Beacon Payments | BlogThis is the Beacon Payments blog. Learn about the credit card processing and the merchant services industry. Hear about the successes of our outside sales people whose job it is to sell merchant services and sell credit card processing programs.uuid:daa17380-95ba-41dd-b3fd-07fd350a9073;id=32024-03-19T07:09:25Zhttp://www.beaconpayments.com/blog/5-tips-to-sell-more-credit-card-processing-deals5 tips to sell more credit card processing deals2023-02-22T13:49:00Z2023-02-22T13:53:56Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p style="margin: 0in;"><strong><span style="font-size: 13.0pt; color: black;">1. Understand your customer's pain points.</span></strong></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">Before you can sell anything, you need to understand what your customer is struggling with. What are their pain points? What are the problems they're trying to solve? Once you know this, you can tailor your pitch to address those specific issues.</span></p>
<p style="margin: 0in; font-stretch: normal;"> </p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">For example, if you're talking to a business owner who's frustrated with their current payment processor because of high fees or slow processing times, you can emphasize how your credit card processing offers lower fees and faster processing.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;"> </span></p>
<p style="margin: 0in; font-stretch: normal;"><strong><span style="font-size: 13.0pt; color: black;">2. Focus on the benefits, NOT the features.</span></strong></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">When you're selling merchant services (or anything else, for that matter), it's easy to get caught up in the details of what your product or service does. But your customer doesn't really care about the features of your merchant services. They care about what those features can do for them.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">So, instead of talking about how your payment processing software works, talk about how it can save your customer time and money, reduce their risk of fraud, and improve their customer experience.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;"> </span></p>
<p style="margin: 0in; font-stretch: normal;"><strong><span style="font-size: 13.0pt; color: black;">3. Use social proof.</span></strong></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">Social proof is a powerful tool in sales. When your customer sees that other businesses like theirs are using your merchant services and are happy with the results, they'll be more likely to trust you and make the purchase. Once you start building your book of business you can ask for testimonials from happy customers that demonstrate the benefits of working with you.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;"> </span></p>
<p style="margin: 0in; font-stretch: normal;"><strong><span style="font-size: 13.0pt; color: black;">4. Be confident and assertive.</span></strong></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">When you're selling, it's important to be confident and assertive. You need to believe in your product and be able to communicate its value with conviction. Don't be afraid to ask for the sale, and be prepared to handle objections.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">Remember, the worst thing that can happen is that your customer says "no." But even if they do, that doesn't mean the conversation is over. You can still ask for feedback on why they're not interested and use that information to improve your pitch for the next door you walk through.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;"> </span></p>
<p style="margin: 0in; font-stretch: normal;"><strong><span style="font-size: 13.0pt; color: black;">5. Build relationships.</span></strong></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">Finally, remember that selling is about building relationships. If you want to sell merchant services (or anything else), you need to build trust with your customer. Listen to their needs, be responsive to their questions and concerns, and follow up with them after the sale to make sure they're happy with your service.</span></p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">If you can build strong relationships with your customers, they'll be more likely to refer you to their friends and colleagues, which can lead to even more sales down the line.</span></p>
<p style="margin: 0in; font-stretch: normal;"> </p>
<p style="margin: 0in; font-stretch: normal;"><span style="font-size: 13.0pt; color: black;">Remember, selling is a skill that can be learned and improved with practice. If you focus on understanding your customer's pain points, emphasizing the benefits of your credit card processing, using social proof, being confident and assertive, and building relationships, you'll be well on your way to becoming a top-performing salesperson in no time.</span></p>http://www.beaconpayments.com/blog/what-is-credit-card-surcharging-What is Credit Card surcharging?2023-01-26T18:54:00Z2023-01-30T13:33:58Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>Credit card surcharging is a practice where merchants charge customers an additional fee for using a credit card as a form of payment. This fee is intended to compensate merchants for the cost of accepting credit card payments, which can be quite high.</p>
<p>Surcharging is not allowed in all states and countries. In the United States, for example, surcharging is prohibited in 10 states, including California, Colorado, Connecticut, Florida, Kansas, Maine, Massachusetts, New York, Oklahoma, and Texas. In addition, merchants are not allowed to surcharge for debit card transactions, as they are considered to be the same as cash transactions.</p>
<p>Merchants who do choose to surcharge must follow certain guidelines. They must disclose the surcharge fee to customers in advance, and the fee must be clearly stated on the receipt. The surcharge fee cannot exceed the cost that the merchant pays to accept credit card payments.</p>
<p>Many merchants choose not to surcharge because it can lead to negative reactions from customers. Customers may feel that they are being unfairly charged, and they may be less likely to return to the merchant's store. Additionally, surcharging can be confusing for customers, as they may not understand why they are being charged extra.</p>
<p>Despite these challenges, some merchants choose to surcharge because they feel that it is necessary to offset the cost of accepting credit card payments. For example, small businesses may have a difficult time absorbing the cost of credit card fees, and surcharging can help them to remain profitable.</p>
<p>In conclusion, credit card surcharging is a practice where merchants charge customers an additional fee for using a credit card as a form of payment. </p>http://www.beaconpayments.com/blog/the-basics-10-tips-to-succeed-in-salesThe basics: 10 tips to succeed in sales2023-01-24T19:07:00Z2023-01-24T19:06:33Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>Are you doing everything you can to succeed in sales? If you want to be successful - at a bare minimum you should follow these 10 tips to succeed in sales:</p>
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<li>Understand your product or service thoroughly and be able to clearly communicate its value to potential customers.</li>
<li>Identify and target the most likely buyers and tailor your sales pitch to their specific needs.</li>
<li>Build and maintain strong relationships with clients and stay in regular contact with them.</li>
<li>Continuously learn and stay up-to-date on industry trends and developments.</li>
<li>Use data and analytics to track your sales performance and identify areas for improvement.</li>
<li>Set clear and measurable goals for yourself and your team.</li>
<li>Use effective time management and prioritization techniques to stay organized and focused.</li>
<li>Be persistent and don't give up easily.</li>
<li>Continuously improve your sales skills through training and development.</li>
<li>Be able to effectively handle and overcome objections.</li>
</ol>
<p>Need more help to succeed? Contact us today to learn how our concierge sales management can lead you to a six figure income!</p>
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</div>http://www.beaconpayments.com/blog/what-is-selling-merchant-services-What is selling merchant services? 2023-01-24T17:59:00Z2023-01-24T17:59:17Zjerry@capital-bankcard.comjerry@capital-bankcard.com<div class="flex flex-grow flex-col gap-3">
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<p>Merchant services are a type of financial service that allows businesses to accept payments from customers through various methods, such as credit and debit cards, electronic checks, and mobile payments. These services are provided by merchant service providers (MSPs), such as banks and independent sales organizations (ISOs), and are essential for businesses that operate in today's digital economy.</p>
<p>When selling merchant services, it is important to understand the needs of the business and offer solutions that meet those needs. Some businesses may require a simple point-of-sale (POS) system to process card transactions, while others may need more advanced features such as recurring billing or virtual terminals for online transactions.</p>
<p>Another important aspect of selling merchant services is building trust with the business owner. This can be done by explaining the security measures in place to protect the business and its customers' sensitive information, such as PCI compliance and encryption. Additionally, offering competitive pricing and transparent terms can help establish trust and build a long-term relationship with the business.</p>
