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Chapter 27 - Your Natural Market, Part 2

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 the process.


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.


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.

“If people like you they will listen to you, but if they happen to trust you they will do business with you.”
-Zig Ziglar


STEP 2 – Categorization

Separating your natural market into distinct outreach categories will eventually save you time and positively impact the success of your outreach results. Why?

Two simple reasons.Sell processing like a pro!

First, similar categories will benefit from a consistent approach. Remember in the last chapter we discussed how you should reintroduce yourself after making a career change? What was also hinted at is that for similar situations, you should use the same approach. Repetition breeds conviction and competence. Tell your family the same thing from one family member to the next and after your tenth conversation you could do it in your sleep. It feels natural and comes across sincere and effective.

Second, the same benefits are achieved when outreaching to prospects and categorizing your natural market based upon the specific RELATIONSHIP you enjoy. Best of all, iProcess has developed the ollowing 6 categories that are distinct and pose unique opportunities for the processing field.

We will discuss each in turn and comment on not only why the differentiation, but how the outreach might sound in each case.

Category Recommendations

There are three category classifications you should consider. They are:

  1. Prospect Identification
  2. Prospect Interests and Opportunities
  3. Outreach Progress

Prospect Identification, as the name implies, covers specific information that identifies the prospect. Within this category you will find the following sub-categories:

  • Name
  • Address
  • Phone Numbers (Mobile, work, home)
  • Email addresses
  • Relationship to Agent (6 possibilities)
  • Relationship to other connections
  • Where they work
  • Connected via social media? (Y/N and what types)

Prospect Interests and Opportunities, as the name implies, covers the intersection of HOW the agent can develop a WORKING RELATIONSHIP with the person in question. Within this category you will find the following sub-categories:

  • Customer focus? (Y/N/Maybe)Credit Card Pro
  • Referral partner focus? (Y/N/Maybe)
  • Best time to make contact?
  • Preferred outreach method?
  • What are their goals?
  • What can I offer to help them achieve their goals?
  • What can they offer to help me achieve my goals?
  • Which services do I provide that is of interest to them?
  • What specific opportunity will I focus on?

Outreach Progress, ...

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