Transitioning to the card payments
industry is often a two-edged sword: potentially a financially
rewarding endeavor, yet often difficult for the sales professional new
to an unfamiliar industry. This program is designed to assist both new
and seasoned veterans attain true financial success by employing a
simple and effective sales process.
TRANSITIONING AND OUTREACH CAMPAIGNS
Discovering potential clients requires a process be
implemented and an action plan established. Gone are the days of random
cold-calling and door knocking when a focused campaign will be much
more effective. We discuss our two-prong approach and walk you through
YOUR NATURAL MARKET ACTION PLAN
The first market you should target are those who know you and
may become your strongest advocates. But how does one go about finding
this market, much less developing it? We cover a an effective and easy
to implement action plan covering every step in this part of your
prospecting campaign from identification to appointment.
YOUR UNIQUE VERTICAL MARKET ACTION PLAN
The second market to develop relies upon your past work
experience and industry familiarities to establish you as a SPECIALIST
in the marketing, selling, and support of payment processing services
to specific vertical markets. IProcess has the specific industry
knowledge on over 200 vertical markets to meet almost any sales
professionals needs, and we cover every step in this part of your
prospecting campaign from outreach to appointment.
contingent upon the attitude of the salesman, not the attitude of the
Addressing questions surrounding your career change
Having worked with several companies in my role to develop
sales professionals, one common challenge seemed to be voiced by many
who were new to the payment processing industry:
Why did you change careers?
It dawned on me that many new agents saw this as a problem,
even sounding apologetic when answering the question. Keep in mind,
using such phrases as ‘I was making next to nothing in my previous
career’ or ‘I just couldn’t take it there any more’ are poor reasons to
make a career change from a prospective client vantage point.
- Perhaps your prospects are thinking Hmm…she wasn’t making
enough money over there, so she changed careers and can start making a
lot of money off me?
- Perhaps your prospects are thinking Hmmm…he couldn’t take
it any longer…what was he afraid of, hard work and long days? Try
walking in MY shoes!
Sure, they might be THE reasons you think of off the top of
your head that motivated you to make a career move. But will that
create confidence in a prospect Running AWAY from something is never as
attractive as running TOWARD something.
Besides, if you have built your business pan, you already covered this
in the first step…when you asked yourself why you thought making a
change would be a good career move. I bet there were a lot of positive
reasons you uncovered then!
Changing careers because it’s an opportunity you’ve always
dreampt of, working with a remarkable company doing things that matter
to your customers, unlocking your real potential to make a difference
in a business owners life.
Now THOSE are reasons you can use to break some ice and begin
And as we are looking at creating two amazing outreach
campaigns to generate engaged sales presentation opportunities, we
should address this concern, and show it for what it truly is:
An opportunity to recreate yourself AND lay the foundation for
your personal brand. So, let me ask you something. Are you new to the
I’ll hazard a guess that most sales people new to the Bankcard
industry started in sales somewhere else.
And when you are looking at the relationships you bring ‘in
tow’, I bet you thought that you could sign up past business
relationships with ease because they know you, have done business with
you, and most of all trust you.
I thought that too. I was wrong.
Those people knew you BEFORE you made your career change.
Having made a career move, they really don’t know you any more (If you
were in bankcard and made the switch to a new company, the rest of this
article may not apply. However, if you are switching industries, then
this article just might save you a huge amount of wasted time and help
avoid a portfolio of strained relationships).
How people know you.
You know everyone in your life by who they are and what they
do. You possess a ‘personal’ name your parents slapped on your birth
certificate, AND the ‘vocational information’ that is ‘ingrained’ when
people get to ‘know’ us.
- ‘Hello Bill, so you are Jill’s husband?’ That’s how your
wife’s cousin knows you.
- ‘I’m Dr Kline, what brings you in today?’ That’s how your
doctor knows you.
- ‘Welcome to Chili’s, my name is Katie!’ That’s how you know
Relationships start this way. And as we grow this
relationship, ‘who you are’ becomes ‘entwined’ with ‘what you do’.
Familiarity breeds trust, unfamiliarity breeds fear.
Here is the challenge...