<p>Another key aspect of selling merchant services is the ability to adapt to the business's needs. A business that is just starting out may have different needs than a business that has been established for a while. For example, a new business may need help setting up a merchant account, while an established business may need to upgrade its POS system. Therefore, it is important to be able to understand the different needs of businesses and offer solutions that are tailored to their unique situation.</p>
<p>Another important aspect of selling merchant services is the ability to provide excellent customer service. This includes being responsive to the business's needs, providing timely support, and being able to troubleshoot any issues that may arise. By providing excellent customer service, the business owner will feel more comfortable using the merchant services and be more likely to recommend them to others.</p>
<p>In addition, merchant services is a highly competitive field, so it is essential to stay informed about industry developments, new products and services, and pricing trends. Keeping up with the latest trends can help you to better understand the needs of businesses and offer more competitive solutions.</p>
<p>In summary, selling merchant services is a challenging but rewarding task that requires an understanding of the business's needs, the ability to adapt to those needs, and the ability to build trust and provide excellent customer service. By staying informed about industry developments and trends, you can offer more competitive solutions and build long-term relationships with businesses.</p>
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</div>http://www.beaconpayments.com/blog/how-does-surcharging-work-with-tips-How does surcharging work with tips?2019-10-25T14:59:00Z2019-10-25T15:15:20Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>We often get asked if it is possible to set up credit card surcharging in a restaurant. The answer is yes! Below you will find a breakdown of how the cardholder and the business owner get charged to run the transaction:</p>
<p>The 4% is charged to the bill amount, not the total sale with tip amount. Here is an example on a $100 sale.</p>
<p>This means the $100 sale will be charged $104 to the cardholder. If they add the $20 tip the total charge to the cardholder is now $124.</p>
<p>Because the 4% surcharge for the tip is not taken from the cardholder the merchant covers it which means the deposit they receive will be the $120 minus the 4% charge on the $20 tip ($0.80 fee). The merchant will receive $119.20.</p>
<p><strong>CARDHOLDER PAYS:</strong></p>
<p> $100 bill</p>
<p> +<u>$ 4 surcharge cardholder pays</u></p>
<p> $104 bill + surcharge</p>
<p> +<u>$ 20 tip entry </u></p>
<p><strong> $124 bill + surcharge + tip </strong></p>
<p> </p>
<p><strong>MERCHANT PAYS:</strong></p>
<p> $20.. tip amount</p>
<p> -$0.77<u> surcharge merchant pays 3.846% surcharge<br /></u></p>
<p><strong> $19.23 remaining after surcharge on tip amount</strong></p>
<p> </p>
<p><strong>TOTAL DEPOSIT TO MERCHANT: </strong></p>
<p><strong> </strong>$124 total charge to cardholder</p>
<p> -$4 surcharge drawn back for fees</p>
<p> -$0.77<u> surcharge drawn back on tip amount</u></p>
<p><strong> $119.23 deposited to merchant bank account</strong></p>
<p>As you can see the business owner pays a small percentage on the tip amount only - while still saving a ton of money on the total transaction!</p>http://www.beaconpayments.com/blog/square-pricing-changed-to-2-6-plus-10Square pricing changed to 2.6% plus $.102019-09-26T18:56:00Z2019-09-27T17:17:24Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>As of September 24th,2019 Square announced that they are no longer going to be offering their customers a flat rate of 2.75%. Their new pricing is going to be 2.6% plus $.10 per transaction. </p>
<p>How will this affect their customers?</p>
<p>A business like a coffee shop with a $10 average sale currently pays the following fees:</p>
<p>$10 x 2.75% = $.275 ( or $.28 if you want to round up) in fees on every sale).</p>
<p>Under the new pricing they will pay the following:</p>
<p>$10 X 2.6% = $.26 PLUS a $.10 transaction fee = $.36 in fees.</p>
<p>This $,08 might not sound like a huge difference but it adds up fast. If this coffee shop runs 1000 transactions a month - only $10,000 in sales then they will see an increase to their bill of $80. this is a 31% increase in their monthly fees just from this minor change! </p>
<p>Even a business with a slightly larger average ticket will see costs increase due to this change. Below is an example of a business running $25 average sales with Square:</p>
<p>current fees:</p>
<p>2.75% x $25 = $.688 ( $.69 if rounded up)</p>
<p>vs.</p>
<p>2.6% X $25 = $.65 PLUS a $.10 transaction fee = $.75</p>
<p>this is a $.06 transaction increase. it might not sound like a lot but it can add up fast for a small business. If they run $10,000 a month those 400 transactions will cost them an extra $24 per month or $288 a year.</p>
<p>This is a great time for those small business owners currently using Square to review their pricing and see if they have a better option to decrease their costs. </p>http://www.beaconpayments.com/blog/what-is-credit-surcharging-and-how-can-it-benefit-my-business-What is Credit Surcharging, and How Can It Benefit My Business?2019-08-28T15:28:00Z2019-09-11T15:37:04Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-302395571.jpg" alt="" width="766" height="511" /></p>
<p>A credit surcharge, which is also known as a “checkout fee”, “or free credit card processing” is<br />an extra fee that is added at checkout by a merchant when processing a payment by credit card.<br />This process can help business owners reduce merchant provider costs by charging the card<br />holder directly.</p>
<h2>The Surcharging Process</h2>
<p>The surcharging process is generally straightforward. For example, say your credit card<br />processing fees are 3.84% and you enact a 4% surcharge to a client (the maximum allowable<br />surcharge). The point of implementing surcharging is to offset the processing fees by passing<br />them on to the cardholder, where the business owner can essentially break even on processing<br />costs, thus saving on every transaction carried out.</p>
<h2>How Can Surcharging Benefit Your Overhead?</h2>
<p>If you are a business owner looking to reduce overhead costs and reduce monthly spending, surcharging is a great<br />alternative to help offset any credit card processing fees. Implementing surcharging can help a<br />business owner break-even passing fees onto the cardholder.</p>
<h2>Is Surcharging Legal?</h2>
<p>There may be some speculation as to how legal this service is, granted a business owner is<br />passing off merchant fees to the cardholder, and the apprehension is justified. While surcharging<br />is legal in the United States, certain regulatory laws vary from state to state that prohibits certain<br />business owners from utilizing this service. It is also important to note that surcharging can only<br />be used on<strong> Credit Cards</strong> and not Debit Card transactions.</p>
<p>While Surcharging is still illegal in a few states, it is best to consult with your Merchant provider<br />to see if it is available in your state. It is also important to note that if you are using surcharging you are legally required to inform the cardholder.</p>
<h2>Is Surcharging Right For My Business?</h2>
<p>While surcharging offers a variety of benefits, it is not a perfect fit for all businesses. Across<br />most industries it is a common theme for businesses with higher-priced items such as medical<br />practices, utilities, auto repair shops to utilize surcharging.</p>
<p>4% is the maximum surcharge amount that any merchant may charge a consumer, and whether<br />your average sale is $5 or $500 that 4%, surcharging can make all the difference when it comes<br />to breaking even on credit card processing fees.</p>
<h3>Contact Beacon Payments</h3>
<p>For more information about Beacon Payments and our solutions visit our <a href="http://www.beaconpayments.com/merchant-services">main service page</a>. For more information on Surcharging, Cash Discounting and Free Credit Card Processing give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online!</a></p>
<p> </p>http://www.beaconpayments.com/blog/3-ways-to-increase-your-merchant-service-sales3 Ways to Increase Your Merchant Service Sales2019-08-21T15:24:00Z2019-08-21T15:26:44Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-340985543.jpg" alt="" width="756" height="256" /></p>
<p>Like any professional in the outside sales world, it takes time to finetune and develop a routine that will benefit the varying schedule of an ISO Agent. While it may take time to find a strategy that works, it can be very beneficial to create structure around your week. This added structure can give you more time to grow a lead list, contact new businesses, and explore other methods to increase your book of business in an organized and effective manner!</p>
<h2>Create A Schedule & Stick To It</h2>
<p>As an ISO Agent, it can be difficult to find a schedule that works on a day to day basis, as no day is truly the same. Instead of a daily schedule, it may be beneficial to opt for a weekly plan. This can give you ample time to plan out which day you want to set up meetings, which day to make calls and visit businesses, and which day to organize and plan for the next week. By breaking down each day and creating some sort of structure, can allow you to stay organized and on track, with an additional layer of flexibility for the unexpected.</p>
<h2>Ask for Client Referrals</h2>
