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
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.
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.
There are three category classifications you should consider.
- Prospect Identification
- Prospect Interests and Opportunities
- 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:
- 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)
- 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, ...