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.
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.
like you they will listen to you, but if they happen to trust you they
will do business with you.”
CREATING A NATURAL MARKET ACTION PLAN
Identifying, managing, and developing your natural market is
potentially the most important aspect of creating early sales
opportunities. It is a fact that less than ten percent of all people
new to the payment-processing world actually develop this market
iProcess is here to help, and we are going to break this
process into four steps:
Step 1 –
Tracking and Management Tools
Step 2 – Categorization
Step 3 – Data
Step 4 – Outreach and Follow Up Conversations
This aspect of developing a sales professional is often
overlooked by many organizations, which begs the question why? Many
sales development programs seem to focus on closing the sale, yet few
offer real and practical advise on beginning the sale. iProcess
provides a sales process which we will look at in Pathfinder; however,
we cannot stress enough the importance of what you are about to review.
Let us leave you with one last image before continuing.
If you were a farmer making a change to payment processing
sales, your thoughts might have played out like this…
Choosing to begin a career in selling merchant services is
like selecting which crop to plant. You could have sold this or that
product, but instead you chose the bankcard industry. If the goal is
sales, then that is the crop. How do you get the sales? Sales come
sales opportunities, which are simply potential clients you haven’t
can be compared to planting sales opportunities with merchants.
just don’t scatter seed on undeveloped, hard, weed choked ground. You
must first till the ground and add nutrients to the soil. You must help
make the soil FERTILE and RECEPTIVE to the seed.
when the seed is cast it takes the right amount of sun, water, and
temperature to germinate the seed. Just like seed, a sale requires the
correct CLIMATE to occur. Preparing my ‘field’ takes just the right
activities, and productive ‘prospecting outreaches’ requires you to
implement a ‘step by step process’ where ENGAGED SALES PRESENTATIONS
Eventually, if I tend the field,
follow a process, and create the proper climate and am gifted with a
bit of good fortune I will harvest a good crop. In my new profession
selling payment processing solutions, this visual representation might
help you better understand the absolute value and necessity of spending
the time and effort NOW to help make prospecting a rewarding task.
If you thought the previous analogy was ‘corny’ I apologize.
Nevertheless, if it paints a picture in your mind, then hold onto it.
Effective prospecting techniques are worth their weight in gold, and if
not implemented, your long-term success will be difficult.
STEP 1 – Tracking and Management Tools
Before we dive into identifying our natural market, let’s take
a moment and ask ourselves how we plan to work with the data.
Yes…work with the data.
Our natural market is an organic thing, full of living,
breathing people. Why would you believe that the tools we use to work
with our data should be static? That’s so mid nineties!
You will want to interact with the data, taking notes, making
changes, adding and subtracting to your market. Sure, you could break
out the lined notebook paper and have at it, but there are so many
better ways to work with your list. Let’s review a few options. . . .