<p>If you are an ISO Agent that has noticed a slowing trend in new business, it never hurts to reach back out to your prior clients to ask for referrals. Most business owners will belong to a chamber of commerce or some form of group that links local businesses owners together, so the chances of them knowing someone in need of your services is more than likely. If you have a healthy relationship with your clients, it can be very beneficial to grow your client list through word of mouth, and keep those residuals flowing in!</p>
<h2>Utilize Social Media To Build New Leads</h2>
<p>Social media has become a pivotal tool for business owners, entrepreneurs, creatives, sales agents to grow their audience and their client base by posting on social media platforms. This method can benefit ISO Agents greatly as social media platforms serve as an excellent opportunity to reach out to old and new connections to help grow their business. As an ISO agent, utilizing social media to highlight your services, reaching out to old friends and potential clients is a great way to increase your network and grow your leads in a digital space.</p>
<p>This is especially useful for anyone in the merchant services industry as it allows you to connect with new businesses, expand your existing network to create new relationships via LinkedIn, Facebook, Twitter and so forth.</p>
<p><strong>Why Sell Merchant Services?</strong></p>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>Learn more about what it takes to be an ISO Agent with Beacon. Visit our <a href="http://www.beaconpayments.com/careers">Career Page!</a></p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online!</a></p>http://www.beaconpayments.com/blog/what-is-a-successful-iso-agent-What Is A Successful ISO Agent?2019-07-24T14:01:00Z2019-07-24T14:04:52Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-345948155.jpg" alt="" width="747" height="497" /></p>
<p>If you are currently in the sales world, then you probably know better than anyone that the process goes much deeper than just closing a sale. The sales path to closing a new business varies based on industry, but it is rarely a straight and clear-cut path. A Successful ISO Agent is someone who hits the ground running, does their due diligence on industry standards, and is up to date on all changes in the ISO Agent Merchant Industry.</p>
<h2><strong>Someone Who Is Passionate About What They Do</strong></h2>
<p>Going the extra mile for a client is a sure way to build client trust and grow your business at the same time. By continually providing superior customer service to your clients and going above the status quo, people will take notice of your level of dedication, and to most</p>
<h2><strong>Invested In Their Customers and Their Education</strong></h2>
<p>A truly talented ISO Agent or sales individual in any industry knows that knowledge is power. By having a strong understanding of your industry as well as your clients, a sales rep can better position themselves to highlight pain points and issues that may leave certain business owners hesitant to switch Merchant Services.</p>
<p>By being able to inform your client on what POS systems, products, and services will benefit their business best you are becoming a resource for that business owner. This can differentiate you from other Merchant service companies as you are devoting time to help the business owner on a professional level, but on a resource level as well.</p>
<p>Since the Merchant services industry and all other industries can change dramatically over time regarding a change in laws, new regulations, and new disruptors; it is important to do continuous research so that you can serve your customers best by being up to date on all things ISO.</p>
<h2><strong>They Listen</strong></h2>
<p>While it is important to have at least a basic understanding of your client’s industry, understanding your client's needs and addressing them will put you in a better position to make a sale, and grow your business through referrals. This tactic not only shows good faith as a salesperson but shows that your dedication goes deeper than just the sale.</p>
<h3><strong>Why Sell Merchant Services?</strong></h3>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>Visit our <a href="http://www.beaconpayments.com/careers">Career Page!</a></p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online!</a></p>http://www.beaconpayments.com/blog/3-tips-to-help-you-find-success-as-an-iso-agent3 Tips To Help You Find Success As An ISO Agent2019-07-22T13:24:00Z2023-02-03T14:42:33Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-1187940127.jpg" alt="" width="732" height="488" />Outside sales is a fast-paced and cutthroat industry if you aren’t out and about actively searching for new leads, chances are good that someone is already one step ahead of you. While it may take some time to develop a strategy that suits your skills best, this blog will highlight some important tips to help you attain the level of success that you are striving to achieve in the ISO Merchant Services Sale industry.</p>
<h2>Find A Niche</h2>
<p>When it comes to sales, it doesn’t hurt to have knowledge in a variety of fields, however, if you are looking to become a leading expert when it comes to merchant services, your best bet is digging into an industry and learning all that you can about it. </p>
<p>By choosing a niche industry you can better serve your clients, grow your business through referrals, and even use prior client solutions to fortify how your services helped grow their business, reduced overhead, or even stress, any fact that might help a client understand why you are the best resource for merchant services. If you are new to the ISO agent industry, it is better to have a narrow approach than go broad and pursue multiple industries. Start small and aim bigger as time goes on!</p>
<h2>Stay Up To Date on Industry Trends & Changes</h2>
<p>To be effective in any sales capacity, industry knowledge is essential. This includes in-depth research regarding the ISO Merchant Services Industry and any changes to processing or rising fees, or any major updates in the industry that will affect your current & future clients.</p>
<p>Being a knowledgeable sales representative requires dedication to the field that you service. Staying informed in your specific industry provides the means to educate your clients on new updates in the industry. Having relevant industry knowledge increases your odds of closing a sale as you are not only looking out for the client’s best business interest but that your knowledge can provide them with valuable information to keep up with industry leaders. </p>
<h2>Find A Program That Works for Both You & Your Clients</h2>
<p>When looking into ISO Agent Programs in the United States, it is important to find a system that will suit your needs and allow you to provide over the top service for your clients. This includes a variety of factors that are ultimately determined by the Merchant Service Provider that you partner with, and ultimately how you will conduct & grow your book of business.</p>
<ul>
<li><strong>Office Support</strong>
<ul>
<li>It is important to find a company that is willing to support you day in and day out, this includes building out proposals, rate comparison checks, and transparent pricing options</li>
</ul>
</li>
</ul>
<ul>
<li><strong>Customer Service</strong>
<ul>
<li>Look for Merchant Service providers that offer superior customer services such as providing clients free terminal exchanges, loaner terminals, and terminal reprogramming abilities</li>
</ul>
</li>
</ul>
<ul>
<li><strong>Honesty & Transparency</strong>
<ul>
<li>Ever wonder what sales without honesty and transparency is? Most likely an unethical business practice.</li>
</ul>
</li>
</ul>
<p>Honesty is key in the sales world, when it comes to one person’s word over another, regardless of the industry there is never an appropriate time to stretch the truth or over embellish results because more often than not you’ll discover a repeating trend of cancellations and complaints if the client feels like they did not get the service they were originally pitched. Honesty and Transparency should be included in every pitch made as an ISO Agent. It builds, trust, accountability, and can lead to increased sales, but most importantly, there are no surprises on the client end post-sale.</p>
<h3>Why Sell Merchant Services?</h3>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>Visit our <a href="http://www.beaconpayments.com/careers">Career Page!</a></p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online!</a></p>http://www.beaconpayments.com/blog/why-should-i-become-an-iso-agent-Why Should I Become an ISO agent?2019-06-28T20:02:00Z2019-06-28T20:07:37Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-708154135.jpg" alt="" width="870" height="580" /></p>
<p>If you are reading this blog you might be curious to learn more about the merchant service industry, ISO Agents, and the many benefits that an outside sales position can offer! The day to day of an ISO agent is rarely the same, as the job involves frequently traveling as you pitch new businesses on a better POS system and better merchant service plans. Working as an outside sales rep provides benefits that can greatly affect your life regarding work/life balance, financial freedom, and networking with industry experts.</p>
<p><strong>Be your own boss</strong></p>
<p>As an outside ISO representative, there is no set 9-5. You pick the hours that you work best, whether you want to be up at the crack of dawn selling, or start the sales day in the afternoon, outside sales offers that flexibility. This structure allows you to pick & choose which days you want to work without feeling the pressure that you are falling behind.</p>
