At Beacon Payments, we’ve trained hundreds of agents and helped many build thriving, long-term careers in credit card processing. If you’re just getting started, here are some prospecting tips for new merchant services agents to help you hit the ground running.

1. Start With People You Know (Low-Hanging Fruit)

Before you start cold calling, start by working your warm network. Friends, family, former coworkers—anyone who owns or manages a business is a great place to begin.

✅ Ask if they currently accept credit cards
✅ Offer to review their current statement
✅ Let them know there's no downside to a comparison—you may be able to help them save money or improve their setup

Many new agents close their first few deals this way, giving them momentum and early residual income.

2. Research Before You Walk In

If you're going door-to-door or making cold calls, take a few minutes to look up the business beforehand:

• Check their Google reviews and website
• Look up the owner’s name on LinkedIn or public business listings
• Know what they sell, what hours they operate, and whether they already accept cards

When you walk in and ask for the owner by name, you set yourself apart from every other rep who says, “Can I speak to the person in charge?”

3. Bring a Physical Leave-Behind

Don’t walk into a business empty-handed. Create a simple one-page flyer or letter that introduces who you are, who Beacon Payments is, and why you're stopping by.

📬 Pro tip: Mail an introduction letter before your visit, then say,
"Hi, I sent a letter last week—just wanted to follow up in person."
This builds trust and increases your chances of having a real conversation.

4. Always Ask for a Statement (The Right Way)

A merchant’s monthly processing statement is the key to understanding their current pricing, fees, and how you can save them money.

The wrong way to ask:
❌ “Can I see your statement?”

The right way to ask:
✅ “If you can share your last statement with me, I can break it down and show you where we can help—either by saving you money or improving your system. No pressure, and I’ll explain it line by line.”

Even if they’re happy with their current provider, most merchants are curious when you present it that way.

5. Follow Up in Person

The fortune is in the follow-up—but it doesn’t always have to be by phone or email. If you’ve spoken to a business owner but haven’t closed the deal, stop by again in person.

• “Hey, just checking in like we talked about—did you have a chance to review the numbers I sent?”
• “Just wanted to drop off an updated quote with some better options.”

Persistence builds trust—especially when you show up consistently.

6. Focus on Specific Verticals

One great way to build credibility quickly is to focus on a specific niche or industry (aka vertical). For example:

• Auto repair shops
• Salons and barbershops
• Restaurants or food trucks
• HVAC or plumbing contractors

Once you land a few clients in one vertical, it becomes easier to prospect others just like them using social proof:
“I work with several other auto repair shops in the area, and I helped them lower fees while upgrading their POS. Would you be open to a quick look at your setup?”

7. Use Beacon’s Support and Resources

You’re not doing this alone. At Beacon Payments, we offer:

• Personalized agent training
• Concierge deal support
• Free statement reviews
• Sales materials and pricing tools
• Access to multiple processors and POS systems

Use those tools to your advantage—and never hesitate to ask questions. The most successful agents ask for help often and implement quickly.

Final Thoughts

Prospecting is the foundation of your merchant services business. Build good habits early, stay consistent, and focus on relationships—not just transactions.

Ready to get help writing your first few deals or building a prospecting plan?
Reach out to your Beacon Payments concierge manager—we’re here to help you win.