4 Steps To Succeed in Merchant Services Sales

Every day we speak to potential agents who ask us how they can be successful when selling credit card processing.  There are a lot of factors but we have laid out the top 5 for you below.  Follow these and you will be on your way to a six figure income in the merchant services sales field!

1.  Join the right ISO

This is the single most important factor.  You need to work with a company that will not only support you but will also deliver on their promises to you and your clients.  Look the company up on the BBB, rip off report, www.topcreditcardprocessorrating.com, and www.cardpaymentoptions.com.  If they have bad ratings it is for a reason.  They either do not deliver on their promises to the client, the merchant account sales agent, or both.  We have one of the top rated ISO Agent programs in the country - but shop around - see whats out there - then come back and contact us to learn more about what makes us different! 

2.  Learn your product

Working as a merchant services sales agent is VERY competitive.  You need to make sure that you have as much knowledge as possible when you hit the field.  You can learn most of what you need to know through your ISO Agent program training portal or from your manager at your ISO.  If you ask your manager a question and they don't know the answer then that is a red flag that you are not working for the right company.  Learn as much as you can and NEVER stop learning.  The credit card processing is changing rapidly and you need to keep up to date in order to compete.

3.  Set a schedule for yourself

One of the more difficult parts of working as an independent sales agent in the merchant account field is taking responsibility for your daily actions.  You are your own boss and your success is 100% dictated by your schedule.  Write it up daily and STICK TO IT.  For example:  From 8-10am cold call over the phone, from 10am to 2pm cold call in the field, have an appointment set for 230 every day, then finish your day following up with old clients.  This works for most people - but you really need to work the schedule that best fits your needs.  If you do not plan your day you may get caught up in one activity and your entire day can go to waste.  Plan ahead for success!  Sample Schedule that we suggest you use.

4.  Referrals Referrals Referrals

This is the single most important way you can grow your business.  Cold calling sucks.  Period.  There is no way around it.  You have to do it in the beginning of your career - but you won't have to do it forever. You need to set a pattern for how you interact and follow up with clients in order to get the most referrals you can from every one.  First:  when you are signing up a new client - set the expectation that you will be coming back in for referrals after you prove your self to them  Second:  After your client has been with you for a full month complete reverse cost comparison to show them the savings you generated.  Finally:  Bring hte cost comparison in to them and ask them for SPECIFIC referrals.  Who is their doctor, veterinarian, mechanic, etc.  DO NOT ask who they know.  Ask them specific questions to get specific answers. 

These 4 steps won't guarantee your success in the merchant services field - but-  they will absolutely help you take the right steps to success.  If you would like to learn more about a career with beacon payments click the link:  Beacon Payments Careers