<p>In the ISO Agent world, you will be responsible for setting your own schedule when it comes to contacting clients and prospects directly to get meetings on the calendar. The only thing that defines your success is the standard you set for yourself. Determine when you work and when you don't it is as simple as that. Ditch the hourly rates and create a schedule that works for you.</p>
<p><strong>Travel & Variety</strong></p>
<p>Do you enjoy traveling to new locations? If so, outside sales may be the perfect job for you. As an outside sales representative, you have no physical office location. When dealing with clients, most of your meetings will take place in a public location or at the business itself.</p>
<p>This means that the job entails a lot of travel, this can include traveling to surrounding cities and towns if you are having tough luck in a certain area. Outside sales is a job that requires a fair amount of patience, so if you don’t mind cruising around new areas looking for new potential business opportunities, outside sales may be looking good for you!</p>
<p><strong>Office Support</strong></p>
<p>Sales were never meant to be a one-man show, that is why you have the support of an entire office behind you! Your #1 job as an ISO Agent is to get out there and close new businesses for your account. To reduce the downtime between sales, our office is here to assist in building proposals and rate comparison checks for a potential client. By simplifying the contract process, you are free to get out and visit more business while the office handles the heavy lifting.</p>
<p><strong>Income & Residual</strong></p>
<p>With an uncapped stream of revenue, many are drawn to the outside sales world to find success in a rapidly growing industry. Residual income in the ISO world can serve as a potential gold mine if you know how to sell. This is one of the many benefits that draw in sales individuals from all walks of life to join outside sales. This means that every time you sell equipment or sign on a new client for merchant services, you will receive repeated compensation for your hard work.</p>
<p>Residual income allows you to double down on financial freedom as all past and future sales will trickle into your account. This is beneficial to ISO agents working in high volume industries, or for businesses with expensive products or services. As your book of business grows, these small figures can add up to really make a difference in your financials & overall lifestyle.</p>
<p><strong>Why Sell Merchant Services?</strong></p>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>Visit our <a href="http://www.beaconpayments.com/careers">Career Page!</a></p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online!</a></p>http://www.beaconpayments.com/blog/residual-income-iso-agents-merchant-servicesResidual Income, ISO Agents & Merchant Services2019-06-25T20:15:00Z2019-06-27T15:55:15Zjackie@getfoundquick.comjackie@getfoundquick.com<p><img class="" src="http://www.beaconpayments.com/media/shutterstock-404145787-1.jpg" alt="" width="831" height="555" /></p>
<p>The world of sales is a fast-paced nonstop thrill, however, you may not know that there are a variety of ways to get into the sales industry, whether you have years of experience, or if you are brand new to the game. Becoming an ISO agent is a great way to jump into the field and get a feel for outside sales, network with business owners, and earn over 6 figures through residual income. This article is an overview of Merchant Service Sales, the ISO agent industry, and Residual Income.</p>
<h2><strong>Merchant Service Industry</strong></h2>
<p>Merchant services is a term that is used to describe how a business accepts credit card transactions, along with any other electronic payment methods such as debit cards, mobile payments, EMV, & check processing. These services can also include software and hardware such as equipment and devices that enable physical, online or direct shipping sales.</p>
<h2><strong>What is an ISO Agent?</strong></h2>
<p>In the Merchant Services Industry, an ISO agent is an "Independent Sales Organization," this is an individual that operates independently as an extension of a corporate entity that sells credit card processing products and additional services such as, loyalty cards, mobile payments, EMV, check processing, and more.</p>
<p>Some major benefits that come with Outside sales in the merchant service industry are:</p>
<h2><strong>Being your own boss</strong></h2>
<p>Determining when you work and when you don't, it is as simple as that. Ditch the hourly rates and create a schedule that works for you.</p>
<h2><strong>Uncapped Revenue Potential</strong></h2>
<p>Following on being able to dictate your own hours, that flexibility calls on your own desire to succeed. As an ISO agent, it is your job to get out there and pitch better POS systems to local businesses. This has the potential to pay out <em><u>HUGE,</u></em> as ISO agents have no income cap - If you love to sell, sell, sell without having to worry about being capped for the month, this is the job for you.</p>
<h2><strong>Residual Income ($$$)</strong></h2>
<p>With an uncapped stream of revenue, Residual income is a major appeal to those interested in the Merchant Services & ISO Agent industry. Residual income is a steady stream of hard-earned cash from a previous sale. In the ISO agent industry, this includes everything from equipment sales, to monthly transactions fees. This means that every time a sale is made on the agents' side, you are guaranteed a percentage of every transaction made by that client. This is beneficial to ISO agents working in high traffic industries, or for businesses with expensive products or services.</p>
<p>Over time this residual income adds up substantially as more and more companies sign on under your book of business.</p>
<h3><strong>Why Sell Merchant Services?</strong></h3>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>Visit our <a href="http://www.beaconpayments.com/careers"><u>Career Page!</u> </a></p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:8779864445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact"><u>contact us online</u></a> </p>http://www.beaconpayments.com/blog/top-5-businesses-to-create-an-opportunity-to-sellTop 5 Businesses to Create an Opportunity to Sell2019-05-20T17:01:00Z2019-05-20T17:17:43Zjackie@getfoundquick.comjackie@getfoundquick.com<p style="text-align: center;"><img class="" src="http://www.beaconpayments.com/media/shutterstock-310318895.jpg" alt="" width="694" height="463" /></p>
<p>In the merchant services industry, it is important to know the ins and outs of how businesses operate, this includes knowing the landscape of the industry and the specific pain points that any business may run into on a day to day basis. Knowing this information will help you formulate a “plan of attack." This knowledge will help you come across as well informed and prepared when dealing with clients, no matter the industry.</p>
<p>Below are a collection of industries that rely on fast & efficient methods of payment processing as well as some tips and tricks on how you can navigate the different landscapes of each industry to close the deal!</p>
<h2>Restaurants</h2>
<p>Restaurants rely on high output and a reliable payment processing system. When it comes to the busiest time of the day or year, a fast and efficient POS system will enable a restaurant to operate at a high capacity. Faster payment processing means faster service, allowing more business in their door.</p>
<h2>Nightclubs</h2>
<p>Nightclubs are similar to restaurants in the sense that their business revolves around high capacity service. The faster that waitstaff can charge a bill, the faster they can serve other patrons. When a nightclub or venue has a slow POS system, you are likely to have frustrated customers and staff alike. In short, a fast point of sales system will ensure there is no slowdown in service.</p>
<h2>Retail / Clothing</h2>
<p>With real-time data becoming more and more common across all industries, having an intuitive payment system is a must. When it comes to being able to click a button and immediately see what is in stock, or what is on back order, you give employees the ability to better serve a customer. Instead of having to go into the back room to check the stock. Having a POS system linked to your supply will decrease the time spent searching for products and more time selling products.</p>
<h2>Online Stores</h2>
<p>Online businesses don't have the same overhead as a traditional brick and mortar establishment, so having an efficient payment system is a major component for this type of business to find growth and success. An intuitive payment method allows an online business to grow, without the worry of increased overhead, or unreliable/spotty service.</p>
<h2>New / Small Business</h2>
<p>New & Small businesses benefit greatly from a fast and efficient payment system as money may be tight in the beginning. With a new business, it is important to be able to give a business owner the right tools to help grow their business, whether it be building an email list, requesting tips after a sale, or helping establish a loyalty program. With benefits such as an interchange plus pricing, businesses of any size have access to low rates, compare that with a seamless payment system and the possibilities are endless.</p>
<p>By understanding the complications or limitations that a POS system may be putting on businesses, having insight on each industry will allow you to adapt and be able to inform potential clients about the benefits of upgrading to a higher capacity payment process system that suits their specific needs.</p>
<h3><a href="http://www.beaconpayments.com/careers"><strong>Why Sell Merchant Services?</strong></a></h3>
<p>By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</p>
