Maintaining Momentum for Your Credit Card Processing Company

June 28, 2012 by  Filed under: Credit 

The best credit card processing companies are determined to grow their business. Successful companies know that persistent sales contact is the key to growth. When your business is doing well, it can be easy for you to fall into the trap of complacency. Unfortunately, you won’t get any new customers by just sitting around waiting for them to call. To keep your company’s momentum alive, you need to be a proactive hunter of new customers.

Referrals are your best friend
Referrals are more likely to lead to fruitful sales than cold calling. First, start talking with your existing customers. The best credit card processing companies know how to keep referrals rolling in by keeping prosperous relationships with their existing customers. Keeping in touch with your merchant customers and asking about their business goes a long way. This is also an opportunity to talk with them about your merchant services software tools and how they can improve business. Showing customers you care makes them much more likely to feed you referrals. Not to mention that referral calls are easier than cold calls.

Call, call & call some more
Let’s say you get a few leads after a few calls to your customer base: don’t forget the trap of complacency. Don’t stop calling until you have covered all of your merchants. And, keep referrals in mind. They are one of the best ways to move toward more successful sales. Remember, touching base with your merchants may take much longer than you think you have time for. Even if it takes you a few days to get through to everyone, it will be time well spent.

You may feel like you have cold called every merchant that you can fathom. Well, call them again. Repeatedly promoting your credit card processing business can only help potential customers gain awareness of your company. While you have them on the phone, share a few tips about your merchant services software. This is a great way to remind them of the benefits you provide.

Don’t let “No” get you down
Nobody likes to hear “no”. It is important to not internalize a “no” and interpret it as a personal failure. Confidence is a fundamental part of sales; don’t start doubting yourself because you are used to hearing “no.” Not every sale can end up a home run. Fortunately, merchants who say no still might very well offer you a referral or two.

Stay on your toes
The best credit card processing companies are always on top of industry trends. It is important to know everything from which pricing methods are best for different types of merchants to who has the latest and greatest merchant services software. When you’re an expert about all aspects of the industry, customers are more likely to trust you. Remember, being persistent and staying up-to-date will keep your momentum going strong.

Jeff Fortney is Vice President of ISO Channel Management at Clearent™. His career includes over 35 years in financial services, with the last 17 focused on the debit and credit card processing industry. Clearent is experienced, making it one of the best credit card processing companies providing passionate service that people don’t really expect anymore. Find out if any of our  merchant services software and tools can help you improve sales.

Article Source:
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