uncover their top software priorities.
- NAB experts help assess a merchant’s needs and recommend the best POS solution. (A wide range of solutions certified on our EPX payments platform brings peace of mind knowing it will already work seamlessly with payments).
- Our POS Pros meet with you to learn more about solution priorities, along with how much or little you, as the agent, want to be involved in the process.
- The Pros walk you and your merchant through a demo after the ideal solution is identified.
- As an agent, you receive commissions on sales and payment residuals without having to become an expert on solutions you traditionally haven’t sold.
Turn POS software competitors into opportunities.
By partnering with North American Bancard, your business can implement a client-centric approach for how to sell credit card processing while at the same time turning what may have once been thought of as a POS competitor into opportunities to make a sale.
Our POS Pros are experts at solution fitting, and our step-by-step engagement process helps ensure that your business remains in the driver’s seat when it comes to communicating with and representing your merchants. In the end, your business wins by building stronger relationships with clients, and your clients get the POS and payments solutions that are exactly what they need to make 2022 their best year ever.