<p>For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:(877)%20986-4445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online</a></p>http://www.beaconpayments.com/blog/3-tips-on-becoming-an-all-star-sales-rep3 Tips on Becoming an All-Star Sales Rep2019-04-25T19:49:00Z2019-04-25T20:01:11Zjackie@getfoundquick.comjackie@getfoundquick.com<p><span style="font-weight: 400;"><img style="display: block; margin-left: auto; margin-right: auto;" title="All Star Sales Rep" src="http://www.beaconpayments.com/media/all-star-sales-reps.jpg" alt="All Star Sales Rep" width="685" height="457" /></span></p>
<p><span style="font-weight: 400;">There are many ways to define and quantify what an “all-star sales representative” is by paying attention to key metrics such as sales funnel leakage, average deal size, conversion rates, quotas, and revenue overall. While these metrics are important in sales and management, they are really just indicators for what an all-star sales rep is, but it does not highlight the traits and mentality that help a sales rep attain this level of recognition. More often than not, when we talk about the success of great individuals we rarely discuss their failures and their outlook toward life, as sales is an industry that revolves around people and servicing a variety of industries, personality plays a bigger role than you would think.</span></p>
<h2><strong>Honesty </strong><span style="font-weight: 400;"><br /></span></h2>
<p><span style="font-weight: 400;">Majority of sales positions operate primarily on a commission based salary, and with that comes a fair amount of stress. This stress can cause some sales representatives to operate unscrupulously when it comes to getting a sale, adopting a “whatever it takes” mentality. This is a perfect example of what not to do if you are trying to build a reputation with clients. In the long run, it is better to be honest and straightforward with any new / current client as it builds trust between two parties but may also open the door for future referrals when a client sees that you have the best interests of their company in mind. In short, no one likes a liar, especially when it directly impacts their business!</span></p>
<h2><strong>Attitude </strong><span style="font-weight: 400;"><br /></span></h2>
<p><span style="font-weight: 400;">Having a positive and upbeat attitude in sales goes a great length. A positive attitude enables you to sell with confidence and allows you to extend that confidence to the consumer or client. When it comes down to a great product, having a positive attitude will further influence the client to buy. </span></p>
<p><span style="font-weight: 400;">Have you ever dealt with a sales representative that has a so-so attitude when trying to sell you a product? A so-so attitude won’t convince a client to move forward if you don’t sound like you believe in the product. Even so, if a product is absolutely phenomenal it all comes down to the attitude of a rep, and how they interact with a client, that is what drives business.</span></p>
<h2><strong>Patience </strong><span style="font-weight: 400;"><br /></span></h2>
<p><span style="font-weight: 400;">Patience is a relatively important trait to have when it comes to working in the sales industry as it is unlikely that every client you pitch will be ready to jump immediately. Some clients take longer than others to make a decision, this depends on the chain of decision-makers, the size of the business, and the overall eagerness of the client to adopt a new platform, program, or product. It is often times more beneficial to be patient and nurture your client down the sales path, working with them to address any questions or concerns as this level of dedication can only increase your odds of closing a sale.</span></p>
<h3><a href="http://www.beaconpayments.com/careers"><strong>Why Sell Merchant Services?</strong></a></h3>
<p><span style="font-weight: 400;">By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</span></p>
<p><span style="font-weight: 400;">For more information about Beacon Payments and our solutions visit our website. You can also give us a call at <a href="tel:(877)%20986-4445">877-986-4445</a> or <a href="http://www.beaconpayments.com/contact">contact us online</a></span></p>http://www.beaconpayments.com/blog/success-in-merchant-service-sales4 Ways to Find Success in Merchant Service Sales2019-04-16T15:09:00Z2019-04-18T13:55:16Zjackie@getfoundquick.comjackie@getfoundquick.com<h1><strong><img class="" title="Beacon Payments POS" src="http://www.beaconpayments.com/media/beacon-payments-pos.jpg" alt="POS System" width="712" height="462" /></strong></h1>
<h1><strong>4 Ways to Find Success in Merchant Service Sales</strong></h1>
<p><span style="font-weight: 400;">To be successful in the merchant service industry, it takes time, dedication, perseverance, and a strong desire to succeed. Whether you are brand new to sales, or an experienced sales rep looking to improve your sales method and tactics, here are some tips that are essential to great selling in merchant service sales.</span></p>
<h2><strong>1.) Evaluate leads </strong></h2>
<p><span style="font-weight: 400;">In the world of sales, the quality of a lead is one of the most important aspects to understand before even walking through the front door of a potential client. If you have had trouble with a specific industry in the past it is not a bad thing to pass on a lead if you know the close rate for that industry is relatively low. With that said if you know a sale will be tough, it is important to take your time with a client ask the right questions and try to nurture your client to an eventual sale.</span></p>
<h2><strong>2.) </strong><strong>Sell Opportunity</strong></h2>
<p><span style="font-weight: 400;">When reaching out to a new prospective client, chances are high that 1) the client is already using a similar product/service & 2) you are not the first representative to reach out to them. It is important to differentiate yourself not only as someone who wants to provide the client with a “better” service but with a service that will benefit the company immediately. By highlighting specific pain points that relate to a client it allows you to address tangible benefits for a company. In turn, this can make the process easier for the business owner or decision maker when they can rationalize the benefits that your company has to offer. By providing valid reasons for a change, such as outstanding customer support, reduced overhead, or even streamlined services for employees, you are giving the business owner much more than just a product or service, but an opportunity to drastically improve their business.</span><strong> </strong><strong> </strong></p>
<h2><strong>3.) A strong Desire to Succeed </strong></h2>
<p><span style="font-weight: 400;">Working in the Merchant Service industry provides a large degree of autonomy, and while that level of freedom may cater to a specific personality over others, that freedom comes with a lot of responsibility. When it is on you to determine what your yearly income is, you need to have the mentality that revolves around always being better than yesterday. When the difference between a 5 and 6 figure salary depends on your sales skills, a strong desire to succeed in the Merchant Sales industry is a must.</span></p>
<h2><strong>4.) Be A Go-Getter </strong></h2>
<p><span style="font-weight: 400;">Along with having a strong desire to succeed, working in the Merchant sales world requires a certain type of mentality. The type of person that does well in this field is someone who can accept failure and keep moving forward, one good or bad day does not define your sales career, how you let it affect you does. When it falls on you to Sales don’t materialize out of thin air, it's important to hit the ground running and keep going until you've hit your mark.</span></p>
<h3><strong>Why Sell Merchant Services?</strong></h3>
<p><span style="font-weight: 400;">By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.</span></p>
<p><span style="font-weight: 400;">For more information about Beacon Payments and our solutions visit our website. T</span>o become an ISO/Agent <a href="http://www.beaconpayments.com/careers">apply</a> today! you can also give us a call at <a href="tel:(877)%20986-4445">(877-986-4445)</a> or contact us online</p>http://www.beaconpayments.com/blog/how-to-make-sure-all-of-your-clients-get-set-upHow to make sure all of your clients get set up2019-03-26T20:15:00Z2019-03-26T20:16:40Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>When you sell credit card processing signing up the the client for a merchant account is only half of the job. The salesperson's job is not really complete until that client is actually set up and processing credit cards with us as well. </p>
<p>We all get excited when we are closing a deal and finally sell that prospect on our credit card processing services – but sometimes we forget that the client does not benefit from our merchant services account and that you - the sales person- does not make any residual income unless the credit card terminal or point of sale system actually gets installed. So how do we make sure this happens? By setting expectations on when the install will happen.</p>
<p>Simply put: you need to set up an appointment with the client to complete the install when you are signing the contract to set up their new merchant account. Once they sign the paperwork you just need to set a date to come back in. Unless they are in a huge rush try to make it no more than a week later. This gives you time to receive any equipment you ordered for them and to test it out before you go plug it in. You should be doing this for any new account with a mobile swiper, terminal, or online account. Even if they just need to set up a user name and password to access a portal to process credit cards – you should be there to assist them., This will be the best way to make sure set up gets completed AND it will strengthen your relationship with the client. The only time you may not be able to do this is with a Point of Sale set up. Your best course of action is to start working with the POS vendor right away to make sure they assist with the switch. Keep after the POS vendor - if they don’t return your calls - keep calling them until they do.</p>
<p>If you follow this simple rule to always get a set up appointment in place then you will get significantly more of your clients running credit cards with you – this will lead to faster residual growth – and more success in merchant service sales! </p>
<p>If you do not sell merchant services now but would like to learn more about it - just follow the link to these <a href="http://www.beaconpayments.com/careers">10 reasons why you should work with Beacon Payments!</a></p>http://www.beaconpayments.com/blog/sell-merchant-services-like-a-proAsk the right questions to sell merchant services like a pro.2019-03-12T20:51:00Z2019-03-13T13:35:36Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p><img class="" style="display: block; margin-left: auto; margin-right: auto;" src="http://www.beaconpayments.com/media/shutterstock-233134396.jpg" alt="" width="585" height="388" /></p>
<p>Many of us enter the field and start prospecting by telling potential clients how we can help them with their credit card processing needs. What we forget to do is ask questions. Lots of questions. This is the key to success when it comes to selling merchant services. Follow these basic rules and you will be on track to close more deals than you ever have before!</p>
<p>Avoid asking yes or no questions. Use this technique to draw more information out of your prospects and avoid a conversation that can be shut down immediately. Example: Instead of asking “ Are you happy with your credit card processor?” Ask “What is the biggest issue you have with your merchant services provider?” You will find that instead of a potential client telling you that yes they are happy they will provide you with an actual piece of information to help you form a solution for them. </p>
<p>Ask at least 3 questions to get more detail. If a prospect gives you an answer to your question you then need to continue that line of questioning to help you figure out exactly what they need from you to bring the mon as your client.,. Example: The client says their biggest issue with their merchant account is a lack of support. You could ask the following questions: “ When do you need support?”, “What issues do you have that you need help with?”, “ How often have you been left with no help when you needed it?” You need to keep digging and poking at the problem and then use this information to show how you can provide better service than what the client is currently receiving. </p>
<p>Ask questions that generate specific answers. You want to have your prospects provide you with answers that you can then use to craft a solution specifically for them – the more precise their answers are then the better you can make your sales pitch. Example: Don’t ask “Are you unhappy with your merchant services provider?” Ask “ What is the single biggest issue you have with your merchant services provider?” </p>
<p>Listen to answers and then ask follow up questions. If a prospect tells you that their biggest issue is that they have an old terminal that needs to be replaced then you need to start talking to them about what their new terminal options are and how you can get them one. This is NOT the time to start talking about pricing or anything else. Continue to question them about the terminal. Is it too slow? Does it break a lot? Does it not accept EMV transactions? Listen to each answer and form a response around that answer.</p>
<p>Ask prospects to tell you about a specific time when something went wrong. You can then reference back to this issue when discussing how you can help the client. Example: “ You told me when we started talking that your terminal stopped working once and you had a line of people 5 deep that you had to turn away. I can prevent that from happening by not only providing you a new terminal but by also providing you back up processing on your cell phone.”</p>
<p>Don’t forget to let your prospect tell you everything that they may have a problem with. You have two ears and one mouth – make sure you use them in the proper proportion. The more information you can gather from your prospect then the better you will be able to handle their merchant account needs. </p>http://www.beaconpayments.com/blog/overcoming-the-5-most-common-sales-objectionsOvercoming the 5 Most Common Sales Objections2019-03-01T15:30:00Z2019-03-01T15:26:47Zjackie@getfoundquick.comjackie@getfoundquick.com<p><span style="font-weight: 400;"><img class="" style="display: block; margin-left: auto; margin-right: auto;" src="http://www.beaconpayments.com/media/shutterstock-767964247.jpg" alt="" width="529" height="353" /></span></p>
<p><span style="font-weight: 400;">Whether you are a sales rookie, veteran, or wizard there are a few prospect objections you should always be prepared to navigate. Knowing how to identify these objections, understand the motivation for the objection, and ultimately counter the objection is key to getting new business. As a sales representative, two of your greatest strengths are knowing what your prospects objections mean and knowing how to respond quickly and effectively. </span></p>
<h1><span style="font-weight: 400;">1. Can you call me later? </span></h1>
<p><span style="font-weight: 400;">A common objection from a prospect is to kick the can farther down the road. What can seem like your prospect harmlessly rescheduling your call can keep your sale in endless limbo. Understanding motivation is key here. Is your prospect too busy to set up a call, or are they waiting for next quarter's budget? Regardless, you should always try to press your prospect for your product's elevator pitch. You need to get your value proposition across early on in the sale's process so that your sale isn't pushed endlessly towards tomorrow. </span></p>
<h1><span style="font-weight: 400;">2. We don't have money in the budget.</span></h1>
<p><span style="font-weight: 400;">Similar to not having the time to talk, not having the money to talk is a common objection. This objection can mean anything from not actually having any room left in the budget to not believing your product is a high enough priority for using part of the budget's remainder. A sales rep should overcome this by assuring the prospect that at this stage in the process there is no expectation of purchase, but that they should still hear your pitch. </span></p>
<h1><span style="font-weight: 400;">3. What features does your product have?</span></h1>
<p><span style="font-weight: 400;">Prospects who want to go on specific product related tangents can actually be a trap. On the one hand, they are at least interested in your product. But on the other hand, going off on tangents early in the sales process can slow down the process. If your prospect wants to know if your Product can do X tell them that you will set up a future meeting to go over product features so you can focus on converting. </span></p>
<h1><span style="font-weight: 400;">4. We already have something that does that.</span></h1>
<p><span style="font-weight: 400;">This obstacle is one of the most common. Most prospects are happy to tell you they are already hired your competition. This can be a call ender if you let it. The best strategy is to let the client know that there is no downside to at least letting you put together a quote to show how you are different than your competitor. </span></p>
<h1><span style="font-weight: 400;">5. The silent gatekeepers.</span></h1>
<p><span style="font-weight: 400;">Is your prospect not picking up the phone, or are they not even the decision maker you should be talking to? Many companies have sales calls answered by employees who report back to managers. When possible you should attempt to make sure your calls are being answered by decision makers. Politely ask to know who would be in charge of purchasing your companies product and ask to get them on the line. </span></p>
<h1><span style="font-weight: 400;">When To Cut Your Losses</span></h1>
<p><span style="font-weight: 400;">Although overcoming objections is necessary for modern sales calls, at some point you have to save yourself and your prospects time and just end it. If objections are still coming after you had your chance to make your pitch, or if prospects won't let you make your pitch it is probably best to apply your energy elsewhere.</span></p>
<p><em><span style="font-weight: 400;">Are you looking to fine tune your negotiation skills? </span><a href="http://www.beaconpayments.com/careers"><span style="font-weight: 400;">Apply</span></a><span style="font-weight: 400;"> to become an ISO/Agent today with Beacon Payments.</span></em></p>
<p><br /><br /></p>http://www.beaconpayments.com/blog/increase-employee-wages-with-a-poynt-smart-terminalIncrease employee wages with a Poynt smart terminal2019-02-22T15:23:00Z2019-03-12T20:57:01Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p><img style="display: block; margin-left: auto; margin-right: auto;" src="http://www.beaconpayments.com/media/images/poynt.jpg" width="600" height="470" /></p>
<p> </p>
<p>We just installed Poynt smart terminals in a regional ice cream chain that had a 2019 goal of increasing their employee’s pay. The problem they were running in to is that if they don’t sell more ice cream then they cannot afford to pay higher wages. We offered them a solution with our Poynt smart terminal and tip prompt.</p>
<p>Before install they had only accepted cash tips and averaged $300/month per store. When we installed the Poynt terminals we added tip prompts of $1.00 $3.00 & $5.00 on every sale. The business owner saw immediate results from this prompt. Tips in the first month were up almost 1000% over the previous month averaging $2700-$3,000 per store.</p>
<p>The business owner is elated that they were able to grow employee wages ( and morale) with the only cost to them being the cost of installing the smart terminals. They have also noticed reduced lines at checkout due to the increased speed of the transactions. This is a win -win if we have ever seen one!</p>
<p>This set up could work in any quick serve restaurant situation where it may be difficult to find a way to increase employee wages so be sure to let your potential clients know about how Poynt could help them solve this problem!</p>http://www.beaconpayments.com/blog/-to-be-a-successful-sales-rep-avoid-these-4-negotiation-mistakes To Be a Successful Sales Rep Avoid These 4 Negotiation Mistakes2019-02-19T15:20:00Z2019-02-19T15:53:41Zjackie@getfoundquick.comjackie@getfoundquick.com<p><span style="font-weight: 400;"><img class="" title="Want to be a successful sales rep?" src="http://www.beaconpayments.com/media/shutterstock-1183094149.jpg" alt="sales negotiation " width="1200" height="800" /></span></p>
<p><span style="font-weight: 400;">Even if you think you may have a deal in the bag and ready to sign up there is still the possibility of walking away empty handed. Typically deals fall apart during the final stages of negotiations – so this is your time to make sure you are doing everything right. Below are the 4 most common mistakes a sales rep can make when negotiating a deal. If you read this list and any of these sound familiar to you then it’s time for you to make a change in your tactics so you can start closing more deals. </span></p>
<h1><span style="font-weight: 400;">Not negotiating with the signing authority</span></h1>
<p><span style="font-weight: 400;">If you can identify the ultimate decision maker early in the sales process, you will be much better off. Unfortunately, this identification is not often made until the negotiation phase. If you start negotiating with someone who does not have the signing authority, you risk losing out big time. Say you go through and make some concessions and settle on a number less than your regular price. If you have you have done so with someone who does not have signing authority, you will have to start the negotiation process all over again with the person who does, only this time instead of starting at your regular price, you have to start at the one you agreed to with the previous correspondent. </span></p>
<h1><span style="font-weight: 400;">Using lump phrases</span></h1>
<p><span style="font-weight: 400;">You may think you sound confident in your sale when you throw around phrases such as “this is non-negotiable” or “it’s a deal breaker.” In reality, the more limitations you establish in the negotiation, the less likely it is to be successful. To enable both sides a successful negotiation, you must be open-minded and flexible. Putting the most options out there as opposed to the fewest will actually benefit you. </span></p>
<h1><span style="font-weight: 400;">Over negotiating</span></h1>
<p><span style="font-weight: 400;">Over negotiating is one of the biggest mistakes a sales rep can make. You want to make a sale, but you do not want to seem desperate. If the prospect makes a statement of the threshold they are willing to pay, do not immediately jump to change the price and give them a contract without a signing date. Instead, ask clarifying questions about why the prospect needs the price below a certain amount. This will help both parties come to a mutual agreement and the prospect will know exactly what value they’re getting for the purchase price.</span></p>
<h1><span style="font-weight: 400;">Not properly preparing</span></h1>
<p><span style="font-weight: 400;">Rushing into a negotiation without thoroughly preparing. You may think you know what you want to get out of the deal, but that is not enough. It is important to take the time to analyze all aspects of the negotiation with care and come up with a BATNA, or best alternative to a negotiated agreement. If you can’t reach an agreement during the negotiation, your BATNA is the best alternative course of action. Establish at which point you will walk away to help yourself make rational decisions.</span></p>
<p>Are you looking to fine tune your negotiation skills? <a href="http://www.beaconpayments.com/careers">Apply</a> to become an ISO/Agent today with Beacon Payments.</p>http://www.beaconpayments.com/blog/sales-trends-of-20194 Sales Trends of 2019 You Need to Know About2019-02-04T19:00:00Z2019-02-19T15:50:58Zjackie@getfoundquick.comjackie@getfoundquick.com<p><span style="font-weight: 400;"><img class="" style="display: block; margin-left: auto; margin-right: auto;" src="http://www.beaconpayments.com/media/shutterstock-229882258.jpg" alt="" width="692" height="461" /></span></p>
<p><span style="font-weight: 400;">Thanks to new technology, and old, the world of sales has seen rapid change in just a few years. As the tides of the sales world change, so should your techniques. Staying up to date on the latest sales trends will help even the best salesman stay on top of the game. So, what are the most important sales trends in 2019 to know about?</span></p>
<h1><span style="font-weight: 400;">1. You’re now selling to a new generation: Generation Z</span></h1>
<p><span style="font-weight: 400;">Generation Z is composed of anyone born from the mid-’90s to the mid- 2000s, with the oldest being in their early 20s. According to </span><a href="http://www.millennialmarketing.com/research-paper/the-power-of-gen-z-influence/"><span style="font-weight: 400;">Millennial Marketing</span></a><span style="font-weight: 400;">, Gen Z currently make up about $29-$143 billion in direct spending and are on track to becoming the biggest generation of consumers by the year </span><a href="https://www.forbes.com/sites/jefffromm/2018/01/10/what-you-need-to-know-about-the-financial-impact-of-gen-z-influence/"><span style="font-weight: 400;">2020</span></a><span style="font-weight: 400;">.</span></p>
<p><span style="font-weight: 400;">You may be wondering how this affects sales. Gen Z may be similar to other generations in many aspects, but they are also very different given how they grew up with instant access to incredible technology. Smartphones have provided them access to social media, online shopping and more on a daily basis, exposing them to the problems of the world, as well as an endless amount of marketing efforts from brand after brand trying to capture their attention.</span></p>
<p><span style="font-weight: 400;">The more you learn about this generation and what they care about, the easier it will be to find the best approach to sell to them.</span></p>
<h1><span style="font-weight: 400;">2. Relevance trumps personalization</span></h1>
<p><span style="font-weight: 400;">You always hear people pushing you to personalize your messages. Yes, sure, that’s great and all, but frankly that’s just not enough these days. Now, it’s all about the relevance of the message, though that is not to say you should abandon personalization. If the content isn’t relevant to your audience, they probably won’t pay much attention to it. </span></p>
<p><span style="font-weight: 400;">When crafting your sales pitch, not only should you personalize it, but you should make sure it’s relevant to your prospective client. If they aren’t in need of the services or product you are selling, they aren’t going to want to buy it. Familiarize yourself with their situation and craft your content in line with that. Ask yourself, what are their needs? Then you can get right down to it with them and show them why your product or service is their best option.</span></p>
<h1><span style="font-weight: 400;">3. Omnichannel Sales</span></h1>
<p><span style="font-weight: 400;">One of the most important things to remember as a sales rep is that you must </span><strong>be where the buyer is. </strong><span style="font-weight: 400;">Another example of Gen Z influencing how we craft our sales tactics is their expectation of an integrated experience across all of a business’s channels. </span></p>
<p><span style="font-weight: 400;">New generations have numerous devices at their fingertips and often research products and services in depth before making a purchase. Now that tech has advanced so much, it is easier than ever to personalize your marketing efforts be it a personalized video, direct mail, a LinkedIn message and more. Providing customers with a seamless shopping experience, from online, by telephone or in a brick-and-mortar location, is key to customer satisfaction.</span></p>
<p><span style="font-weight: 400;">It’s important to remember that all omnichannel experiences will use multiple channels, but not all multi-channel experiences are considered omnichannel. You may have amazing social media campaigns, a well-designed website, and fantastic mobile marketing, but if they do not work together, it is </span><strong>not</strong><span style="font-weight: 400;"> omnichannel.</span></p>
<h1><span style="font-weight: 400;">4. Artificial Intelligence</span></h1>
<p><span style="font-weight: 400;">The more you know your subject, the better you are able to personalize your offer to their circumstances. Artificial Intelligence can help you learn about your prospective buyers faster than ever.</span></p>
<p><span style="font-weight: 400;">AI has the ability to analyze large amounts of data in a very short time, which can help you personalize your sales strategy in a more efficient manner. You may think that AI isn’t accessible to you, but more and more sales tools are implementing features based on AI, such as prospecting tools and CRM tools. Use it to help with forecasting, price optimization, scoring leads and more.</span></p>
<p><span style="font-weight: 400;">To continue to improve productivity and overall sales, it’s imperative to stay up to date on trends and using new technologies and strategies.</span></p>
<p><span style="font-weight: 400;">If you’re itching to put your sales tactics to use, </span><a href="http://www.beaconpayments.com/careers"><span style="font-weight: 400;">apply</span></a><span style="font-weight: 400;"> to become an ISO/Agent today with Beacon Payments. Let us build your book of business with you.</span></p>http://www.beaconpayments.com/blog/know-your-enemy-then-outsell-themKnow your enemy - then outsell them2018-11-16T05:00:00Z2019-02-19T15:52:13Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>When you are out in the field to sell credit card processing you most likely are running in to the same 2 or 3 merchant services companies at almost every business you walk in to. This typically happens for 2 reasons 1: A sales rep worked the territory for a long time and either quit or is still going strong in the area. 2. There is a local bank who contracted out processing to a national credit card processor. </p>
<p> </p>
<p>So you keep seeing the same companies processing credit cards for your potential clients. What do you do to combat this? How do you convince all of these people to start working with you? Sun Tzu in the art of war said: ( paraphrasing here…) <em>Know thy self, know thy enemy. </em>Essentially you need to know all about who you are selling against if you are going to succeed in flipping over their clients. </p>
<p> </p>
<p>How do you do this? Start off with the easy stuff. Look them up on the BBB and rip-off reports. Find out about complaints against them. Have they caused issues for their clients? Do they overcharge their clients? If you can get your hands on even one of the statements from a client near you then you can get an idea of what they are charging people and where they are overcharging people. If you are going up against a local sales person start with the obvious question: Are they still working? When is the last time your local sales person even walked in the door? </p>
<p> </p>
<p>You know that we are the top rated processing company in the merchant services industry. You can show potential clients our A+ rating with the BBB, our rating with top credit card processors, and our rating on cardpaymentoptions.com How do our competitors stack up? Use the information available to you to build a case against working with them and why clients should sign on with us. Then go close those deals!</p>http://www.beaconpayments.com/blog/4-reasons-to-sell-merchant-services-with-beacon-payments4 Reasons to sell merchant services with Beacon Payments2018-11-14T05:00:00Z2018-11-14T21:06:20Zjerry@capital-bankcard.comjerry@capital-bankcard.com<h1>1. Our Reputation</h1>
<p>Most visitors to this page have found Beacon Payments for one reason: Our reputation. We pride ourselves on being one of the highest rated and best merchant services company in the country. Don't believe us? Look it up on the internet. Look us up on the BBB. Look us up on industry review websites. Heck - look on Ripoff report and see what you find. Then look up our competitors. </p>
<p>Why does this matter? It is important because you are looking for an ISO/agent program that you can stand behind. You <span style="text-decoration: underline;">need</span> to sell merchant services for a company with a solid reputation. You don't want to put your clients in the hands of a company that does not do what is best for the them. We will take care of your clients so you only have to worry about going out to bring new ones on board. When you are an ISO/agent for Beacon Payments you can take pride in the fact that you are working for a company that values you the agent AND your client.</p>
<h1>2. We offer the highest Commission Structure:</h1>
<p>You want an ISO/agent program commission structure with a company which will pay you the most amount of money on every deal. You are out doing the hard work - selling - and you want to earn what you are due. We get it. That is why we offer higher residual splits and bonuses than anyone else in the industry.</p>
<h1>3. Credit Card Processing Sales Training:</h1>
<p>If we’re going to battle together we want to make sure you’re well trained and equipped with the tools you’re going to need to accomplish your mission. Our training program was designed by our sales people and is constantly being updated by our most experienced field agents who learned the business from the ground up. We understand what you need to know, what you’re going to hear out there, and most importantly we know what it takes to get you through the entire sales process from beginning to end. You get access to our training videos, sample statements and application examples and guidelines. We’ll train you from beginning to end, no matter if you have no experience or ten years of experience!</p>
<h1>4. Sales Support:</h1>
<p>You’ll be assigned to an exclusive relationship manager who has a mutual interest in seeing you achieve your goals. This dedicated one on one support means there is an individual who is helping you along the way, and is well informed about each of your opportunities. We approach each opportunity with a team mentality and we want to see you win!</p>
<p>So what are you waiting for? Apply to become an ISO/Agent today and see what you have been missing! Join the Beacon Payments team and lets build your book of business together!</p>http://www.beaconpayments.com/blog/how-to-sell-merchant-services-and-succeedHow to sell merchant services - and succeed!2018-11-12T17:00:00Z2018-11-13T21:36:28ZAnonymous<p>So you want to try out a new sales job and sell credit card processing? We have hundreds of people apply to become an outside sales agent with us every week. Not all of them go on to be successful sales reps though. What sets those who succeed apart from those who fail? (Besides of course the drive needed to make it any sales position!)</p>
<p>Its quite simple really. You need to step out of your front door every day and make contacts with potential merchants and lead sources. Our top sales agents are out working as a full time sales job 6 to 8 hours a day. You can certainly put some extra money in your pocket if you decide to sell merchant services part time – but to truly make it in this sales job you need to be disciplined and go out and work full time. If you do you WILL eventually make a six figure residual income. It takes some of our sales agents a year- and it takes others 3-5 years – BUT – they all have the opportunity to do it. </p>
<p><strong>So who are the contacts you need to reach out to?</strong> Start off easy – go to the places where you have lunch, buy your gas, your clothing, your groceries, your veterinarian, or your dentist. These are all potential clients. Let them know you are just breaking into the industry and you would like to try to help them run cards more efficiently. You will be surprised at how receptive they are. In between your visits to these warm leads stop in to their neighbors and say hello. Talk to the people that these business owners go to for advice: their accountant, book keeper, lawyer, and insurance agent. All of these people can be valuable resources for you to get more leads. </p>
<p>What it comes down to is that you need to make 10-20 new contacts a day. That is all it takes to become a successful outside sales agent. These contacts will lead to 5-15 deals a month This WILL lead to a six figure residual.</p>
<p>Your job is to go out and make the contacts. Once you get these people interested our experienced sales managers will help you close your deals and be on your way to success! To find out more about how we can help you get started in your new career <a href="http://www.beaconpayments.com/careers">apply now</a></p>http://www.beaconpayments.com/blog/what-is-residual-income-What is residual income?2018-10-18T04:00:00Z2019-08-12T14:21:00Zjerry@capital-bankcard.comjerry@capital-bankcard.com<p>The text book answer is this: Residual income is money that you continue to earn on a daily, weekly, or monthly basis after you sell a product or service. </p>
<p> </p>
<p>We hear this question a lot from our potential sales partners. They often are looking for a new career and are not sure why working with Beacon Payments is the right choice for them. Residual income <span style="text-decoration: underline;">IS</span> the reason we are the company you want to partner with to sell merchant services. </p>
<p> </p>
<p>How does it pertain to what we do? Every time you set a new client up with credit card processing through us you will earn money EVERY month that they run credit card transactions through our system. You set up the account once and you start earning a monthly income on that account immediately. This is how you can build your own business and start earning enough money so you don’t have to go to work every day. This is what makes working with us different than that 9-5 job you were considering. </p>
<p> </p>
<p>Our top sales people earn six figure incomes – they had to hustle in the beginning to build their book of business – but once that residual is up and running they can relax a bit and set their own hours.</p>
<p> </p>
<p>What are you waiting for? Start earning your residual income today. </p>
<p><a href="http://www.beaconpayments.com/what-is-merchant-services-sales-">FOLLOW THIS LINK TO LEARN MORE</a></p>